Often customers come to us for B2B Telemarketing services because they hired a salesperson who could not reach new customers. One customer told us they had hired three salesmen, taught them how to start contact customers and they did not last a week.
Truth be told, making phone calls to contact customers is not an easy job and sales people who otherwise might be very capable people to introduce a product and talk to customers directly might quit over the stress. A manager who pays attention can easily find who is really not cut out for business development via the phone. The sales person’s daily call numbers fall, they are not reaching as many new opportunities as you hope, then they start telling you that the name list you gave them is full of errors or that your products are outdated and your price too high. And as a manager you wonder, “well, if the name list is so bad and you only make 3 calls per day and can’t reach any decision makers, how can you know they would think the price is too high?”
Stop wondering, what you have there is someone who might be a wonderful employee, but they are now scared of making calls.
Another common affliction is sales people who after a few years keep on talking to the same customer over and over again, resisting their bosses plea for new customer development.
Other companies choose to hire very young and inexpensive employees, perhaps even highschoolers who otherwise would go to a job in a convenience store.
However well you are targeting your name list, it is the truth that most companies you call will not be interested in your products at this very moment due to product cycles, budget terms etc. This means that when you are calling a lot of companies you will generate a lot of information about companies who are technically not a customer – yet. If you do keep track of this data properly, you will be able to mine it for future opportunities. But doing this means using good database technologies and take the time to record a lot of information about each call. It also means having sales people or sales managers who can ensure that the data is recorded properly. All this costs money and takes time. Which as we all know, is money.
So however little the person making the phone calls are earning, once you add in equipment, office space, supervision, phone costs and hiring costs, the operation is not so inexpensive.
One also has to add in the opportunity cost of not having professionals contacting customers.
After a company has had these kinds of experiences, they often decide to outsource their cold calling, aka telemarketing.
Therefore, many companies choose to outsource. By doing so, the company can maintain its flexibility in human resources costs and access personnel with years of experience in sales and professionalism. This is also why in recent years, government scholars have emphasized the importance of professional divisions of labor.
However, cost reduction is a secondary consideration. The first-class efficiency of the marketing business, your investment return rate is good, it is the key, and often the implementation of the problem, even if the telephone marketing cost is higher than the general salary, But its effectiveness is also more than three times the general.
When you hire a professional telemarketing company, you will find that they all have their systems, and keep track of all call statistics to make it possible to measure and improve. This is the only way to achieve efficient development results.
Therefore, before when making your next sales and marketing budget, consider which parts should be outsourced and which parts should be done in-house.
