I was snowed under with freelance telemarketing work over the last 12 months. So apologies to those people who have asked, “why haven’t you been blogging recently?” You will be pleased to know that I am back, to explain how to win more business by using the telephone as the weapon of choice.
Freelance Telemarketing – Quality or Quantity
It’s been rumoured that I’m the no.1 in the industry since 2005. Yet the quantity of telemarketers working on a freelance basis appears to have sky-rocketed over the last 12 months. Does this mean that there are more highly experienced people out there who can generate high quality sales leads for you?
I guess the short answer is no, but I will explain why. It appears that with the growth of the internet and the rise of the tablet, more people are entering the freelance market place to offer telemarketing. There are certainly more individuals offering a ‘scatter-gun” approach – i.e. if you make enough calls then surely you will hit something? Yet the number of freelancers able to open the door to blue chips and set an appointment that sticks, still appears to be the same.
Scatter-Gun V Sniper
If you need to generate more sales, and your product has a low-value and needs to be sold in high-volumes, then the scatter-gun approach is the best way. For example if you are selling an internet service with a contract value of say £10 per month, then you will need thousands of customers to make a decent profit. I’m not convinced that telemarketing would be the best route to market for you, but you would certainly need cheap scatter-gun telemarketers to succeed.
Conversely, I’m generally hired by people who have a high-ticket offering. Where you are seeking new clients looking to spend £3k+ per month with you – then you are moving in to the territory of the ‘consultative sale’. This becomes more about the ‘sniper’ approach, where you need to select your targets very carefully and make every telephone call count.
On a recent contract for a digital marketing agency they clocked my statistics as converting 1 out of 2 people that I spoke with. Evidently if I were able to make hundreds of calls per day I would a veritable sales machine. Yet taking the sniper approach, I helped my client to pitch on contracts with an average value worth £35k per annum. My client attributed at least £0.5 million of revenue directly to my work and a further estimated £0.5 million indirectly over a 2 year period.
Freelance Telemarketing Value for Money
If you are a smart cookie, you have no doubt realised that all telemarketing people do not provide the same level of service. You’ve probably also clicked that there’s a big difference between ‘price’ and ‘value’.
A ‘cheap’ lead generation service may often result in little or no income for you. Yet a reasonably priced service, that pays for itself several times over, is certainly ‘value for money’. What is easy to overlook, is that it takes the same time to locate and engage with a cheap telemarketing person as it does to finding a freelance telemarketing expert.
Always ask yourself, “what are my goals in hiring a freelance telemarketing person?” Look at all the routes to market first. I’ve steered many companies to success by advising them to use a route other than telemarketing (and I’m happy to provide references). I’m very pleased to say that one of the largest UK Law Firms is now a client, where I advised them on a more suitable way to generate leads. If you want impartial free advice, then why not give me a call – 0203 790 9307 or email me firstname.lastname@example.org?