Telemarketing Services Buyer's Guide - Preparing Your Telemarketing Search

Published: 04/10/2011

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Preparing Your Telemarketing Search

Telemarketing service providers come in different sizes, use different methods and technologies, and have different specialties. Before you even start to talk to providers, sit down and determine what exactly your requirements are – then find providers who match your needs.

 

 

The first consideration is your goals for the telemarketing campaign. Determine what you’ll need the provider to do and what metrics you will use to measure success. You’ll want to choose a firm with experience in your industry and in similar campaigns, and you may need their help creating scripts or providing reports.

 

 

Next, forecast your expected volume. Base your estimates firmly in reality – because of monthly minimums and maximums that will be in your contract, under‐ or overestimating for negotiating purposes is not a good tactic. Make sure you have numbers that reflect any ramp or spike in calls you expect to be made for your telemarketing campaigns. You should have enough volume that the provider will put real effort into your calls, but not so much that their business depends on you.

 

 

If you have in‐house contact management software, make sure that the provider can provide connectivity from their system to yours, allowing you to easily exchange data. If the provider uses the same software you do, you may be able to set up a real‐time direct connection, allowing you to see updates as they are made.

 

 

Many providers specialize in certain types of telemarketing. Some focus on particular industries: technology, higher education, or retail, for example, which can result in a smoother launch of your program. Other providers have a niche serving audiences with multiple language support or 24/7 staffing. In your preparation, decide what “extra” services you need so you can quickly winnow your options.

 

 

In addition, telemarketing service providers can provide cost savings to many companies. They already have the hardware, manpower, and expertise – as well as the economies of scale – that allow them to operate at a much lower cost than companies that set up their own in‐house operations.