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  • The real reason why Telemarketing is coming out on top

News Article

The real reason why Telemarketing is coming out on top

by Geoff Thomas, managing director, Integrity Business Connections

View the article on B2B Marketing Online

What’s the real reason telemarketing, or appointment arranging, works? Here’s the intellectual reason. During the recession I’ve noticed some companies have been forced to find another angle to reach their audience and gain new business.

Direct marketing has been pushed down the list because of cost, public relations has also been dropped as there was no guarantee that the business would see an instant ROI. So what marketing campaigns are worth pursuing?

Building trust has got to be top of the list. We’re all so savvy of marketing campaigns these days. The main objective of public relations being to get the brand, name or service noticed, telemarketing is a great way to get face-to-face meetings with key decision makers.

Yes, I did say the ‘T’ word! Everyone seems to shy away from it, but it’s been a very strong channel for marketing campaigns throughout the recession because the ROI can be closely tracked at every stage and clearly demonstrated: did I get an appointment with them, yes or no?

Supporting telemarketing with PR is often advantageous to help support the campaign and warm-up the prospects so they are more familiar with and receptive to your messages. Telemarketing allows you to strike up a conversation directly with the decision-maker and build a strong relationship with them.

Engagement is critical. Just look at the phenomenal growth of Facebook and Twitter. That’s all of us connecting with each other. This is a core attribute in the recession as building business relationships and trust has been one of the most important key factors to get an appointment and begin the first stages of securing
long term and profitable business.

Telemarketing, especially when run in association with supporting PR, can be a highly cost effective method of kick starting new business development in a recession because securing every new customer starts with one important factor – a face-to-face appointment.

Intellectually correct. But what’s the real reason? A lot of people don’t like using the phone to make that ‘cold-call’. Emotionally that’s even more right isn’t it? I bet there are quite a few of you out there who just hate the idea of making that cold call to a new contact.

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