Telemarketing: Insourcing Vs. Outsourcing

How do you currently generate new business leads?

Why should you undertake telemarketing?  Generate leads/appointments/event registrations  Get an immediate and direct response from your target market  Achieve a measurable and direct return on investment  Short term gain  Medium and long term intelligence about the marketplace  Longer term pipeline of leads to be nurtured  Distillation of your sales messaging into a conversational format  Provide fundamental sales skills to all staff

Who answers incoming calls within your business? Are these ever telemarketing/sales calls? What telemarketing training have you given your internal staff?

Why should you choose insourcing?  Internal knowledge of the company and products/services on offer  Maintain control  Impact on peripheral staff  Plans to grow a sales team  Lower cost  Cold calling is easy…isn’t it?  Actually cold calling is easy  You have the right personalities  You have the right environment

Why should you choose outsourcing?  Wide knowledge of product/services across competitive markets  Vast campaign management experience  Access to sales training skills not held in-house  The right personalities - crucial to success  The right environment – crucial to success  Access to a team of skilled telemarketers  Easily scale up with the needs of the business  Delivery of the right motivation and incentives  No boredom factor  Agency can becomes your inside sales function

What is the right approach?

 Do you have the right environment for telemarketing staff to thrive?  Do you have the skills to identify and recruit the right types of personality to do the job?  Do you have the skills internally to train, develop and motivate telemarketers?  Do you have the skills internally to distil your sales messaging into a clear and concise telemarketing brief?  Do you have a long term plan to grow your sales team?

What about a blended approach?  Internal sales teams  Outsourced telemarketing  On site Sales Call Out days  On & Off site Sales Caller training programmes  Account Management  Campaign consultancy  Event staff  Transfer of knowledge

Questions are the Answers

Richard Waldron