Telemarketing is a marketing tool that involves selling your products and services over the telephone. The strategy has its perks and shortcomings. But overall, it’s one of the most effective lead generation strategies that experienced companies usually have no second thoughts outsourcing to an experienced agency.
Think of outbound telemarketing as your secret weapon. It’s a strategy you turn to whenever your sales and revenues tank or hit a plateau and are looking for a way to give them a boost and draw out your profit margins.
Telemarketing boasts multiple advantages, all of which work towards increasing the number of sales you’re able to generate as a business.
Not to be confused with direct communication, which allows you to communicate directly to your target customers via mobile or email messages. Telecommunication allows you to establish a more personal and interactive conversation between your company and a client.
In so doing, the client has time to develop some interest in the products you’re offering, thus making it easy for you to win them over.
Advantages of telephone marketing
Telephone communications allow you to hear it straight from the horse’s mouth. You’re served with immediate feedback on whether or NOT the attempt to win a particular client over has worked.
As the conversation flows, you get to obtain results without having to wait for a later time to find out if the strategy worked or not.
You’re not just cold-pitching to a client. You instead have an interactive conversation. You have the perfect opportunity to ask a question and even respond to some of the questions the underlying client has in mind.
Unlike direct communication, which is mostly geared towards cold-pitching and self-promoting your products and services, telemarketing encourages discussion. You’re simply calling a client to hear their view; and in doing so, get to talk about your products and services and get them to take action.
This is the only marketing tool that allows you to make the necessary calibrations to your approach by reading customers’ intentions and reactions.
The company representative on the phone can quickly weigh if a particular element is yielding the desired results and consider adjusting where necessary to get the customer to reconsider their firm stance.
Where the customer finds the price to be on the higher side, they can offer a price cut. Or where the customer doesn’t see the value in the buying the product, the agent can walk them through the details and let them see sense in investing their hard-earned cash in the product or service.
You’re not simply targeting to win over a client. Even where the strategy fails in convincing the client to make a purchase, you win by obtaining the information you need to improve on your products and services.
Through telecommunication, you stand the opportunity to get firsthand information about your products or services from a client. Even when the strategy fails to convince a prospect to take action, you have the opportunity to find out what is holding them back through the feedback they give.
Even better, you get to obtain a substantial amount of information on the client. What’s their taste? What language are they most receptive to? What exactly gets them interested in your products and services? And so forth.
You get to win over new Customers
Telecommunication makes it easy for you to win over new customers and retain the old ones. That’s the main advantage of talking to a prospect directly via the phone.
All you have to do is find a way to get a potential customer to trust you, and you’d be halfway there. And that’s exactly where telecommunication comes in handy. You have the perfect opportunity to generate confidence between your company and a prospect and, in doing so, get them to loosen up and consider making a purchase.
Disadvantages of Telecommunication
Again, telecommunication does stack its share of disadvantages that are worth noting before you consider jumping straight in. And they include:
- Some people resent this marketing strategy. That’s because some customers don’t like to be talked to over the phone about a product or service.
- Coming up with a customer list can be a costly undertaking.
- Staff training can be costly, as well.
- If carried out poorly, telecommunication has a negative image that could prove to be detrimental to the success of your business.
It’s a Wrap
Telecommunication relies on execution to be successful. If done right, then it has interesting advantages. But basically, it’s a direct channel that you can use to obtain information, and quickly and most flexibly adapt the offers and the strategy you’re employing for assured results.