Telemarketing Can Rocket Your Lead Generation And Conversion Rates
Posted on August 10th, 2008 at 9:02 am by admin
Tip! Paying attention to the federal laws, regulations and rules regarding telemarketing and addressing them appropriately is the first step to devising an effective (and legal) telemarketing program.

Targeted telemarketing can hugely increase your lead generation and conversion rates. You can use the telephone systematically for any of the following, and more:

  • Market research
  • Building and maintaining your mailing list
  • Lead generation
  • Appointment making
  • Direct selling
  • Enquiry and order handling
  • Customer service
  • Cash collection

For some telemarketing activities you may be better “contracting out” to a specialist agency. This very much depends on the skills and people available from your own workforce, the volume of effort required, and the budget available.

You need to check out the agency thoroughly. Understand their strengths and weaknesses. Ask what they’ve done before that’s similar to your requirements. Speak to their existing clients. Make sure you understand their charging policy and rates.

You can do your own telemarketing. Many people do, for cost reasons, or because they don’t think anyone else could do it better.

A Low-cost Action Plan for Your Telemarketing

1. Determine which activities (from the above list) you could handle with telemarketing. Is this a permanent, or temporary requirement?

2. Which of these activities can you handle yourself? If you don’t have in-house sales skills, you may be better using specialists to handle your lead generation and appointment setting. Similarly, you should seriously consider handing high volumes of enquiries and orders to people who do it all the time. The image you communicate to your customers and prospects on the telephone is very important.

Tip! First of all, it is important to know just who is and who isn’t covered by these laws. If you are a telemarketing company making calls on behalf of a fundraising organization and you are doing this for profit on behalf of a non-profit organization then you are covered by these laws.

3. If you want to look at agencies, get a short-list from your local Direct Marketing Association. Try the local Yellow Pages or Business Pages, but beware. Some of these companies may be very small. Some are “one-man bands”. On the other hand, they price accordingly. If your requirements are small, the bigger outfits’ pricing may be prohibitive.

4. Speak to your short-list on the

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