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Questions To Ask When Selecting An Outsourced B2B Telemarketing Firm

James Crowder | 28 November 2018

Let’s face it, most companies simply don’t have the budget to sustain a fully-functioning marketing department. Relatively, the telemarketing department is one of the first areas an organisation will look to downsize when the economy takes a dive or an important client opts to take its business elsewhere. This isn’t because telemarketing is considered deadweight or of little importance — an in-house B2B telemarketing team running at full capacity requires a great amount of resources, training and management time. For lack of a better term: Telemarketing is a beast!

Luckily, specialised telemarketing agencies have emerged to fill the vacancies and pick up the (phone line) slack. These agencies have the skills and experience to expertly deliver on the sole mandate of lead-generating telemarketing campaigns. There are many of them out there, so here are a few questions to consider when deciding on the agency that’s right for you:

Does The Firm Have Relevant Credentials & A Good Industry Reputation?

Initially, due diligence is necessary for selecting an agency that will deliver results, honestly and credibly. Be sure to validate their credentials with any relevant bodies — for example, membership with the Direct Marketing Association (DMA) — to get an understanding of their reputation in the industry. As members, there are certain codes of conduct and best practices to adhere to, so you’ll get a good understanding of the firm’s integrity from the get-go.

Do They Have Experience In Your Field Of Expertise?

It’s vital you choose an agency that has experience in your sector of business. A successful B2B telemarketing campaign on the firm’s resume will go a long way towards putting management and staff at ease when it’s time to work together. Not to mention, the more knowledge the telemarketer has of your industry, the more likely it is your campaign will hit the ground running. You can request to see the resumes of the telemarketers that will be assigned to your account or ask to see any recent case studies to gauge the quality of their work.

Where Are The Agents Located?

We’ve touched on the importance of a human connection in the digital world. The same concept applies to where the agents are located, as an understanding of a prospect’s lifestyle and culture is imperative to making a connection that engages and converts them. With that said, modern telemarketing agencies are increasingly opting for the virtual model, in which the majority of the staff works remotely. However, this does present certain risks: someone who works from home is missing out on the team dynamic and isn’t privy to on-the-spot support from IT, management and sales. This also excludes them from being able to pick their peers’ brains for prospect insight and knowledge. If you are still considering outsourcing, ensure that the assignees are well-steeped in their contact’s way of life to generate better leads. At GCL Direct, we avoid this risk altogether by only using agents who already have local knowledge of a contact’s area.

With access to a large pool of experienced staff, GCL Direct will ensure that specialised B2B telemarketers — with a working knowledge of your industry — will be assigned to your campaign. Should you have an in-house team, we’d be more than happy to advise on strategies or share the workload during especially busy times. For more information on our services, please get in touch with one of our specialists.

To get a better understanding of the inhouse vs outsourcing debate, please download our free guide.

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