Understanding the Different Telemarketing Types
There are several methods of telemarketing that can be discussed. I’ll go over the most common forms of telemarketing and how they vary from one another. Businesses must consider the distinctions in order to make the right decision when it comes to approaching telemarketing for their own business.
B2C Telemarketing vs. B2B Telemarketing
B2C telemarketing occurs when a company contacts customers directly in order to sell them goods or services that favor the individual. When a company offers a product or service to another company, this is referred to as B2B telemarketing. To be fully prepared, you must first determine who you will be calling and why.
When it comes to these two forms of telemarketing, the rules are different. There are more strict guidelines to meet when it comes to B2C telemarketing, 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
While there aren’t as many rules for B2B telemarketing calls, there are some to be aware of. They are not covered by the National Do Not Call Registry, although a few states now need scrubbing against their state list.
It is important to consider the two forms you are dealing with and to stay up to date on the ever-changing legislative laws that govern them.
Outbound Telemarketing vs. Inbound Telemarketing
Since the caller initiates the connection between the company and the customer, outbound telemarketing is extremely common. Inbound telemarketing, on the other hand, is initiated by the customer (via an inbound phone call) about the product or service of interest. Both types are common, and each has its own set of challenges.
At first glance, it might seem that inbound telemarketing is better for a company because if a caller calls in, you already know they are interested in the product or service. The difficult part is determining how to market the product or service in the first place. Here are a few ideas for spreading the word:
- Radio advertisement
- Magazine ads
- Social media
- Email campaigns
The first phase in outbound telemarketing is determining who will benefit from the product or service. It makes no sense to call All at once; therefore, SEGMENT! Some businesses have led within their programs for this reason, while others purchase lists based on different demographics. If you’ve segmented and identified your target group, you can move on to the more difficult task of persuading them.
Telemarketing Sales vs. Telemarketing Lead Generation
Sales calls and lead generation are two other methods of telemarketing. Many businesses use sales calls as a common telemarketing method to try to sell their product or service, with a professional agent doing the selling from start to finish. However, it is possible that businesses need callers to make the initial contact in order to zero in on those who are interested and generate leads for their internal sales team, a practice known as telemarketing lead generation.
Telemarketing lead generation is beneficial for businesses that have an internal sales force but do not want to spend all of their time making phone calls. Many businesses use outsourced telemarketing lead generation systems as part of their overall sales strategy.
Whatever form of telemarketing your company is considering introducing, it is critical to recognize the differences and work with an experienced telemarketing company to meet your needs.