In recent years, government rules for telemarketing have gotten more strict. Because of that, customer acquisition telemarketing can be difficult to manage.
Political and charitable campaigns are exempt from many telemarketing regulations that affect businesses. That doesn’t mean that only those kinds of organizations can use telemarketing, though.
The sort of telemarketing that works best now is B2B sales development. There are also opportunities still available for business is to conduct B2C outreach. It requires careful marketing coordination, though. It’s important that customers only receive calls after opting in on a voluntary basis.
Let’s take a look at how some of these processes can work to make it easier to grow a business.
Sales Development Telemarketing
Building sales relationships in the B2B space used to only be a matter of cold calling.
Sales reps would spend most of their time working their way through a list of phone numbers and names.
The more success salespeople had, the more saturated every industry became with unsolicited calls.
It got to the point where some executives could expect to get as many phone calls per day as the typical sales rep dials out.
Executives couldn’t be spending that much of their time taking calls. So during recent years, the success rate of cold calling has declined.
Where once you could expect to get an answer from one out of every 20 or so calls, now it’s a good day if one in a hundred picks up.
Likewise, it used to take three or four tries to reach a specific Prospect.
Now, sales development representatives can expect it to take at least eight tries. Some contact cadences allow for 18 or 20 attempts before giving up and moving on.
What’s the solution to these diminishing returns? The best sales organizations now focus on building relationships before the first call.
That means reaching out via social media engagement across different platforms.
Sales representatives use social media to interact with prospects about issues that matter to them. From there, they can set up a call to discuss possible opportunities.
A strategy like that is more effective than bombarding prospects with unwanted calls.
Customer Acquisition Telemarketing for Other Businesses
Now, that system works great for B2B applications. Does it work as well when reaching out to individual consumers?
In some ways, yes!
Every company should engage with its customers and prospects via social media. If for no other reason, you should be using those platforms to strengthen your brand. Whether you use them for lead generation, too, depends on the nature of your business.
Phone calls can be useful for products that rely on complicated installations or subscriptions.
The key is to make sure that you’re only calling prospects who have already expressed interest. Online forms are one of the ways they can do that. Any sales effort thus requires marketing coordination.
The Benefits of Working with Boomsourcing
What we provide is expertise in customer acquisition telemarketing. The alternative is to set up in-house contact center infrastructure and training. This can be especially onerous to attempt onshore.
Boomsourcing makes global resources available to our clients. We count on both offshore and nearshore contact centers. We provide direct support from our U.S. headquarters.
Contact us today to discuss your company’s particular customer acquisition needs!