Telemarketing

Telephones have been around since the 19th century. Not long after they were invented, a form of telemarketing came about through the system’s switchboard operators. The term ‘telemarketing’ was first officially coined in the 1970s and the use of it as a marketing tool has evolved over time. Although it may now feel like an outdated concept, outbound calling campaigns still have their place in the modern world. Here’s why. 

Conversation is powerful. 

We live in a world full of social media and noise. People post on their social channels every day, but how do you know if your voice has been heard? 

Speaking to someone one on one is still one of the most powerful methods of communication. Telemarketing is exactly that. You can speak directly to your target audience, introducing them to new products and ideas that they may never have heard of before. Or you may be speaking with existing customers and strengthening the bond of relationship that you already have. 

Communication is important. But it’s a two-way street, which is why the next point is equally as important. 

Listening and getting direct feedback. 

You could also call this data gathering. But essentially you are actively listening to your customer’s comments, concerns, reasons for buying as well as reasons for not buying. Simply listening, creates an opportunity to strengthen your relationship with that customer AND you glean extremely valuable data in the exchange. The savvy telemarketer will keep track of this data in their CRM. This can later be analysed as part of a bigger picture to help gain an understanding of market trends, product lifecycles and customer satisfaction to name but a few. 

Get immediate responses and increase sales with outbound calling campaigns

If you’re still not convinced by the power that telemarking has, then this last one might just convince you. At the end of the day, telemarketing still gets results and can increase your sales. According to Business Process Consultant, Russell Meiselman, 68% of B2B sales involved some form of human contacts, such as telemarketing. Furthermore, he says: 

‘60% of marketing managers in fortune 500 companies say telemarketing is “Very Effective” for leads and customer outreach, and when those who say it is only “Effective” that percentage is almost over 90%’

So although it may seem as though telemarketing has a bad reputation, in reality, it continues to thrive in the digital age and many people agree that telemarketing remains effective as a marketing tool. 

If you would like more information on our telemarketing services, please contact us info@eDivert.co.uk

Gatekeepers 

Whilst making outbound calls to businesses, you will likely encounter the so-called ‘gatekeepers’ such as secretaries. Their job is to prevent cold callers from getting access to decision-makers in companies. It’s important to understand how to navigate interactions with gatekeepers the right way so that you get an opportunity to continue the conversation and hopefully showcase your business to a decision-maker. 

Dealing with rejections

In addition to meeting gatekeepers, you are likely to experience rejection. Lots of and lots of rejection. Remember, it’s like finding a needle in a haystack. Rejection is a normal part of the process and you shouldn’t let it deter you from proceeding on and making further calls. What might seem like an outright rejection today, may turn into an opportunity, later on. So don’t get disheartened. Much of the telemarketing process is about speaking with people about your brand as much as it is about getting sales immediately. 

Follow up with leads 

It’s important to follow up with anyone that you make contact with and who shows an interest; these become your leads. Note these down in your CRM and set a call to action follow-up task. If you don’t get an answer when you call, leave a voice message and call back a few days later. Call contacts a few times – don’t just give up on the first attempt – persistence is key. 

Follow up with an email

Once you’ve got leads that are interested in what you have to offer, follow up by sending them more information via email and scheduling a good time to speak again. Always ensure that you have the next ‘touch point’ booked in with your lead. This helps to build your relationship with them and guide them through your sales process. 

Combine marketing techniques 

To make the most out of your telemarketing efforts and to get the best results, you should always combine it with email marketing and social media campaigns. Telemarketing can be very effective when seen as a part of an overarching marketing strategy and combined with other methods. By doing this, you increase the number of touch points that each contact has with you and your business and you build better relationships with your target audience. 

eDivert has a team of specialists in making outbound calls to businesses. Contact us today to find out what services we offer and how we can help grow your business. 

