If you’re planning your marketing for the next six months or year what’s on your list? Traditional print advertising, maybe some direct mail or perhaps you fancy dipping your toe into the world of social media. Finding the right combination of marketing (and a good level of return on investment) can make for a bumper year or a business patch you’d rather forget about.

The rise of social media and email as marketing business tools might make you think that’s where most businesses invest their time and effort. You might be surprised to discover that a recent study by B2B Marketing and sponsored by the Telemarketing Company found that businesses think telemarketing is critical for their success.

For many who are in the business of selling, the idea of the picking up the phone is somewhat daunting. But before you think that it’s just you, or you’re not cut out for sales calls, first be aware that the majority of sellers fear making the calls for some reason or another, a fear which in the business is often known as call reluctance.

Reaching the prospect’s voicemail is often nerve-racking, often prompting sales representatives to leave un-planned and vague messages which could potentially damage future sales. So obviously the key to leaving the most effective answer phone message is to be prepared.

Firstly, remember that it’s not always worth leaving a message after trying and not getting through the first time. Try two or three times before leaving a message, as the prospect may simply be in a meeting, on the phone, out to lunch etc. Once it is clear that the prospect could be hard to get hold of, then it is time to leave a message.

“Fail to prepare – prepare to fail”

Before you start, ask yourself the following;

• Why are you making this call? Are you clear about your call objectives?
• Have you got enough information to make the call?
• Prospect name and position? Are these details correct? (check with the receptionist before being put through)
• Type of company – what’s their industry sector?
• Company size, turnover, number of employees?
• Do you have the relevant email information if asked?
• Have as much information as possible, search their website, their industry newspapers / magazines

We may sometimes think that the UK market is too saturated to generate new business, but at VSL we believe that 2011 is THE year to grow. So, to help you achieve this, we have come up with our top 5 ways to bring in new business.

1. Telemarketing - An integral part of any business, telemarketing isn't about ringing as many people as possible; it's about ringing the right people. By speaking to the decision makers from a carefully selected list of potential clients/customers etc, you can help to maximise new business potential. By offering enthusiastic and straight to the point information, you can ensure those at the other end of phone understand exactly who you are and what you’re offering.

It has often been said that you cannot accurately predict results therefore it is better to predict activity. With that borne in mind, what will you commit to doing, both differently and better than you have done in the past?