Telemarketing Tips

Telemarket Your Business to Success: New Book is the Ultimate Telemarketing and Business Development Tool for Small and Mid-sized Business

Telemarket Your Business to Success: New Book is the Ultimate Telemarketing and Business Development Tool for Small and Mid-sized Business

San Francisco, CA (PRWEB) October 19, 2005

While many people do not think of telemarketing as a skill, believe it or not, it is. Keeping someone interested enough to give you information on his buying habits takes real skill. That is why Tony Wilkins created Telemarketing Success for Small and Mid Size Firms, the new book for every businessperson looking to enhance his current marketing program. Geared towards small and mid-sized firms, this powerful marketing is tool is based on the simple principle of developing new markets utilizing the artistic skill of telemarketing.

Telemarketing Success for Small and Mid Size Firms is a step-by-step guide to telemarketing and business development written by one of the most established telemarketers in the business. While small in text (only 114 pages) it makes for a quick read and offers lots of helpful tips on business development. As a telemarketer for over twenty years, Tony Wilkins has performed every form of telemarketing there is — appointment setting, lead generation, market research, sales and customer service. He has spent his life helping to build businesses from the ground up. As a consultant, he now spends his time lecturing and educating business owners on telemarketing and business development techniques.

“Telemarketing Success for Small and Mid Size Firms is different from other sales and marketing books because it is written from a telemarketer’s point of view with practical tips for every type of firm. It also deals with the psychology of telemarketing, demystifying the stigma surrounding call reluctance. These are the same topics covered in his workshop and written as though in the room with you.

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1011 Money Saving Tips

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Top 3 tips for choosing a B2B Telemarketing Lead Generation Agency

Top 3 tips for choosing a B2B Telemarketing Lead Generation Agency

Are you looking for a steady flow of qualified sales leads?

For many companies considering hiring a telemarketing agency, sales lead generation is the primary objective. I’ve lost count of the number of times I’ve spoken with a client and they tell me “Our problem is just lead generation …”

Indeed, whether your an emerging business or established company, lead generation is the life-blood of all business-to-business organisations.

So, if you are considering using a telemarketing lead generation agency, what are the top three things you need to know?

Of course, there are many telemarketing agencies providing lead generation services, so understanding which telemarketing agency is right for your business is the key to success of any lead generation campaign.

As an owner of a specialist telemarketing lead generation agency, and having run hundreds of telemarketing and lead generation campaigns over my career, I’ve learnt to identify the campaigns that work and the ones that don’t.

So, here’s my top three tips for choosing the right telemarketing lead generation agency for your business.

Sector experience
Quality of people
Integrated approach

These are all critical areas in which to evaluate any prospective telemarketing lead generation agency; let’s look at them in turn:

1) Sector Experience

How important is it that your telemarketing agency has previous experience of lead generation in your target market. Well, from our experience, it’s a considerable factor in the success of any telemarketing lead generation campaign.

Sector experience brings a level if understanding, often a subtle one, that helps ensure success. Simply having working in a particular sector previously means that your telemarketing agency will have an affinity for the market and companies they re calling into. Details such as internal terms, job titles, jargon, organisational structures vary so much from sector to sector that it’s very difficult to teach.

Believe me, this does make a difference. Think about the last time you were called by an telemarketing agency reading a canned script. As soon as you asked a question and they had no idea what you were talking about, what do you think about the chances of generating a qualified sales lead from that telemarketing agency?

2) Quality of People

Which lead me nicely into your telemarketing lead generation agency’s ability to actually qualify a potential sales leads. In the end, this comes down to the quality of their people.

Are you hiring a telemarketing agency staffed by students and newly trained staff who are only good at reading scripts. Or does the telemarketing agency use seasoned lead generation professionals who have many years working on outbound telemarketing lead generation campaigns.

There’s a world of difference between a telemarketing agency that provides services such as data cleaning and surveys and a bode fide lead generation specialist that has to deliver results every day to stay in business.

Ask how long their people have done this work. Find out how what their background is and always make sure you speak with the telemarketer(s) working on your lead generation campaign before you work with the telemarketing agency.

3) Integrated approach

Finally, whilst you can run telemarketing lead generation campaigns in isolation, our experience tells us that it is better to integrate telemarketing with other lead generation tactics including direct mail and email marketing to maximise your return-on-investment.

Whilst this sometimes mean that your telemarketing agency provides a full-service, often you will get better results if they integrate the telemarketing aspect of lead generation with your existing online and offline lead generation activities.

An example would be you may want a telemarketing agency to send ou an email to a list of prospects and follow-up on those contacts that have downloaded a white-paper.

Whilst it may be preferable for the telemarketing agency to execute the email piece, the white-paper download would be best placed on your own website. You would also want to utilise analytics in the email campaign to ensure you track all results from your lead generation campaigns.

By integrating in this way your telemarketing lead generation agency can add value where needed and support broader lead generation objectives in addition to their delivering qualified sales leads from their telemarketing activities.

So, in summary, choosing the right telemarketing lead generation agency is all about getting the right fit with your specific campaign requirements.

Do they fit with your sector? Do they have experienced telemarketers with a background in lead generation? And, finally, can they integrate their telemarketing lead generation activities with your broader online and offline marketing plans.

Get all these three right and you can expect a profitable and successful telemarketing lead generation campaigns.

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