With the increasing number of people working from home during the pandemic, you might question the effectiveness of B2B telemarketing in 2022. Every marketing strategy consists of a variety of activities and when done right, telemarketing should still have its place in your B2B marketing plan. In our latest post, find out how to do telemarketing the right way. 

Find the right target audience 

It might sound obvious, but before you can start making any calls, you need to have a list of businesses to call. Putting together a list yourself can be time-consuming and so it’s easiest to purchase data from a reputable source. You need to ensure that the data is clean and has been TPS (telephone preference service) checked before you use it. Then there is ensuring that it is the right target audience for you – the size of the business, years in operation, the number of people in the company and who the decision makers are. 

To script or not to script 

Once you have your data, you’re ready to pick up the phone…but wait! Do you know what you’re going to say and how you’re going to approach the call? Should you go in with a script or just wing it? Well, really it’s a combination of the two. You want to have a loose script to follow so that you ensure you get across all the key points, but you don’t want to come across as robotic, and well…scripted. The first call should always be a soft sell and more of an introduction to you, your business and the opportunities. 

Call volume 

Getting leads can be like finding a needle in a haystack, which is why persistence is key (more on this in a moment) and having a large pool of contacts, to begin with. When you purchase your data, you need to ensure you have a sizeable audience to call and have allocated enough time to make the calls. Don’t underestimate how long it takes to make your calls! 

Use a CRM 

You could use a spreadsheet and work your way down the list of business and contact names one by one, but with so many good CRMs available, why not make use of them? Most CRMs give you the ability to add company details as well as multiple contacts that sit underneath. You can add notes, schedule follow-up tasks and record the outcomes of meetings. When dealing with so many contacts and leads, using a CRM is a game-changer. 

eDivert are specialists in Marketing and Customer Services. Contact us today to find out more about our B2B telemarketing services in 2022.

Case Study 6 – A London-Based Relocation Company 

The following case study shows how eDivert undertakes telemarketing campaigns for other industries.

The Goals

• Find estate agents and landlords, who are interested in renting their property on a long-term basis to the relocation company in order for it to be sublet for short-term use to professionals. 
• Property requirements were 4 to 5-bedroom houses in a good condition and in upmarket areas in North London

The Telemarketing Campaign for other industries that was undertaken by eDivert 

• Our client provided us with a list of estate agents to contact
• We were also asked to find landlords on Gumtree and contact them directly
• We called on average 150 businesses each month, plus made callbacks when the right person was not available

The Results 

Results in the first month of the telemarketing campaign:

• In the first month, we achieved to set appointments with 16 landlords and estate agents. Approximately 2/3 of these had properties available immediately
• Our client signed his first deal as a result of this campaign, within the first week of starting the campaign

Why work with eDivert? 

• More than 10 years of experience in telesales campaigns
• Proven track record of results
• UK-based telemarketing agents
• We only use quality data for your campaigns
• Each Lead Generation package is tailored to the requirements of your business and the results you are looking to achieve

Examples of other successful Campaigns that eDivert has completed include; appointment setting, booking telephone appointments, undertaking surveys, collecting customer service feedback, building up a pipeline of leads for future follow-up calls and gathering company information and email addresses.

Other services we offer 

• Email Marketing

• Live Chat

• Call Answering

• Social Media Management

• Telemarketing

• Admin Support

Start your journey and boost your business today with our tailored packages and see how eDivert conducts telemarketing campaigns for other industries!

Case Study 5 – A Slough-Based Telecom Company

The Goal 

Set a minimum of 25 appointments a month for their Sales Representatives

The Campaign that was undertaken by eDivert 

• The client provided us with 15,000 businesses to contact over a period of time
• Every two weeks, we sent an email marketing shot to all contacts on the list
• Based on the open rate of the emails, we started the telesales campaign
• Companies who opened the email were called first each month
• A total of 600 businesses were contacted each month
• All businesses were contacted up to 3 times, if there was no answer or the right person was not available

The Results 

In the first 6 months of the telemarketing campaign, we achieved on average 22 appointments that were booked in immediately. Plus, 10 commitments every month to book an appointment in the future.

