Telemarketing, telesales – is there any difference? Even professionals will sometimes find it difficult to differentiate between the techniques. Quite often, the terms are used interchangeably.
However, telemarketing and telesales do actually refer to different techniques and the following guide will help you understand the main differences between the two.
What is Telemarketing?
Telemarketing is a technique that generates interest from the recipient, presents a product or a service and gets feedback for the presentation of a more targeted message in the future. Quite often, telemarketing will end with a business appointment or a meeting.
Telemarketing is an effective technique for both B2B and B2C lead generation. Statistics show that the return on investment (ROI) for every pound spent on telemarketing is £11 (GBP) for B2B companies and £5 (GBP) for B2C businesses.
In the present day, telemarketing has also come to encompass web-based video calls with clients. This presents businesses with yet another opportunity and avenue through which they can get in touch with prospects and carry out meaningful conversations.
Telemarketing can be used by a vast range of organisations, regardless of the industry or the profile of the target audience. Some people mistake telemarketing for cold calling but this technique is broader and when done in the best possible way – very effective. It allows for targeted and personalised messaging that meets customers’ needs, brings about a more positive response and gently guides them into the conversion funnel.
Utilising telemarketing in your business is a relatively simple task. One of the best options involves researching and then contacting local telemarketing companies. If you don’t have experience with cold calling, or feel anxious about making such calls, then you should look to outsource the process. Proper training and communication skills will be necessary for delivering the right message and getting a positive response from the audience.
What is Telesales?
In the case of telesales, you will be selling a product or service directly to clients over the phone. While telemarketing is seen mostly as a technique for prospecting and generating qualified leads, telesales actually involves closing the deal over the phone. Once again, the technique can be used by both B2B and B2C businesses.
Telemarketing can be used to start the process. When you already have data about potential customers and information about how they perceive your products, you can turn to telesales and convert prospects into clients.
When you choose a professional team and outsource the process to a reputable telesales company, you will see a serious increase in conversions while keeping the cost of telesales limited.
Through telesales, it’s possible to convert very difficult leads. In addition, you can have an effective “telephone-based sales team” that will reduce travel expenses and cut other costs while still generating the sales that your business needs.
As with telemarketing, we recommend outsourcing telesales as the best approach to take. A person that doesn’t have the necessary experience and quick thinking will find it incredibly difficult to close a deal. In addition, outsourcing the process is a lot more cost-efficient than hiring and training your own telesales team.
As you can see, telemarketing and telesales aren’t one and the same thing. The best approach starts with telemarketing – a process through which you can acquire more information about prospects. After the information is organised and analysed, you can move on to telesales. Through this process, you’ll end the cycle and close the deal.
Another way to look at it is that telemarketing is about refinement and quality. The volume doesn’t really matter because the technique doesn’t deliver a direct, measurable result. In the case of telesales, however, volume and speed of execution are both needed. A higher volume contributes to a bigger number of sales, which can be essential for the sustainable growth of a business.
What Telemarketing and Telesales Companies Are Out There?
Outsourcing telemarketing and telesales to experienced professionals will save you time and money. Statistics show that the ROI of B2B telemarketing that’s done in-house isn’t as high as the ROI of telemarketing that’s outsourced.
Businesses in need of quality telemarketing services in the UK have a number of excellent options to choose among. Some of the most popular companies offering such services include:
- Market Makers - a company that’s based in Portsmouth, Market Makers has more than 25 years of experience and it specialises in the field of B2B telemarketing.
- Intelligence Networking Ltd - a company that specialises in planning IT industry marketing campaigns. It’s based in London.
- Seven Steps Commercial - a wide range of B2B marketing services based on nearly five decades of experience. The Glasgow-based company also has in-house staff training programmes.
- Team Telemarketing - another specialised B2B telesales company that’s based in Birmingham.
- DJR Marketing - a B2B telemarketing agency, which is known for giving clients campaign guarantees. DJR Marketing is based in Wolverhampton.
Telesales and Telemarketing Prices
Telesales companies and professionals specialising in the field of telemarketing set their individual prices. You can come across major differences. This is why you should be looking for the right price to quality ratio rather than the most inexpensive offer.
For a start, telemarketing companies can set the prices in completely different ways. Some have flat fees in the range from £10-30 per hour. In other instances, clients will be asked to pay per lead or per specific outcome for tailored campaigns. Depending on the size and the scope of the campaign, a telemarketing company may come up with a quote for the execution of the entire project.
Giving several telesales companies a call to ask questions about the specifics of planning and executing the campaign is the best option in terms of doing comparison. You should also request a quote that will simplify the process of deciding even further.
In a world that’s growing more and more hi-tech every single day, some traditional marketing techniques are still proving to be very effective. Telemarketing and telesales rank as such techniques.
Many consumers are still looking for the personal touch, an opportunity to learn more about a product or to get a bespoke solution. Using the two techniques alongside each other will give you an opportunity to identify your target, learn more about it and generate more sales. Don’t hesitate to make use of those highly effective possibilities.
For more information on telesales, telemarketing and making the most of these two powerful techniques, we recommend the following articles: