Objectives, substantial knowledge, and strategy are important things that will help you in coming up with the best possible decision in looking for the perfect B2B telemarketing agency for your business. As far as it is concerned, there isn’t necessarily a perfect technique in choosing one but there are smart practices that will walk you through the process of doing so.
Know the telemarketing services you need.
Some of us have experienced buying stuff because they’re flashy. Only to feel the regret afterward because it dawned on us that we don’t really need it and that there’s another important thing that we should have bought. Hiring a B2B telemarketing agency immediately because they seem to be the best in town feels just like that. What sane B2B telemarketing agency will tell you that they’re not the best? However, have you had any actual use of their services? Do these services have managed to help you in achieving your business’ objectives so far? Take for example, for your lead generation, you may need database building, data profiling, lead qualifying, appointments setting and long-term lead nurturing services. There are B2B telemarketing agencies that offer such services and there are those who only provide expertise in a single area. B2B telemarketing agency selection becomes so much easier when you have a clear understanding of your business’ needs.
Inspect their compliance with the industry standards and regulations.
Nothing will compromise your company’s reputation faster than employing a telemarketing agency who is lenient in following industry standards and regulations. For instance, in Australia, NSW Government have regulations (Unsolicited Consumer Agreements) regarding calling customers without an invitation and in the USA, Federal Trade Commission’s (FTC) National Do Not Call Registry empower costumers by giving them a choice whether to receive telemarketing calls at home. Telemarketing agencies who abide restrictions and rules do not only mean that they’re responsible but also put their clients’ and clients customer’s rights into consideration.
Consider looking over B2B marketing publications and events.
Arguably, B2B telemarketing agencies who are featured or used as a source in B2B marketing publications and who have spoken of and in marketing events are deemed to have quality in their performance. The positive recognition and the fact that they’re chosen to be a resource for the B2B marketing industry tells a lot about how they render their services to their clients. Moreover, this is an implication that they’re keeping up with the latest marketing trend and are into the consultative approach.
Examine their campaign development process.
Apparently, it’s going to be your telemarketing campaign and the results will affect your business. So you need to be able to know how they will establish and handle your campaign to bring it to fruition. Most practiced B2B telemarketing agencies have already their own devised methods. You just need to evaluate if these methods work best for your campaign.
Investigate about their telemarketers.
Figuratively speaking, your telemarketing campaigns are like wars and the front line soldiers are going to be the telemarketers. If this is the case, do they have the necessary ammunition lock and loaded? Or if it all comes down to hand to hand combat, are they skilled enough to take it head on? It is important to gather information that will allow you to size up how qualified the callers are. What are their skill sets? Their experiences on the market your business is targeting? Their average tenure? Even their average age bracket? How are their performances tracked? Do they receive training for specific campaigns? Probe. Remember that your business will be represented by these people. Don’t settle for anything less.
Check their data quality.
There are B2B telemarketing agencies who offers pre-packaged database of different industries and at the same time, render database building service. If you are considering one, assess the quality of their database. What are the company size, location and revenue figures of the businesses found in their database? Are the contact details targeted and accurate? It’s impossible to extract quality leads from an inappropriate database. Another important thing to take note is data exclusivity. They should guarantee you that the database you have them built should be solely yours. The last thing you want is your database recycled and sold to other companies (or worst, to your competitors).