Why work with eDivert? 

• Because we have experience in Lead Generation campaigns for the Telecoms industry
• We have a proven track record of results
• We can offer a UK-based telesales team
• We ensure that we are using data that will give your company results
• Each Lead Generation package is tailored to the requirements of your business and the results you are looking to achieve.

Some examples of other successful campaigns that eDivert has completed are; setting appointments to offer a free on-site review of the business telephone system, informative email marketing campaigns to show the different telephone systems and packages that are available in the market

Other services we offer 

• Email Marketing

• Live Chat

• Call Answering

• Social Media Management

• Telemarketing

• Admin Support

Start your journey and boost your business today with our tailored packages! 

Case Study 4 – A London-Based Recruitment Agency

The Goal 

Set a minimum of 10 appointments per month for their account managers

The Campaign that was undertaken by eDivert 

• The client provided us with a list of 5000 companies that they wanted us to contact over a period of time. The list included new companies, as well as clients, who they hadn’t done any business with for more than a year
• We made on average 800 calls per month. This included follow-up calls and second and third calls to those, where we were unable to speak to the right person initially

The Results 

• eDivert achieved for this customer on average 12 appointments per month
• The customer converted 12 of these leads into 2 new customers each month
• Their biggest new customer required hiring for 20 new roles

Why work with eDivert? 

• Experience in Telemarketing for the Recruitment Industry
• Proven track record of results
• UK-based telesales team
• We only use quality data for your campaigns
• Each Lead Generation package is tailored to the requirements of your business and the results you are looking to achieve

Some examples of other successful campaigns that eDivert has completed are; appointment setting at companies that are looking to hire straight away and building up data through researching job boards.

Other services we offer 

• Email Marketing

• Live Chat

• Call Answering

• Social Media Management

• Telemarketing

• Admin Support

Start your journey and boost your business today with our tailored packages! 

Case Study 3 – A Swindon-Based Law Firm

The Goals

• To generate telephone appointments for the firm to build relationships with new clients by offering 30-minutes of free advice
• To build up an ongoing pipeline for email marketing and future follow-up calls
• To send out regular informative emails about business-related legal issues, including case studies, changes in employment law and so on

The Telemarketing and Email Marketing Campaigns undertaken by eDivert 

• We discussed with the client, which businesses they wanted to target in terms of industry, geography and size
• Based on this information, we sourced a list of data for 8,000 businesses
• We designed an email marketing campaign that was sent out every other week
• The subject of the emails was informative about changes in the law that may affect businesses. In other emails, we described a short case study to show the work the law firm had carried out
• After each email marketing campaign, we contacted 500 businesses from the list, calling those first, who had opened the email
• Each business was contacted up to 3 times, if there was no answer or the right person was unavailable

The Results 

Results in the first 3 months of the telemarketing campaign:

• On average we generated 26 leads a month, where a decision-maker, business owner or director was interested in speaking to one of the lawyers at the firm for a 30-minute free consultation on a particular subject
• In addition, we generated 7 leads per month on average where businesses were interested to be contacted by one of the lawyers by email

Other services we offer

• Email Marketing

• Live Chat

• Call Answering

• Social Media Management

• Telemarketing

• Admin Support

Start your journey and boost your business today with our tailored packages! 

Case Study 2 – A High Wycombe-based Business Insurance Company 

The Goals

• To build up a regular pipeline of leads to follow up on
• To ask businesses for their business insurance renewal date for future use
• To book a minimum of 4 appointments per month

The Campaign that was undertaken by eDivert 

• We asked the client to define their most profitable customer in terms of industry and company size. Based on this information, we put a list of new data together
• We targeted 240 different businesses per month with a Telemarketing Campaign
• We built up a pipeline to follow up on in the future, by asking businesses when their renewal date is
• Each month, businesses with a renewal date within 90 days received a follow-up call
• Where businesses asked for information by email, this was sent out the same day. As a result, we built up an email list for email marketing purposes

The Results 

In the first 6 months of the telemarketing campaign:

• eDivert achieved on average 6 appointments with businesses whose insurance was up for renewal
• 36 Callbacks were planned each month, for future follow up
• 27 Emails on average were sent out to those businesses, that requested information. (This was an additional achievement and not part of the original campaign plan.)
  

