Telemarketing can be a particularly valuable tool for small business, in that it saves time and money as compared to personal selling, but offers many of the same benefits in terms of direct contact with customers. Though telemarketing is more expensive than direct mail, it tends to be more efficient in closing sales and thus provides a greater yield on the marketing.
Outbound service can be aimed directly at the end consumer or can be part of a business-to-business marketing program. Outbound call center agents working on this side of the industry generally require more training and product knowledge, as more actual selling is involved than with inbound operations.
Telemarketing increases your sales territory and efficiency because you can reach more prospects per hour, day and week by phone than you can with in-person sales calls. It also provides an effective way to perform relationship marketing. You can use the phone to stay in touch with existing customers, introduce new products to them and make additional sales. Human interaction is an important aspect of telemarketing.
You can immediately respond to feedback from prospects while you’re engaged in the sales process. When it comes to lead generation, through telemarketing, a company can compile and update lists of customer prospect leads and then go through these lists searching for sales leads. Telemarketing can screen the leads and qualify them according to priority, passing the best leads to the field sales force for immediate action. The inside sales force also can identify the decision maker with the buying power and appointment setting for the outside sales force.