Continuing our series of blogs about the reasons people say that they don't want to outsource their sales to a telemarketing compny, here's #3:

 I want to build my brand and not the brand of the Outsourcer.

A good outsourcer will help to build your brand. 

They will take time and trouble to get to know your company and the products and services that you need promoting. 

They will also assume your corporate identity, and introduce themselves as being part of the company – they will even have a company email address. 

Continuing our series of reasons people give for not wanting to hire a telemarketing companyd, today we have:

I already have a sales team

It’s common for an SME to have a couple of sales people who are expected to do all the sales related work: they generate their own leads, have to go out of the office on calls and close the sales too.  This can be a moderately successful model, if you have found good people to work for you, but typically sales go through peaks and troughs. The sales person makes lots of calls and generates appointments and then as he/she is out on appointments they cannot be generating more leads!

It's amazing the misconceptions people have about outsourcing their telemarketing and sales – we've written about it before, but in this series of blog posts I'm going to address a few of the obstacle we come up against, and explain why I think they're wrong (feel free to disagree in the comments!)

We don't outsource our sales because…. #1

… We’re going to recruit our own in-house sales team

Really? 

Good sales people can earn large salaries and even larger commissions, simply because selling is very skilful, hard work and not many people have the aptitude for it. 

If you’re considering outsourcing your telemarketing needs, it would be good to understand the terminology of telemarketer.  This glossary aims to provide access to all of the necessary vocabulary required to discuss telemarketing like you’ve been doing it for years.

Agent
A trained telemarketer who makes or receives calls on behalf of a Telemarketing Company.

Appointment Setting
This is one of the tasks of an Outsourced Telemarketing team working on a B2B campaign or project. The aim is create leads for the client’s sales staff to convert by setting appointment times for them to call or visit.

Most business people feel fairly confident about talking about their products and services to a prospective customer face-to-face. But how do you get those appointments? One of the most effective ways is making calls to a target audience – unfortunately, this happens to be one of the most difficult ways. Getting to speak to the right person is a highly skilled job – handling objections, getting past the ‘gate keeper’ and making the valid points to the decision maker is no mean feat. It also involves a high level of rejection, which a lot of people find soul destroying. It’s a job that not many people are good at, and the ones that are, are highly sought after and can earn large sums of money. Needless to say, these high-performing individuals tend to get snapped up by the large corporates who can entice them with attractive remuneration packages. Not good news if you are an SME.

Many small companies start off their life with a pool of regular customers who recommend and refer them onto others. This is a very good way of growing a business organically and often leads to a sound base of quality clients. The problem with this method of growing a business though is that you have no control over the speed of the growth and sometimes you need extra help to take you to a higher level of activity.