Telemarketing can be a great way to increase sales and grow your business. However, it can also be ineffective and costly if not done correctly. In this blog post, we will teach you the ins and outs of telemarketing so that you can use it effectively to reach your target market. We’ll cover everything from how to set up your telemarketing campaign to what are the best practices for making calls. So whether you’re just getting started with telemarketing or you’ve been doing it for years, this post is for you!
What is telemarketing? (definition)
Telemarketing is the use of telephone calls to market products and services. It’s an effective way for businesses to connect with potential customers, build relationships, increase sales and more. As telemarketing involves direct communication with people, it allows businesses to provide personalized customer service and build trust.
How to set up a telemarketing campaign
Before you start your telemarketing campaign, there are several steps to take in order to ensure success.
- Establish a clear goal: What do you want to achieve through your telemarketing efforts? Are you aiming for more sales, lead generation, or relationship building? Having a clear goal will help you determine the scope and direction of your campaign.
- Define your target audience: Who are you trying to reach? Identifying your target market will help you create more targeted messaging and tailor it to their needs.
- Prepare a script: A well-crafted script is essential for effective telemarketing as it guides you through the conversation and helps keep track of important details.
- Define a lead handover, follow-up and tracking process.
- Train your team: Make sure your staff is properly trained to carry out the telemarketing campaign. Provide them with all the resources they need in order to be successful, such as scripts, customer profiles and more.
- Bonus: Support the efforts with targeted marketing messages.
Setting up a first telemarketing campaign
The first step to successful telemarketing is defining your goals and how you are going to measure them. This depends on the product-market matrix and competitive landscape.
When starting, it could be activity based, but shift towards business outcomes over the course of the campaign.
For instance, start by conducting 100 calls per week, develop it to secure 5 meetings per week, and finally, generate $100.000 dollars in new revenue.
Related to the goal, you should define your target audience. Who do you want to call and, importantly, who don’t want to call? This could be based on demographic, firmographic and/or geographical customer segmentation.
Simultaneously, define the messaging and offers. Also, create supporting marketing and sales collateral, like a one pager so people can learn more about your proposal.
The next step is determining who to call and when. It’s important to research potential customers in order to create a list of qualified leads. This includes their contact information (name, phone number, email address), job title, industry, etc., so that you can personalize your approach. Additionally, it’s important to choose an appropriate time of day when you know they’ll be available to take your call.
Then it’s important to create an effective telemarketing script. You want to make sure that your script is concise and to the point, as well as tailored to your target market. Your script should include a brief introduction of yourself and your company, a clear explanation of the product or service you are offering, and a clear call-to-action. Additionally, it’s important that you practice this script until you are comfortable with it before making any calls.
Next, define a handover process. This is important for internal processes, but also when working with an external telemarketing agency.
Once you have identified your target market and created an effective script, the next step is training your team on how to make calls. This includes teaching them how to properly introduce themselves and their company, as well as how to interact with customers in a professional manner. Additionally, it’s important for them to learn about proper phone etiquette, such as not interrupting customers or speaking over them. Finally, it’s also important that they understand any legal restrictions (such as do-not-call lists) that may apply in their region.
In order to support the cold outreach, you can use targeted digital advertising campaigns to warm up or nurture the prospects and leads. More on that in the next section.
These are just a few of the basics for successful telemarketing. With the right knowledge and approach, you can leverage this powerful tool to increase sales and grow your business. In the end, make sure that your team is properly trained and that they understand the importance of following best practices when making calls.
Support telemarketing with digital advertising campaigns
You can use advertising channels like LinkedIn for B2B or social media to re-engage with the same audience. Granted, LinkedIn is ideal for this in the business-to-business space. You can set up an ABM LinkedIn campaign to advertise to the same accounts or even to people you are trying to reach.
Another way is to collect email addresses and use Google’s advertising tools to reach the audience on YouTube, Discovery, Search, or Gmail.
Should you outsource telemarketing?
This is a tricky question, and it depends on the size and scope of your project. If you have an internal team that is able to manage the telemarketing process, then outsourcing may not be necessary. However, if you’re looking for more specialized expertise or need help scaling up quickly, then outsourcing telemarketing may be a good option.
When deciding whether to outsource, keep in mind that it can be expensive, and you may need to invest in additional resources such as hiring extra staff or purchasing specialized software. However, if done correctly, outsourcing telemarketing can be an effective way to increase sales and reach new customers.
Can you legally call prospects in the US?
Yes, you can call prospects legally, as long as you follow the Do Not Call list requirements set forth by the Federal Trade Commission (FTC). This means that any organization must adhere to a strict set of rules when calling prospects. This includes only making calls to people who have not opted out of receiving sales or marketing calls, calling during specified hours, and providing an opt-out option in each call. Furthermore, organizations must keep records of all calls made and opt-outs received.
Can you legally call prospects in Europe?
The cold calling laws governing telephone calls to prospects in Europe vary by country. Generally, all countries have regulations that require telemarketers to inform customers of who they are and what service or product they are calling about. Additionally, many countries have do-not-call lists or privacy policies that must be respected when making outbound calls.
Telemarketing is a powerful tool that can be used to generate leads and build relationships with potential customers. In order to get the most out of your telemarketing efforts, it’s important to have an effective script, train your team on phone etiquette and best practices, and support your efforts with targeted digital advertising campaigns. Additionally, you should consider outsourcing if needed.
Sascha is a Lifecycle Marketing Consultant with over 8 years of digital marketing experiences in Silicon Valley, the UK, and Germany.
After leading the demand generation for a 100+ million company, he decided to venture out on himself. He’s now helping clients to attract and convert more leads and customers.
His main focus are SEO, paid media & marketing automation – all with the focus to tie marketing campaigns to revenue.
Sascha has been featured in industry publications.