Learn the components of successful outbound and inbound telemarketing training.
There are many types of telemarketing we can discuss. I will briefly hit on the most popular types of telemarketing and how they differentiate from each other. Businesses need to understand the differences to make the best decision in approaching telemarketing for their own business.
B2C Telemarketing vs. B2B Telemarketing
B2C telemarketing is when a business reaches out directly to consumers to sell them products or services that benefit the individual themselves. B2B telemarketing is when a company is offering a product or service to a business. It is vital to know who you will be calling and why to be best prepared.
There are different rules when it comes to these two types of telemarketing. With B2C telemarketing, there are more stringent guidelines you must follow, such as:
- What time of day businesses can make calls
- Understanding the National Do Not Call Registry
- Adhering to specific State governed Do Not Call rules
- Knowing exemptions that may apply for the different call types
With B2B telemarketing calls, although there are not as many guidelines, there are still some to be aware of. They are not subject to the National Do Not Call Registry; however, a couple of states now require scrubbing against their state list.
It is essential to understand the two different types you are dealing with and keeping up to date on the ever-growing legislative laws surrounding them.
Outbound Telemarketing vs. Inbound Telemarketing
Outbound telemarketing is extremely popular because the caller initiates the interaction between the business and buyer. Whereas with inbound telemarketing the buyer makes the initial move (the inbound phone call) regarding the product or service they’re interested in. Both types are prevalent, and both have their challenges.
At first, it may seem inbound telemarketing is easier for a business because if the caller calls in, you know they are already interested in the product or service. However, the tricky part is how to market the product or service in the first place. Here are a few ways to get the word out:
- Radio advertisement
- Magazine ads
- Postcards
- Social media
- Email campaigns
With outbound telemarketing, the first step is to determine who would benefit from the product or service. It makes no sense to call EVERYONE blindly; therefore, you must SEGMENT! Some companies have led within their systems for this purpose, whereas some buy lists based on various demographics. Once you segment and know your audience, then you work on the challenging part, persuading them.
Telemarketing Sales vs. Telemarketing Lead Generation
Two other types of telemarketing are sales calls and lead generation. Sales calls are popular telemarketing tools used by many companies to try and get their product or service sold, all with a trained agent doing the selling from beginning to end. However, there is also the possibility that companies need the callers to make the initial contact to zero in on those that are interested and generate leads for their internal sales team, also known as telemarketing lead generation.
Telemarketing lead generation helps companies with an internal sales team but do not want to waste all their resources making phone calls. Many organizations utilize outsourced telemarketing lead generation services as part of their overall strategy to hit their sales goal.
No matter which types of telemarketing your businesses are considering implementing, it is essential to understand the different types and be sure you engage with an expert telemarketing company to help you with your business needs.
Melissa Hinrichs is Director of Client Services for Telepromm, a leading outsourced telemarketing organization. Melissa leads a talented team that ensures client data and reports are delivered on-time and without errors. With more than 20 years of database management and reporting experience, Melissa loves helping her clients make better business decisions by providing them with relevant data and reports on a daily basis. Melissa can be reached at [email protected] or 516-656-5125.
