What you need to know is , Will it Work ?

How do you know, before you start if a Lead Generation or telemarketing campaign will be successful for you?  Whilst you can never know for absolute certain, there are a few factors that will determine the likelihood of getting a respectable ROI.

Here are the main variable and criteria that will determine the success of your telemarketing  campaign:-

• Average Sale Value and profit margin.  If your average sale value is low, or your profit margins on sale small, then there are better channels than telemarketing for you. 

• Lifetime value of a customer : An alternative calculation is when a single sale is just the first exchange in what will be a long-term relationship. In which case telemarketing is an excellent tool as it is based on developing relationships with people.

•  Making each call add value. This cannot be emphasised enough. A good telemarketer will pick up any `hot’ leads anyway in course of the calls, but by have a strategic aim of capturing, qualifying and profiling prospects , we build knowledge and value in your database.

• Telemarketing should be supported by strong marketing collateral and blended with other channels, e.g .email, direct mail, online marketing etc.

• Accurate, targeted data.  Data is absolutely key, and without the right quality of data we are not going to reach the key buyers you need.

• The effectiveness of the telemarketer, in engaging in un-scripted, natural, probing and persuasive dialog with prospects.

• Productivity aided by specialist telemarketing systems for call capture and recording, and reporting.  Telemarketing systems are faster to use than most Sales and Marketing CRM’s and the system we use integrates email tracking and telemarketing.

When is Telemarketing most effective?

Telemarketing can be used effectively at different stages in a campaign, typical scenarios are :-

• At the start of a new drive into a new market to build your contacts and profile and qualify prospects.  

•  To follow up from an event or to invite attendees.

• To follow up an email or direct mail campaign.