Telemarketing doesnt always get a favorable reaction from people. But telemarketing calls can be an effective way to reach new and repeat customers. In fact, telemarketing is a $15 billion industry, according to WKBW.com. So theres a lot of opportunity for businesses to increase their revenues with the right sales and marketing plan.

What Is Telemarketing?
Telemarketing helps generate interest from potential customers and establish relationships from decision makers at other businesses. By receiving inbound calls or making outbound calls, businesses and organizations can connect with potential clients and inform them about their products and services. Telemarketing companies use customer service representatives and automated phone systems to handle calls. Any business thinking about hiring a telemarketing company should decide what type of image they want to project before deciding on an automated system. Generally, telemarketers contact potential customers two or even three times to try and close a sale or set up a meeting.

Finding Customers
Call-center agents can help businesses generate leads, freeing up sales agents to concentrate on other tasks. Because of advances in technology, many call centers employ people who work from their homes. However, these people are trained by the call center. Outsourcing lead generation is less costly for businesses because they dont have to hire their own in-house telemarketing staff. Some of the services that a telemarketing company can help businesses with include:
* Surveys
* Market research
* Setting appointments
* Recruiting
* Up-selling/cross-selling
* Direct mail follow-up.

Hiring a Telemarketing Company
It can be costly to try to conduct a telemarketing campaign in-house. However, not all telemarketing companies offer the same level of service. And any telemarketing company that is hired should understand the industry they will be targeting. Its important to look at a companys success in several areas. For instance, telemarketers should be able to explain how they check leads to make sure they dont appear on the Do Not Call Registry or on privacy lists supplied by customers.

Telemarketing companies should also have low call abandonment rates, which means customers are less likely to be placed on hold before a customer representative comes on the line. Businesses should examine the conversion rates that result from telemarketing calls. Detailed stats from calls can help analyze the effectiveness of campaigns. Reputable telemarketing companies also follow federal and state regulations.

Many people dread the thought of making cold calls to prospective clients. As a result, many salespeople spend more time following up on existing contacts than canvassing for new customers. A qualified telemarketing company should have experienced people who arent afraid to make cold calls and understand the process for effectively contacting leads and generating interest in a firms products and services. Customer service reps also should understand the importance of reaching key decision makers at firms they are calling.

Sources
Telemarketing Services: Making Cold Calls More Profitable. Manta
WKBW