Questions to ask before you outsource your telemarketing

It’s always important to focus on your marketing efforts and how you can leverage them to generate leads, create sales, and ultimately grow your business. One way to do this effectively is to outsource your marketing to an outside agency; however, there are several questions you should ask before making this decision that will ensure you are getting the results you want from the process. Here are just some questions you should ask before outsourcing your marketing to an agency or a third party.

Why do I want to do telemarketing?

What do I want to achieve? Once you know your objectives, it’s time to determine what you want to accomplish with them. These objectives could be as generic as ‘more sales-ready leads’ or KPIs more complex and specific to your business.

Do they understand my business?

It is important to look for a marketing agency that understands your business. One of the top reasons is that you want to be sure that the company delivers genuine and meaningful results. This can be done by ensuring they act as a true extension of your team and are not only specialists in lead generation but also value your insights. As, in the end, you are the expert.

Will they represent my business in the right way?

Many business owners are concerned about how an outsourced telemarketer will represent the company to prospective clients. After all, they are the ones who make the first contact with potential clients and set the tone for the rest of the interaction. A good telemarketer can have more meaningful and engaging conversations with prospective clients. They will also be able to use their experience to ensure they maximise the conversation and outcome, even in ‘non-scoring’ calls. Collating information is just as important as booking an appointment as this can lead to higher conversion rates later down the line.

Are they setting realistic targets for the project?

As much as you might want to believe big, bold promises, the adage is fitting; if it sounds good to be true, it probably is. A much better sign is someone who talks in realistic and achievable terms and will work with you to create a programme with every chance of success.

If they do a good job, is the cost fair?

When outsourcing telemarketing, it’s essential to have a clear budget in mind to set your expectations early. The cost of hiring an agency can be pretty high. Some agencies will charge by volume—the more calls they make, their cost per call will decrease. Others have day rates. Understanding your budget and the goals will be the first step. Working with an agency that understands your business message and can align with your strategy makes sense. While some telemarketing agencies may not offer an off-the-shelf price, they should be able to provide an estimate or guide price. You are looking for a rounded service that is worth the price predicted. Most reputable agencies will prefer to talk about value rather than cost. One way for an agency to establish its value is to show you examples of their work and talk about the results. Each campaign is different, but they still have to prove that what they do is worth the cost, and their past work should reflect this.

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