Why telemarketing won’t work if you’re doing these things…

Does telemarketing still work? Often, when it doesn’t, there are two fundamental reasons; do you want to know what they are?

In most cases, it’s either because –

1.  You’re not using the right data. Either your list is too small, or you’ve got the wrong decision makers, the companies on the list are not a fit for your market etc. Whatever the scenario, getting your list right is crucial to any kind of sales activity.  It may be that for your sales campaign you focus your efforts on a much narrower target market than your actual business can deliver in, because this makes your marketing easier and more effective.  If you go out and buy a big list and simply start calling, you’re less likely to find your golden nuggets. It takes planning and research of any list, to ensure you can call and speak with the most relevant and qualified contacts.
2. You’re not doing enough of it!  People say they’ve tried it, and it doesn’t work, but the amount they’ve done is minimal – telemarketing takes legwork and input.  You need to do enough to fill your sales funnel with potential, as this is constantly whittled down as it goes through your funnel. If you’re a sales person, you make your own luck by the amount of effort you put in.  When I worked in specialist recruitment, I was successful because I did a few things that gave me a slight edge; I got in early so I picked up the best CV’s first, and crucially, I did a lot of calling. I’d been trained at Yell.com so I wasn’t afraid of the telephone, and I reached out to many more businesses than my competitors in other companies.  I am not more talented than anyone else, but by giving myself more opportunities, I created more luck and good results. Telemarketing needs to be consistent and given enough time – it takes time to get traction.  A few calls here and there are never going to give you enough opportunity.

Of course, there is also a training element here, saying and doing the right things when you are carrying out telemarketing, being comfortable and confident, but if you get the first two right, the rest becomes a lot easier!

How can you give yourself more opportunities?  Where can you do more or give yourself the slight edge? Get your list and data right, and then go the extra mile, and reap the rewards. If we can help at all, give us a call on 0121 347 6601.