Telemarketing can be extremely effective in growing your business. Making those calls, and scheduling the appointments and keeping in touch with your customers is an important but time consuming task. Many companies see this as a good reason to outsource their sales to professionals.
One of the most important reasons that companies don’t get the most out of their telemarketing is because they don’t have a clear vision of what exactly they want to achieve. Then the choice between telemarketing agencies seems overwhelming! How do you choose the right one? It’s an important decision, because the right choice can have an enormous positive impact on your company’s results.
Before orienting yourself, make sure to gather as much information in order to make a founded decision. You want to be sure that the agency can represent you and your business and brand well. You’re not only using their service, but they’ll be the first point of contact for your customers. How important is that?
So, where do you start? Don’t worry; we have listed the 7 secrets to find a good telemarketing agency for your business.
1. Know what you need
Before starting your search, be sure to define your sales strategy. A good knowledge of the most important sales goals is essential. Having a detailed brief for the agency, makes the expectations clear from the beginning. It helps for both parties to quickly understand whether this agency is the right one for your campaign. It also helps to narrow down the pricing of the services.
2. Be sure to approach the right agency
With that we mean: does the agency focus on your market? Is it a BtoB or a BtoC agency? Calling consumers is a whole different matter than calling businesses. And does the agency have a specialization for a particular market? Do they mostly sell advertisements of complex financial products. Using a BtoB agency will give you more experience with complex products. Their agents will be better equipped to understand and answer technical questions.
3. What is your budget?
You get what you pay for…that’s also true for telemarketing agencies. Different pricing structures can lead to different results. For example: a campaign based on commission will often lead to a larger number of leads, but a campaign based on a fixed price, may yield better quality leads.
Choosing a campaign with a fixed pricing structure gives you a good view of the overall costs of the campaign. A structure based on commission makes this harder. What the pricing structure me be, be sure that a return on investment can be calculated.
4. Choose for experience
In many markets it’s crucial to have the right knowledge about that market. If an agency has already worked for clients in your market, then these agents have a thorough understanding of your market already. Be sure to ask for references to see what their experience is in a certain market.
5. Ask for feedback and updates
Apart from price and experience, the feedback and updates you can expect during the campaign are an important indicator. As a client, you may expect that this is well organized and that you’ll receive a structured report of the actions that have been taken and their results. A good agency will give you both Qualitative and quantitative feedback. With this information you get a good insight in your campaign.
6. Check certifications
Check whether the agency has certifications. Or is a member of an official organ. Does the agency have ISO certification? Don’t forget that they handle personal information of clients and prospects and that those need to be handled according to certain protocols.
7. Is it the right fit?
The agency is going to act as a part of your company. Does the agency fit into your sales team? Agencies that can adjust to your needs and culture often take a consulting role to your company and can show from experience how they book results. These agencies follow clear and proven procedures and can often guide their clients in the whole sales process. Offering pre-sales, sales and after-sales.
In resume, choosing the right telemarketing agency is very important. The agency will be a part of your sales and the first point of contact for your clients. You’ll get the feeling when you speak to more than one agency. Running a pilot program will give you a good insight of how the agency works and what you can expect.
This process may take some time, but with these 7 secrets revealed you should be able to make the right decision. Should you be interested in knowing what a good telemarketing agency can do for you, feel free to contact us.