A few decades after Alexander Graham Bell patented the telephone, telemarketing came into life. Aside from its usual chores of sending mutual messages from the households and companies, the telephones were elated to perform a more challenging task. This responsibility is to generate qualified sales leads with the help of their human companions, the professional telemarketers. Since then, companies in the United Kingdom have been supplementing their marketing functions by running telemarketing programs. Then, it changed when outsourcing arrived. Boasting their cheap professional fees, technological applications, fast and accurate process, services providers of B2B telemarketing played a role that is until now being downplayed by critics. Today, some business organizations in Great Britain cooperate with these outsourcers for different purposes.
For the opponents of B2B call centres, they believed that investing a firm's money in outsourcing does more harm than good. Well, nobody cannot blame them from conferring such confession. After all, there are many telemarketing firms now that are ineffective in their work and are unable to meet the objectives of planned campaigns.
The truth is that when British companies hire a good-for-nothing outsourcer, a grotesque scenario is painted. Aside from being expensive instead of a savings in the cost, lame service providers employ telemarketers who lack selling skills. As a result, they are limited in conversation engagements about technical services or products. In this case, they fair well only in gathering information, setting-up appointments and campaigns involving close-ended questions. Add to the scare is that, mediocre B2B call centres have a history of using flawed contact lists, which loses immeasurable opportunities. If this is the case, then it would be better to build one's own telemarketing program. In-house lead generation campaigns tend to be more successful in the long-run. Companies can train their staff not only with the technical aspect but also with marketing and selling abilities. This is going to produce telemarketers that have a sharp tongue in communication, selling and marketing.
However, it would be totally unjust to include top-notch B2B call centres in this bad impression. In fact, contracting best-in-class service providers opens more opportunities and advantages to those UK clients. One major benefit is their ability to use several skilled telemarketers to quickly market products and/or services. Outside firms make it possible to perform thousands of calls in a not-so-surprisingly short time frame, as opposed to what in-house programs can push through. They acquire the required call centre applications to monitor the progress of every campaign. Furthermore, they do have a large business contact database that is regularly updated by their researchers to capture changes in business contact information. Since they regard their employees as their best assess, the management provides employee development programs through periodical trainings and workshops to hone the skills and inject new methods in cold-calling and appointment setting practices. Though UK firms can run their own campaigns, small-and-medium businesses do not have the available funds to pursue this costly undertaking.
With these data, we can conclude that B2B telemarketing is not itself the problem. Actually, it is the company's choice of a wrong partner that sends the former in trouble. Telemarketing will work out just fine, or possibly exceed expectations if it is properly done by a consummate service provider. Therefore, business organizations have to focus more on evaluating their chosen outsourcers, in order not to fall for the wrong one nor for less than the best.
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