This post follows an article we wrote on April 10th 2018 about the rationale for outsourcing Telemarketing. Today, we take a closer look at what you should expect from your chosen telemarketing partner.
Improving sales at a lower cost
Setting up a sales team can take time and is a large investment. Your partner should work with you to set up your sales pipeline and support you as you create your own team.
Flexible variable cost
At times it may be necessary to ramp up sales activity to retain your competitive advantage or market share. Extending and developing your own in-house team internally can be limited by time and budget. Outsourcing your ad hoc sales activity allows you the flexibility to increase and decrease your sales effort without the usual fixed costs associated with this kind of change in your business on a permanent basis.
Dealing with peak sales periods
For your existing sales team it can be difficult to shelve ongoing activity to deal with seasonal lifts in sales needs or changes in demand from launching new products and services. The time taken to hire new staff can also mean you lose the competitive edge before you have even attempted to increase sales activity. Outsourcing allows you the flexibility of high quality support when you need it.
Creating opportunities for your sales team
Most sales people will find a reason not to cold call and it’s not surprising; it takes time and in some cases there are no quick wins. The importance of this activity can also fade when faced with more pressing relationship management issues with larger clients. Outsourcing does this necessary work and unearths new clients and opportunities.
Supporting your field sales team
Depending on your product or service your team may be more focused and trained to deal with face to face meetings. Outsourcing can generate qualified appointments or opportunities, enabling your team to deal with the client directly and work to close the deal. Outsourcing can also help to increase territorial sales yields which have remained static or shown ecline.
Testing of new products or services
For larger teams rolling out localised offers or testing new concepts on the market can be a managerial minefield. Outsourcing research or test campaigns means you can fine tune your proposal or pitch before rolling out expensive nationwide initiatives.
And finally … the benefit of hiring sales professionals to do the selling
Make sure your telemarketing partner regularly train their staff in up to the minute techniques.
But isn’t the future digital?
Whilst the value of professional online marketing cannot be argued, it is important to look at the bigger picture; the actual results that are generated from all online activity, must support and integrate with traditional systems like telemarketing.
We would be delighted to discuss a specific campaign, talk you through case studies, or discuss how Broadley Speaking’s Telemarketing approach has helped our clients’ businesses develop and grow. For more information please feel free to send an email or give us a call on +44 1822 618537