Q&A for Outsourcing B2B Telemarketing

Would you be surprised to find out that 7 in 10 British businesses outsource core services to agencies?

In a recent YouGov survey, 70% of B2B decision-makers reported outsourcing essential tasks. 

A number of businesses cited improved outcomes and access to skilled and knowledgeable staff as advantages of outsourcing.

It takes a considerable amount of money, training, and personnel management to run an in-house telesales team effectively.

It takes skill to succeed in B2B telemarketing.

Telemarketers need strong communication skills, a relaxed attitude, and a confident, consultative style. It is important for them to be resilient and resourceful. 

Most importantly, they must be able to communicate effectively and listen well.

People who do not have much experience with cold calling may find it overwhelming. It’s not the sort of job you can just assign to someone and expect that they will do well.

When you outsource your B2B telemarketing, you gain access to a team of professional telemarketers with industry-specific experience.

Not only will they be well-trained in quality, qualified lead generation, but they’ll also likely have many years of experience, so you can count on them to succeed. 

Despite outsourcing’s advantages, there are many things to consider.

With decades of B2B marketing experience, More Than Words Marketing is an experienced data broker, lead generation, and telemarketing company.

Listed below are some of the questions we are asked most often, and we encourage businesses to ask themselves as well as potential suppliers before hiring a B2B telemarketing service.

 How well is the company regarded in its field?

When conducting business, it is essential to deal with a B2B sales company you can trust. Identify the networks they belong to and how the other businesses they work with view them.

Online research will enable you to access their website and social media, where you can see which companies they follow and who follows them back. 

Here are three criteria that can be used to evaluate the reputation of a telemarketing company:

1. In the past, who has the company worked with, and what have they done well?
2. Do clients who have previously used these telemarketing services recommend them to others?
3. Do they have reliable references from their customers? How about their clients’ and customers?

Have they worked in your field of expertise?

It’s important to select an agency with experience in your industry. 

Management and staff will feel more comfortable working with your chosen agency if they already have evidence of successful campaigns that they have run in your field. 

Additionally, telemarketers with a better understanding of your industry will be more likely to implement your campaign effectively. 

Ask for any recent case studies so you can judge their quality.

Is your telemarketing agency able to provide data?

An effective campaign depends on accurate data.

Look for a B2B telemarketing partner that can provide you with a brand new prospect database, or perform data cleansing on your existing one.

Choose a telemarketing agency with a wide industry network and dedicated account manager, who can discuss the needs of your B2B company and pull data for the potential clients best suited to you.

With data provided by your telemarketing partner, your campaign can be segmented and targeted to your desired audience of potential customers, thereby increasing its effectiveness.

Preserving warm leads and removing inactive leads is also important during a campaign. 

Related: 9 Ideas to Help You Create Your Own Sales Lead Database & Tools You Can Use

Is the agency small enough to be sensitive to your needs while having enough resources to handle your project?

Partnering with a telemarketing company that values your business and gives you personalised service is preferable, as is offering a scalable solution that can easily adapt to your business needs.

Additionally, your agency’s approach must also be flexible. 

Ensure the agency you’re considering is consultative and willing to tailor their services to your specific objective – be wary of agencies who are trying to work you around their existing schedules.

Finally, look for an agency that is open to feedback and willing to make changes – a responsive agency is one that understands and incorporates customer feedback quickly.

Would the cost be fair if the work is done well?

Creating a budget before outsourcing telemarketing is essential for setting expectations. Hiring an agency can be quite expensive. Several agencies charge by volume, so the more calls they make, the lower their cost per call. Others charge on a daily basis. 

Defining your budget and objectives first is a good place to start. A lead generation company that comprehends your vision and uses industry best practices to help you achieve your goals should be your first choice.

You want a service that will satisfy your requirements and be worth the price. A reputable agency will emphasise results over price. 

The best agencies will be able to provide examples of their work and explain how they achieved results.

Before you begin with an agency, ask these two questions:

1. Can you explain our key campaign goals to me?

There should be a clear understanding between the client and the supplier of where the campaign is headed. Campaigns are pointless without clear, measurable goals.

2. What results can we expect from the campaign?

You can consult with outbound telemarketing services on what to expect since they’re likely experts in their field.

Expected call numbers, rate of contact, and conversions should all be included in this report.

In order to ensure your campaign is successful, More Than Words Marketing assigns specialized B2B telemarketers with comprehensive industry knowledge.

For companies with in-house teams, we can give strategic advice or assist during busy periods.