Find out why telemarketing isn't dead. Learn when it works and when it doesn't. Discover the 8 ways to get the most out of your telemarketing dollar. Find other resources like this at http://www.technoledge.com.au/b2b-marketing-trends.

1. 1
Online or internet marketing (ads, PPC, web and email) is
cheaper than offline and delivers leads who want what
you sell, right?
Yes, in theory, but how do you sort out the competitors,
students and professional content-consumers from real
leads? Your sales guys won’t pick up the phone unless
leads are sales-qualified. This is one of many times you
need some smart, skilled telemarketers.
1. QUALIFY MARKETING LEADS
A quick call from your trained telemarketer can sort out
the leads from the tyre-kickers. Consider this: if you
don't call and the lead is marketing-ready, one of your
competitors just might, and your effort could be wasted.
2. QUALIFY SALES LEADS
If contacts aren’t sales ready, but you know they have
problems you can solve and a project planned for the
future, don’t leave it to chance or an automated email. A
well-timed call can recharge the relationship at just the
right time, and open the door for your sales guys, too.
3. BACKFILL YOUR DATA
When contacts leave, replace them quickly or you’ll lose
leverage and weaken your links with the enterprise.
Citing known contacts and relationships, your
telemarketer can rebuild your database, quickly and
cost-effectively—and uncover some new leads too.
4. INCREASE VALUE
Your clients know and like you, so why would you insult
them by using email to cross-sell and upsell them? If
telemarketing is part of your mix and your agent is
known to clients, a friendly chat at just the right time can
do wonders—and be appreciated too.
5. REBUILD RELATIONSHIPS
Just because former customers and prospects drift away,
doesn’t mean they’re dead people or prospects—but
your sales guys won’t call them; they’re after riper fruit.
A well-timed call from a telemarketer, with a special
offer or event invitation may be just the ice-breaker.
6. GET FEEDBACK
If you’re thinking about a new product, getting input
from existing customers, industry sources and analysts
in confidence is vital. You don’t need to make hundreds
of calls, so this might be just the call for a C-level, but be
sure he’s trained.
7. QUALIFY PARTNERS
If you’re entering a new market, you might not know
who the ideal partners are yet. You can cut down the
long list of possibles quickly by asking questions based
on your ideal partner profile—like size, in-house skills,
specialisation, other vendor relationships etc —and a
telemarketer can do this initial screening really easily.
8. MAXIMISE EVENTS
Increase attendance, decrease no-shows and maximise
impact, with a few well-timed follow-up calls. Contacts
love it. And be sure to call the day before; it’s a key
time. ###
8 best uses for Telemarketing
Forget cold calling to build your opt-in database or generate leads. It doesn’t work anymore.
You can use telemarketing in much smarter ways, and deliver better results for less money.