In the past, many companies have looked to complete outsourcing of this lead generation or telesales function to call center companies. But the cost of doing this is very high in relationship to the efficiency and what you end up doing is paying a very, very high price for each lead and not generating nearly the results that you can by taking that activity inside. We advocate that if you're considering lead generation using an outsourced telemarketing firm that you reconsider and seriously give consideration to building a telesales or lead generation function inside your company.
What you'll gain in benefit is multifold. First of all, you will be able to tightly control the process as it relates to call approach, target, message and how to actually gain traction with potential prospects over the phone and through continuous improvement. By having that function close to your company you'll actually gain critical knowledge over time that will allow you to greatly improve your telesales and lead generation effectiveness. Second of all, you'll gain continuity in your operations. If you ever decide to fire or terminate a relationship with an outsourced telemarketing and lead generation contractor you'll lose all of the body of knowledge that was gained by the individual working for that company the day that you switch off working for them. Third of all, you'll actually be able to drive improved efficiency into your sales operation because you'll actually be able to reduce the number of field sales people that you have and increase your mix towards inside sales people who are doing early stage lead qualification and development and then passing qualified leads out to your field sales people. This can dramatically drive up your sales efficiency and greatly reduce your total cost of customer acquisition. Why? Telesales people work more efficiently in a highly controlled, repetitious, high volume calling environment and second on all, they cost less than field sales people do; as a matter of fact, typically, about a third of the cost of a fully loaded sales person. So it makes a lot of sense for you to consider building this kind of operation inside as opposed to outsourcing it.
If you are considering outsourcing, consider a third option: bringing in a qualified telesales pipeline development consultant to actually build out the process for you at your company. That includes actually doing the sales process development program document, determining the target customer, the call approach, building your phone script, and actually hiring and recruiting your telesales personnel, training them to the process and then managing them until they are producing the results that you're looking for. Many companies find that this in very advantageous. We've had several customers that have produced several hundred percent increases in their lead generation and effectiveness by deploying this strategy, using outside consultant to come in and build their telesales function. This is something that you might want to consider. We call it telesales insourcing and Cube Management does a great job at this with great results for many different customers.
Predictive Dialers To Save Your Time And Money In Telemarketing CampaignsNo doubt, telemarketing has evolved as a very potent tool for marketers and companies to publicize as well as sell their product and services in recent times. However there are also hurdles in running the telemarketing business in case you are an owner of a contact centre or call centre. You must have faced the problem in your center where your agent hangs on a call more than allotted time.
In such a situation you can not even blame the guy who is handling the call as his process is clogged only because of the busy signals, answering machines, no answers and disconnects. However it has incurr ..
About The Author
Cube Management ( http://www.cubemanagement.com, http://www.cubemanagement.info, http://www.cubemanagement.com/blog/index.asp) provides sales acceleration services to emerging growth and mid-market companies in the technology, manufacturing, healthcare and business service sectors. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results.
How to make pay per performance telemarketing work
Marketing your companys services by pay-per-performance using offshore call centres seems such an easy way of increasing sales without risk. However, very few companies have actually made it work. Rob OMalley is The Chief Operating Officer of Asian Call Centers. He examines why many of these projects fail.
The Development of Pay-Per-Performance
Pay per performance isnt new but it is now more important to the outsourcing industry both domestically and offshore than ever before. Most offshore outbound centres write their business plan with the intention of not accepting any work unless ..
info@cubemanagement.com
Cube ManagementThe Benefits of Outsourcing Your Telemarketing and Lead Generation Programs