Why work with eDivert? 

• We have experience in Telemarketing for the Business Insurance Industry
• We have a proven track record of results
• We use a combination of both a UK-based and international telesales team
• We only use quality data for your campaigns
• Each Lead Generation package is tailored to the requirements of your business and the results you are looking to achieve

Some examples of other successful campaigns that eDivert has completed are; gathering renewal date information, building up an ongoing pipeline of leads, gathering email information for email marketing purposes and appointment booking.

Other services we offer 

• Email Marketing

• Live Chat

• Call Answering

• Social Media Management

• Telemarketing

• Admin Support

Start your journey and boost your business today with our tailored packages! 

Click here to get in touch today

Case Study 1 – A Birmingham-based Accountancy Firm 

The Goal 

To increase sales by 20% over a 12-month period

The Campaign that was undertaken by eDivert 

• We targeted 10,000 businesses through a weekly Email Campaign.
• On average 500 businesses opened the email each week. eDivert followed these up with a Telemarketing campaign to book a telephone appointment with someone from the firm.
• eDivert typically achieved 10 hot leads per week for this type of campaign.

The Result

4 new customers per month

Why work with eDivert? 

• We have experience in the Accountancy industry
• We have a proven track-record of results
• We only work with one accountancy firm per area
• We only source and use quality data for your campaigns

Some examples of other successful campaigns that we have worked on in the past include Auto-enrolment, Tax advice, General Accountancy, Bookkeeping and Payroll. Each Lead Generation package is tailored to the requirements of your business and the results you are looking to achieve.

Other services we offer 

• Email Marketing 

• Live Chat 

• Call Answering 

• Social Media Management 

• Telemarketing

• Admin Support 

Start your journey and boost your business today with our tailored packages

At eDivert, we offer Telemarketing Services with a Twist ! We love making outbound calls on behalf of our wonderful customers. It doesn’t matter where you are based in the UK and whether you are a small, medium or large business – we treat you all equally. With our innovative approach, we can get you results that you could previously only dream of. Why are we different? Because in our experience a lot of people are a little bit tired of the old way of Telemarketing. Our tried and tested method is refreshing and will give your prospects a buzz when they hear about you.

Excited already, but not quite convinced yet? 

Perhaps keep reading…

What does a Tailored Telemarketing Package typically include?

• Full access to our brief writers, who will turn your service or product into a glorious offer that can’t be denied
• Personalised training of our delightful and talented Telemarketing Team
• New calls, follow-up calls and callbacks, until your prospects start dreaming about you (in a good way)

Why eDivert?

– We love making calls to prospects.

– We don’t like to take ‘no’ for an answer, but our team is always polite and courteous. We realise that we are representing your company image.

– We wouldn’t want to leave you in the dark, so we will send you up-to-date progress reports on a regular basis.

– All of our team have a positive sales attitude and we never hard-sell or use fixed, unnatural scripts.

Still not convinced? 

Check out our case studies and examples of previously successful projects for a variety of different business sectors and find out just how we offer Telemarketing Services with a Twist!

• Case Study 1 – A Birmingham-based Accountancy Firm

• Case Study 2 – A High Wycombe-based Business Insurance Company

• Case Study 3 – A Swindon-Based Law Firm

• Case Study 4 – A London-Based Recruitment Agency

• Case Study 5 – A Slough-Based Telecom Company

• Case Study 6 – Case Study 6 – A London-Based Relocation Company