When it comes to carrying out a telemarketing campaign, the choice often comes down to whether to outsource telemarketing or DIY. We’re here to help you figure out why outsourcing your telemarketing would be better than doing it in-house.
We don’t have to convince you about the power of B2B telemarketing. The average ROI for B2B telemarketing can reach astronomical percentages. This is because, generally, if your business is looking at some big account wins, you need to get on the phone and talk to people. Let’s be honest, your chances of landing a big-ticket deal with just a few emails aren’t great.
B2B sales has always been, and will always be, about human interactions. Yes, sure, content is king and digital is everything. But we still believe telemarketing is the gold standard in lead generation and lead nurturing, particularly when it’s integrated with other channels. Great data, great content, an email campaign and a telemarketing campaign? Ooph! That’s what we’re talking about!
So, as we said. We don’t need to convince you about the power of telemarketing. The question here is why should you opt to outsource telemarketing over doing it in-house? Here are four big reasons.
Opportunity cost when you don’t outsource telemarketing
Let’s talk microeconomics for a moment. Promise it won’t be boring. Opportunity cost is the value of what could have been, and how much you lose out on. If your salespeople are investing time in lead generation, and this time is covered by their annual salary, then your cost per lead generated may be lower than if you outsource telemarketing. But then there’s the balance. Bear in mind the average number of calls it takes to connect with a prospect – 18. That’s a lot of dead time for your sales team. And a huge opportunity cost – what could have been achieved if that time had been spent cultivating an already qualified prospect instead?
When you outsource telemarketing to an expert, your sales team get to jump into the process at the point where the gatekeeper has been circumvented. Decision-making status has been qualified. Pain points and needs have been identified. And your brand has been aligned with them.
Telemarketers aren’t salespeople; Salespeople aren’t telemarketers
B2B telemarketing is a skilled profession. Telemarketers need a relaxed, confident and consultative manner. And strong skills in persuasion, negotiation and communication. They need resilience and creativity. But above all, they need to be able to engage in intelligent conversation and LISTEN.
Many, many people fall foul of the biggest telesales mistake: trying too hard to sell. Telemarketing is not about sales. It’s not about launching into a sales pitch. It’s always, always about discovery. So the skill lies in the subtle ways of getting a prospect to open up to you about what’s going on with them, where they are, where they want to be, and what’s standing in their way. Then, and only then, is it time to talk about how you could help.
The thing about salespeople is they are usually brilliant at the last part. The selling your business part. The negotiating, the closing. It’s the delicate lead-up to this that many energetic, effervescent salespeople can find a bit… frustrating. Why not ease those frustrations by giving them leads that are at a mature stage of the sales lifecycle?
Streamline your overheads
That’s right. Streamline your overheads – by spending on an outsourced telemarketing campaign. Hear us out.
You’ve got an employee – or a team of employees – who take care of telemarketing for you. You pay their salary. Also, their employer’s NIC contributions, bonuses, medical benefits or any perks like cars, phones and laptops. Don’t forget their pension or holiday pay. Then there’s office space, furniture, equipment, software licences, and more desks for your managed IT services. I mean, if you want to get pernickety, there’s even tea, coffee, loo roll. The cost per employee goes beyond payroll.
What about the upfront costs? Will you pay a recruitment agency fee? Then there’s the time taken for the recruitment process – what does that actually cost? And onboarding. Also, training!
When you have a permanent employee, you need to pay them all the time. They are a constant overhead.
On the other hand, outsourcing to a telemarketing business means you can work on a campaign by campaign basis. You pay for what you need when you need it. Maybe you’re basing your campaign around a specific event, or you work on a cyclical basis. Or maybe you want to run a constant telemarketing campaign on a rolling basis. It doesn’t matter – the point is that when you’re outsourcing to a telemarketing partner, you have flexibility.
Because we do the hiring of the telemarketing professionals, we absorb all the overheads associated with their employment for you. Leaving you able to benefit from their skills and experience and amazing training. You’re welcome.
The biggest reason to outsource telemarketing – Salespeople hate cold calling!
There. We said it. No matter what they say in their interview, we guarantee you, they don’t love it. It’s tough. Cold calling can be soul-destroying – when you don’t have the right resources.
For salespeople, cold calling is a means to an end. They need to do it to get the leads they need to progress through to the bit they really want to be doing. It’s a chore.
100% of telemarketers went into telemarketing because they KNEW the job was all about cold calling. They aren’t doing it to get through to the next stage. They are fully invested in it. And that’s because our telemarketers have all the right resources to be successful and enjoy their role in the sales process.
Not only do our telemarketers benefit from extensive training, but we also have everything you need to run a successful telemarketing campaign. Like the right data! We can’t stress any more vehemently how critical the right data is.
Also, the right research behind the campaigns we run and the people we talk to. Our telemarketers are always prepared and full to the brim of knowledge before dialling. Simultaneously, they know about the business they are representing, the techniques required for success, and the rationale behind why they are speaking to the contact they are about to call.
There are so many reasons to outsource telemarketing
We could go on all day. But we think there’s enough food for thought here. If you know telemarketing is for you, but you aren’t quite decided on whether to outsource telemarketing or DIY, drop us a note or pick up the phone on 0121 461 4660.
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