Now of course the usual (if not stereotypical) image of a telemarketing agent is someone who calls a prospect on behalf of their client and introduce them to whatever products and services they have to offer. However, are you aware that it can be done the other way around? That a client would call a telemarketer and ask about the product that was being offered?
This is what people call inbound telemarketing and it is also another service for lead generation companies who use telemarketing as their main method. Now inbound telemarketing has a lot of potential uses, especially for B2B businesses. For instance, if you have also conducted other methods of lead generation (e.g. e-mail marketing, customer referral, or even advertising), telemarketing can enable interested clients to communicate with your business more directly. In the case of online marketing methods such as website creation, it also allows them to ask questions or clarifications that cannot be covered by what you’ve put on your product information pages.
Finally, it also acts as a very flexible and convenient means of customer service. Believe it or not, that type of service can be a lead generator in of itself. How? Well suppose you’re an ERP software firm and your previous client has an issue that is beyond the aid of basic troubleshooting and cannot communicate the problem efficiently in just a simple e-mail. If your telemarketer is knowledgeable enough about your software, then you and your client can both rest easy by letting them take the latter’s calls.
Good customer service fosters customer loyalty, that loyalty in turn can easily transform a previous sale into yet another one! After all, if there’s one thing better than a satisfied customer, it’s one that keeps coming back for more.
And while we’re on the subject of ERP software, you should be aware that like all software applications, they need updates and occasionally upgrades as well. Again, this is where inbound telemarketing can come in handy. Whilst you can always use outbound telemarketing, notification e-mails, and website announcements to tell people that you got one of those coming up, it’s still always best to let them call you for any concern.
Do take note though, you need to make sure that your telemarketing services are up to snuff. As previously stated, you need to make sure that they can receive calls and communicate well with your clients to ensure quality customer service. For software, an expert software telemarketer is the obvious choice. Picking one that is familiar with your trade can really save you lot of trouble in the product training phase. In fact, since it’s often suggested to outsource telemarketing firms for outbound marketing, why not outsource them for inbound while you’re at it?
Sometimes when the future doesn’t promise new leads, fostering the loyalty of old ones, keeping them up-to-date, and getting them to purchase upgrades on your software can be the only way to fill in the sales void. Outsource to a telemarketer today and you can have two excellent marketing tools in one package.