Today’s businesses use a variety of marketing methods. Gone are the days when a company relied solely on one form of advertisement. Because utilising diverse sales methods helps a company to continue to advertise and attract clients efficiently, a company’s chances of meeting their revenue objective in an increasingly competitive market increase.
It’s important to note, however, that with the rise of digital marketing, traditional marketing strategies have been pushed aside in favour of content marketing, social media, and email. Telemarketing is one of the most famous traditional advertising tactics that has been impacted by the recent changes.
Business-to-business (B2B) and business-to-customer (B2C) sales campaigns use telemarketing as an advertising tactic. The procedure entails using a phone system to contact potential customers. Telemarketers want to set up a conversation to talk about their company’s products or services. It can be done by an outside company, such as outbound call centres, or by in-house salespeople.
But, now that digital advertising strategies have taken over many organisations’ marketing efforts, can telemarketing still work? Despite what the general public believes, it is still widely used. The truth is that if used appropriately, this conventional advertising technique may work wonderfully for any organisation, especially when combined with auto dialer tools that boost caller productivity.
We’ll look at why telemarketing is still relevant in the digital age in this post. We’ll also discuss how firms may effectively use telemarketing.
Why telemarketing calls are still effective for marketing a business
Telemarketing can still help you achieve the objectives of your marketing strategy, especially when combined with other advertising methods. Here are some of the reasons why telemarketing is still so effective:
1. It enables direct communication
A company can directly communicate with its current and potential customers using telemarketing. It provides a level playing field for companies of all sizes. While it’s true that consumers may now get all of the answers to their questions about a company’s product or service via instant messaging and email, most individuals still prefer to get their information through phone conversations. This is because they can ask for a more extensive explanation of something if they require it over the phone.
Businesses can use direct communication through telemarketing to perform the following:
- Build a stronger connection with their clients: Because direct communication provides a clearer perspective of the client’s preferences, such as how they’d like to be addressed and preferred contact channels, a company can create stronger customer relationships. They can utilise this information to tailor promotional messages and offers, allowing them to form a stronger bond with customers.
- Show their employees’ friendliness: Consumers today only purchase items that they believe will add value to their life. They’re no longer indiscriminate. As a result, businesses must place a premium on personal interaction and treat customers as friends. When a firm duplicates the numerous interactions that bind people’s closest connections and incorporates them into its company culture and brand promise, it can grow into a more significant corporation. It makes sense since a consumer is compelled to listen to what a telemarketer has to say before deciding whether or not to accept an offer.
- Generate quality leads:Telemarketing allows organisations to create excellent leads in addition to strengthening relationships with current and potential consumers. Telemarketing has proven to be one of the most efficient techniques of acquiring new consumers since it allows businesses to engage directly with prospects.Telemarketers build a list of fresh prospects by reaching out to potential clients during lead generation. They’ll also figure out the kind and requirements of the potential client. Telemarketers will then transmit all of the data they’ve gathered to sales teams, who will turn the leads into paying clients.
- Follow up with leads: It’s like collecting crops only to let them decay on the field if you don’t have a proper follow-up strategy for your marketing initiatives. Lead follow-ups are an important part of a telemarketer’s job. Following up on generated leads actually boosts sales opportunities by 20%.
2. It allows businesses to gather and compile accurate campaign data
Telemarketing can also be used to assess the effectiveness of a company’s marketing or sales campaigns. This is because telemarketers can contact customers directly to obtain feedback. It enables a marketing team to assess levels of satisfaction and dissatisfaction, which they can use to develop future initiatives.
To collect campaign data, you can use email surveys and other digital methods. However, such tactics aren’t always effective, especially if you’re trying to reach an older, non-technical audience. They might not even look at their inboxes!
While some may believe that many clients will hang up on telemarketers, this is not the case if your representatives know how to perform telemarketing correctly. Telemarketers, for example, can conduct a satisfaction survey in a method or manner that is beneficial to those customers provided they know their specific set of requirements.
3. It can enhance customer satisfaction
Customer satisfaction is critical no matter what industry a company operates in or what product or service it provides. As a result, brands must do everything possible to ensure that their customers are satisfied.
