Lead generation is an uphill task. It is not just about generating leads. It is about getting the right qualified leads who are ready to buy from you. A marketer today has access to a lot of channels to reach the target audience. There are different sales funnels in place, and people leverage inbound marketing tactics to get leads. Here you want the lead to come to you and not the other way around making it a more of a passive approach.
In no way, we are saying inbound marketing is an ineffective tactic; instead we feel leveraging the best tactics together is an important way of making sales. Most sales professionals rarely use the traditional approach of cold calling these days. They cannot be more wrong because even today in this digital era, telemarketing is still an effective way to generate leads.
It is when you mix both inbound and outbound sales strategies that you get to know what works best for you and what doesn’t. Reaching out to your audience through direct mail, and telemarketing works. Email marketing among all omnichannel strategies gives the best ROI. Similarly, telemarketing is a great way to generate leads that could be converted into sales. It is a part of outbound lead generation wherein you reach out to your customers rather than waiting for them to reach out to you.
The key lies in fusing the right mix of outbound and inbound lead generation tactics to drive growth. In current times, organization are being too dependent on inbound marketing. It isn’t bad, but if you want to grow fast, you need to make some calls apart from creating content pieces like blogs, whitepapers, and case studies.
Moreover, a lot of organizations are investing heavily in social media marketing. As per Social Media Examiner, more than 90% of marketers believe that social media is an integral part of their marketing strategy. While social media and content marketing has become two primary ways to get more leads. Let’s revisit the traditional practice of telemarketing to know how it can play a vital role today to increase your sales.
What exactly is telemarketing?
Telemarketing should not be mistaken with telesales. Both are different. Telesales mostly deals with making more sales over phone, whereas telemarketing focuses on building better relationships and nurturing potential leads. A telesales operative would close a sale over phone whereas a telemarketing operative would set up appointments with prospective clients.
Also, telemarketing is a great way to gain insights from people, such as their interests, needs and requirements. It can help your company to build stronger and more effective marketing campaigns in the future.
How does Telemarketing fit with other marketing channels?
Today a lot of channels are available for marketing where one can pitch their products and services, get more leads. Among all these channels, telemarketing still hasn’t lost its importance. There are a lot of organizations who have integrated telemarketing with contemporary marketing channels like social media and content marketing.
E.g. you can get on a call with a lead you found on social media. Also, you can leverage tele calling to follow up with your leads after a webinar or e-book download.
How is it useful?
Despite the negativity that surrounds telemarketing, it can be extremely useful for B2B businesses when it comes to lead generation and lead nurturing. Having a call with a prospect helps you identify their needs, interests, and pain points. Moreover, you are in a better position on a call when it comes to removing doubts about your products or services from the minds of prospective clients.
One of the major problems that organizations face with calling is that they get it all wrong. At times rather than striking meaningful conversations, they end up harassing their prospects who if handled with care could have become valuable customers. Also, telemarketing can be extremely demotivating for an inhouse team as rejections are difficult to handle. Due to this very reason, outsourcing telemarketing is an amazing idea. Outsource telemarketing to an organization who has professionals with the skillset, knowledge, and experience to do telemarketing the right way.
Moreover, expert telemarketers can easily nurture leads, convert them into sales, get immediate feedback from the person involved in the decision-making process based on the position the potential buyer is in the sales cycle. They help you build better relationships between your company and prospects. Though digitization has changed a lot of things, the warmth of a personal conversation cannot be replaced. When you are doing business, you need to do somethings that bring a human connection between you and your customers. Telemarketing is one of them.