How Telemarketing Can Make You Smarter
How do you know if your marketing message is working?
A lot of money and effort goes into marketing campaigns. Quarterly reports can show the number of new clients, however, do you know how those new clients discovered you? Telemarketing can offer you some insight to help ensure your marketing dollars are being spent in the right places.
Plant the Seed with a Potential Customer
There are companies in the marketplace that have a problem that you can solve. The challenge is they might not know they have the problem, and they probably don’t know that you can solve it. Calling those prospects in your area allows your company to be the first one they think of, even if they hear about other companies that offer the same product or service.
By reaching out to these prospects, you can educate them, be a resource and even help them write an RFP when they are ready to buy. This may be a long process, but you are building trust and that is an excellent foundation for a future business relationship.
Check Your Marketing Message
You may be advertising in the community, but are you following-up? If you advertise in a specific area with direct mail, television, or other outdoor media, how do you know if it’s working?
Telemarketing can be an excellent follow-up action to check the recall rate of your marketing campaign. You can learn which media is being seen and remembered. Is that billboard at a popular traffic stop getting enough attention to justify its cost? Is the message on your direct mail memorable?
Gain Market and Customer Intelligence with Telemarketing
Telemarketing can help you learn critical information about your prospects and trends in your industry. This information can then educate your marketing efforts so that you can speak directly to your prospects pain points and help solve their problems.
An idea for your telemarketing efforts could be to discover the current vendor or supplier of your prospects and ask about the length of their contract. This information can help you divide your prospect list according to your sales cycles and contact them during an appropriate time for when they might be open to changing their vendor and contract.
Telemarketing Builds Brand Awareness
Here’s a secret, voicemail can be a telemarketer’s best friend, and your company’s best friend. How does voicemail affect brand awareness? It holds a full marketing message. Most of the time, a telemarketer will reach a prospect’s voicemail. Voicemail allows a telemarketer to deliver a full message that is then ready for the prospect when they listen.
It is possible that when the prospect begins listening to the telemarketer’s message, they delete the message before listening to it in its entirety. Note, this is where well-scripted messages play a major role in capturing your prospect’s attention.
Some prospects do listen to the voicemail, and for those that do, they hear your company’s name which creates awareness. If your message is good, they will remember it the next time a conversation about this particular problem comes up.
Consider Telemarketing Part of Your Marketing Campaign
As your create your next marketing campaign for new prospects, consider telemarketing as a way to follow-through on your main marketing initiatives. You’ll become a smarter marketer because of it, plus many customers are converted and sales made on the spot when the telemarketer makes a call.
