Suggestions for Evaluating Telemarketing Firms
Telemarketing services must follow the same structure as your business model in order for them to be effective. When deciding on a company to help you with marketing leads, it is important that you find one that both fits into your marketing budget, and provides a positive image for your company.
The telemarketing company
Telemarketing service representatives will play a major role in targeted leads, and because they will be the initial contact for your future customers, it is important that you choose a firm that has a high rate of employee satisfaction. Consider a firms hiring process and pay rate to ensure that your business will be working with quality TSRs.
Companies with good reputations will understand how important it is to sound appealing to your potential customers. They will have knowledge of and access to the latest marketing tools to enhance their outbound telemarketing and appointment setting, thus helping your business succeed.
Also, make sure that the firm you use has security measures in place to protect confidential materials and customer data.
Compare the costs of three to five telemarketing companies that are similar in size, resources, and services. Make sure you pay attention to the number of dedicated reps or per-minute rates, as well as monthly minimums. If your business should require international services, make sure to request those with quotes, as training and set-up costs may vary.
Telephone Sales Representatives (TSRs)
TSRs will be making the first contact with potential customers and when selecting a telemarketing firm, think about which maintains the strongest employee relations and consider this in your decision.
Find out from the telemarketing company what the typical employee turnaround time is, and try to pick a firm with employees that have worked there for at least a year.
Ask how many companies the TSRs would be handling. If a TSR is works with several accounts, it could be harder to train them.
You can request that the TSRs do a mock trial with you and your team. This will allow you to asses their abilities and decide whether or not they will be a good fit. Pay particular attention to their professionalism and the tone of their voice over the phone. Also asses whether or not they are able to improvise if necessary, or if they simply say what is on the script.
The telemarketing firm you choose to work with should be thought of as a partner, and it is important that you maximize what they can do for your business by understanding all of the telemarketing services they have to offer. For example, if your business does not have the resources to write an effective telemarketing script, find out if the firm can provide that service for you.
Make sure that the telemarketing firm is able to track and report total sales and revenue, sales and revenue per list and per rep, number of calls made, and the revenue produced from the campaign. These statistics are an important key to determine efficiency.
Keep Your Information Secure
Inquire about the rules and guidelines the firm has about the non-disclosure clause in each contract. You will want to make sure that the firm you choose will not sell your information or databases to other companies, especially if you are in a highly competitive market.