#1: INEXPERIENCE SELLS
ITSELF: When you use current
staff members to perform your
telemarketing, you are usually
placing an inexperienced
individual into a stressful and
demoralizing position. Those
emotions of stress and
dispiritedness soon transfer to
the call s recipient who
unconsciously sense s their
distress and rather than feeling
confident about your product or
service, they want to terminate
the call quickly. Inexperienced
staff, often working without a
script or well-written guide,
quickly becomes ineffective and
even counterproductive.
#2: YOUR OFFICE ENVIRONMENT:
Leading on from #1, your office
environment is not the most
conducive to conduct a
successful telemarketing
campaign. With other staff
around, your telemarketer feels
self-conscious and censors
themselves. By focusing on
limiting social embarrassment,
your telemarketer stops
listening to the call recipient
and successfully responding to
their signals. Furthermore, the
environment is often noisy and
distracting.
#3: DATA SUPPLY: Where do you
get your potential leads from? A
professional telemarketing
company provides leads that are
based on strategically selected
data. Developing your own data
supply is costly, both in terms
of money and time. Outsourcing
this to a telemarketing
specialist saves you both time
and money by having the
professionals provide the right
data to supply the telemarketers
making the calls. Weak, cheap
data provides poor leads,
occasional low-level sales,
broken contracts and meager
investment to revenue ratios.
#4: DON T BE TEMPTED BY TEMPS:
It s all too easy to pay the
price of getting in some
temporary staff to perform
your telemarketing. These are
reasonably low paid workers
whose agency takes a good cut of
their worth and who are likely
to work well for you but are not
really going to be fully
invested in getting the results
that your business needs. What
and where s their incentive?
They get paid hourly. Temps
don t know your company, your
products or services well enough
to deliver effective results. By
outsourcing to professionals,
you receive the support of
dedicated and experienced
telemarketing staff that
effectively integrates their own
skills with your company s
message, products and services.
#5: TALK THE TALK: Effective
talk guides or scripts are
essential to strategically
turning leads into sales.
Telemarketing scripts should be
professionally researched and
written, weak scripts lead to
loopholes, silences, and closed
questioning. If you don t feel
confident to write a strong
telemarketer s script, you need
to outsource to save wasting
valuable time and money on calls
that go nowhere.
#6: FLEXIBILITY 1: Truly
effective telemarketing requires
the flexibility to change your
volume of approach from hour to
hour, day to day or project to
project. One day you need a
single marketer calling select
contacts, the next; you need
dozens of staff canvassing a
wide range of potential leads.
This flexibility is difficult,
if not impossible to manage and
achieve with your own in-house
staff.
#7: FLEXIBILITY 2: Following on
from #6 you need to be able to
use your telemarketers at hours
that might not suit your own
staff. Will your 9-5 ers want to
change their hours to those
needed to gain maximum capacity
from a telemarketing campaign?
Would they be happy to come into
work on a Saturday afternoon or
a Sunday morning to cold call
your potential leads? Consider
the over-time implications of
this and you ll soon see that
the cost outweighs the potential
benefit. This dovetails nicely
into #8
#8: COST: One of the most
compelling reasons to outsource
your telemarketing requirements
is the cost associated with
setting up your own
telemarketing. Cost comes in two
forms, time and money. Consider
the cost of training your staff
in telemarketing techniques, in
advertising for new staff, over
time costs, the cost of
equipment, dialers, software,
scripts, the morale costs on
staff working unsociable hours
and finally the cost of the
calls. Good telemarketers don t
want to be constrained by
limited talk time limits. These
costs are all included in the
provision provided by your
professional telemarketing
service.
#9: EQUIPMENT: Closely related
to cost is the issue of
telemarketing equipment. First
off, you need a quiet separate
room where your telemarketers
can work. They need separate
desks so that your potential
clients are listening to others
working at the same time.
Furthermore, you need computers,
software, automated dialers,
additional phone lines, call
monitoring equipment, cables,
telephones, headsets these
have the double cost of first
purchase and then the constant
updating required to keep up
with the speed of telemarketing
technology. Equipment also
requires maintenance, technical
support, care and hygienic
cleaning. Outsourcing your
telemarketing needs removes
these costs from your project s
budget.
#10: MAKE THE WORDS WORK FOR
YOU: It s not just about having
a good script or talk guide,
it s about being able to express
yourself clearly, confidently
and persuasively under pressure.
Experienced telemarketers
improvise based on the direction
the call recipient takes; do you
own staff have this quality in
abundance? When a telemarketer
uses certain well-honed phrases
naturally, it captures the
recipient s attention, they use
the script to draw further
interest before skillfully
leading them to take action and
get the results that you need.
The very words that professional
telemarketers use are directly
related to the needs of your
potential customers. Rather than
selling a product, they offer
the recipient solutions, chances
and opportunities that encourage
the customer to connect without
the traditional fear of tele-sales/marketing
callers.
It s obvious to see why some
businesses make the mistake of
doing their own telemarketing.
It s seems simple enough to set
up their own telemarketing
campaign and get the results
that they need to help business
improve. Buy a few good leads,
rent a few phones and persuade
some of your sales team to do a
bit of over-time. It seems to be
little output with maximum gain.
However, from the tips outlined
above, it s clear to see that
the value you will get from
professionally outsourcing your
telemarketing requirements will
massively outweigh the potential
costs and problems of DIY
telemarketing.
Source: Andy Dickens link