Telemarketing – B2B + B2C
Telemarketing is a form of direct marketing for selling or promoting products and services. It can involve a salesperson phoning potential customers, but also includes pre-recorded messages. These messages are known as 'robocalling'.
Although criticised for its intrusive nature, telemarketing remains extremely popular. It's used by B2B and B2C companies across industries of all kinds.
This article will give you an overview of B2C and B2B telemarketing services. We'll show you how campaigns work, and how to get the best deal for your business.
The Different Types of Telemarketing
There are two kinds of telesales: Business to Business (B2B) and Business to Consumer (B2C).
Business to Business - B2B Telemarketing
B2B telesales focuses on enterprises both big and small. Great profits can be made targeting larger companies with wholesale-priced deals. But larger companies have more barriers than smaller businesses. Gatekeepers between the decision maker and the sales-person in large companies make sales difficult.
When a company wants to increase its customer base, telesales can be more impactful than other techniques. For example, TV ads aren't effective for B2B because the majority of TV viewers are not business buyers. Whereas telemarketing works better for as it's more targeted.
B2B telemarketing campaigns require a lot of planning to achieve the right results. The most important factor is data. Ensure your contact data is 'clean' and complies with TPS register laws. The TPS (Telephone Preference Service) laws, dictate who you can and cannot contact.
Business to Consumer - B2C Telemarketing
B2C telesales is customer centric and involves different tactics. Be prepared to build rapport and make plenty of appointments. In B2C, the consumer is King. When selling to people direct, you need to be an excellent sales person or have an excellent product - or both! Without either, telemarketing campaigns will suffer.
Another difficulty is reputation. It is hard to run a campaign when so many people object to sales calls. However, if the increase in sales is significant, it balances out. You can reduce objections by adopting a less intrusive strategy. Only call the same person once and update your records.
When done right, B2C telemarketing boosts your chance of increased sales and customers. Direct contact with the customer is always more persuasive than other marketing techniques. Even if the customer does not buy your product, they will be aware of your brand and may buy in the future.
B2B + B2C Telemarketing Costs
Companies that undertake a telesales campaign can employ a specialised agency to run it. However, finding the best deal can be difficult. Hundreds of companies offer different solutions, but they tend to work with two pricing structures.
This form of pay involves an hourly or daily rate. You'll know exactly how much you'll pay, but it doesn't include any performance incentives. This method is best for large lists of clients and assessing potential interest in your product or service.
Pay Per Lead
The other most common method of payment is pay-per-lead. Here you pay the agency per lead they generate. The more leads they generate for you, the more you pay. This incentive based method can produce better results than the flat rate method.
Prices here are harder to plan. They will vary from £20 - £150 according to the difficulty of generating the leads.
Is it for me?
If you want to increase sales, we recommend trying a telemarketing campaign. No matter the size of your business or budget, solutions are available. If cost is a concern, there are a number of ways to cut down:
Generate your own data
Provide your own list of potential leads, which will help cut costs. For maximum impact, make sure that your leads are good quality with high sales potential.
Choose your location wisely
Location of your company is crucial. Businesses in London are expensive, so look for local firms as a starting point. If your business is in London, try companies further afield.
Make your own appointments
Most agencies charge more for converting sales leads into appointments. If possible, you can do this bit yourself! Use the leads given to you by the company to arrange your own sales and appointments. This both reduces costs and gives you more control over the sales process and your customers.
To hear more about telemarketing prices for your business, fill out this form. Expert Market will match you with the best suppliers.