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A new era of Telemarketing |
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What's the difference?
A study suggests that 2 in 3 marketers use marketing campaigns to increase brand awareness whilst 84%* use them to generate sales leads. Furthermore, 1 in 3 B2B marketers** favoured telemarketing to be the most effective form of lead generation alongside e-mail and live events.
With telemarketing and telesales providing a low cost, direct, personalised solution, do you know the difference between the two? More importantly, which one would best suit your business?
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What's right for you?
So what exactly is telemarketing?
The common consensus is that telemarketing is a lead generation tool that is based around building brand awareness. A typical telemarketing call follows these steps:
- You telephone the target and BANT (Budget. Authority. Need. Timeline) qualify them.
- If the contact is interested then it is likely they’ll ask for some collateral in the form of a short email or PDF presentation.
- The call is then followed up on an agreed date with a view to setting an appointment for the Sales Team or to take the contact to the point of sale.
Telesales has a more sales focused approach. Usually in this scenario you will have a product or service to sell. A telesales call would follow this pattern:
- Over the phone you BANT qualify the target and pitch to them.
- If they request it, you send the target some collateral.
- When you call back the target at the time they suggested, instead of setting up an appointment or a sale for another division of your company, you look to close the lead there and then.
From this a picture emerges of the utility of these two marketing methods in the B2B environment. It could be the case that one might suit your requirements better, or perhaps even a combination of the two. What the two techniques share however, is an efficient, economical, tangible marketing option that frees up resources and can significantly boost your pipeline. |
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Experts
Perfect Pitch is an award-winning B2B Telemarketing and Training Consultancy that uses its in-house team of Trained Actors and Sales Professionals to provide an indirect sales solution. We have a cross-sector client base which includes companies from Professional Services, Property, Finance and Membership Organisations.
We provide Appointment Setting, Lead Generation, Delegate Booking and whitepaper distribution. We can also carry out market research and customer insight surveys and train your team in the art of telemarketing, telesales, face to face networking and pitching to executives.
If you want to see how Perfect Pitch can improve your bottom line, head to our website or give us a call today on 01483 422998.
To read the full articles click: *10 Hot Tips to Improve Your B2B Telemarketing Results. **Marketing Campaign Planning Survey 2014.
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Telemarketing
Calling your prospects and clients with your message. read more
Telesales
Taking your offering through to sale with your targeted customers and prospects. read more
E-Marketing
Direct email marketing to your target database together with detailed reporting on opens and click through. read more |
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Appointment Making
A qualified meeting with the business or person you are targeting. read more
Lead Generation
Targeted based on industry, geography, turnover and other filters. read more
Delegate Event Bookings
Targeting delegates and booking seats for your upcoming event. read more |
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