However, how can telemarketing contribute to increased customer satisfaction? It improves the customer experience by treating potential and current customers as friends rather than clients. At the end of the day, empathy is the most important factor. People want individualised service and experiences, and telemarketing may provide that for your clients.
4. It can boost a company’s sales
Many businesses continue to employ telemarketing to reach out to new customers and markets and sell their goods and services. In fact, more than half of Fortune 500 marketing executives attest to the efficiency of telemarketing in closing sales. This could be due to the fact that salesmen have more than enough time to persuade a customer to pay for a product or service because calls aren’t timed. Every business’s major goal is to raise revenue, and telemarketing is an excellent tool for assisting them in this endeavour.
5. It’s a cost-effective marketing strategy
Choosing telemarketing over other marketing tactics to advertise your product or service allows you to save money on product or service promotion. It’s the ultimate reason why, even in today’s digital environment, telemarketing is still necessary.
Yes, you must still engage professionals to act as your representatives. You don’t, however, need an in-house workforce; simply outsource to call centre firms.
Because a third-party staff will handle all of the legwork, business owners can keep a tight grip on their budget while maximising the potential of telemarketing. Telemarketing is also a great tool for companies on a small budget, especially startups, because there is no need to invest money on training.
How to do telemarketing right
It is undeniable that telemarketing has its benefits. That’s why it’s still used by more than half of B2B marketers, primarily to create leads. However, as previously said, when done correctly, telemarketing will pay off handsomely and provide a strong return on investment (ROI). This is especially true now, when the COVID-19 pandemic has radically altered sales methods and the market.
Telemarketers can do the following in 2022 to stay on top of their game:
1. Connecting with the prospect or customer on a deeper level during a call
The first point of contact in telemarketing is the agent or representative. That’s why they need to know everything there is to know about the product or service they’re promoting. When introducing oneself and the organisation, they should be forceful. Telemarketers must also be quick on their feet and able to adapt to any situation.
However, this does not imply that they must sound like a regular telemarketer. In reality, instead of jargon, agents and salespeople should utilise common language. They must also speak to prospects or customers in a spontaneous and warm manner, if applicable.
Using the client’s first name can also be beneficial. It’s all about providing a personalised experience so that agents or reps may connect on a deeper level with the person they’re calling.
Because the prospect or client has most likely already received dozens or hundreds of sales calls, connecting with call recipients on a deeper level during a conversation is critical. To make an impression, telemarketers must strive to stand out from the crowd.
2. Ensuring that the database consists of reliable data
Information is critical to every company’s success. When it comes to telemarketing campaigns, this is especially true. That’s why the top telemarketers don’t just make calls and then try to close sales based on basic data and queries. They aim to learn as much as they can about the prospect’s employment, workplace, and even salary bracket.
All of this information is sent to the telemarketer’s fingertips as extra insights, easing communication and assisting agents and reps in making the right offer, thanks to a proper database system with validated data.
3. Omnichannel marketing
What is omnichannel marketing, and how does it work? It’s the coordination and integration of a company’s various channels for interacting with prospects and consumers. It enables firms to provide their target audience with a consistent brand experience. Omnichannel marketing also allows customers to interact with businesses on their own terms, resulting in a better overall customer experience.
But what is the influence of omnichannel marketing on telemarketing? It adds a lot of depth and interest to the campaign! For example, if a call does not connect when calling, a telemarketer can send a text message. The agent can then plan a callback and reschedule the call.
Telemarketing can also be linked into social media, websites, and emails to make the sales process more inclusive. Agents will not miss out on opportunities as a result of a call connection failure, and they will be able to give a consistent experience to clients.
Telemarketing flourishes in the digital age, despite its negative reputation. It’s a low-cost marketing method that allows for direct marketing, improves consumer satisfaction, and increases sales.
Although telemarketing is a conventional marketing approach, there are many ways to use it to keep ahead of the competition in a market increasingly dominated by digital marketing initiatives. Connecting with your audience on a more personal level, utilising trustworthy data, and employing an omnichannel marketing approach are all ways to streamline telemarketing. If you want to know how to create a telemarketing campaign read here.