Wednesday, February 13, 2013

Telemarketing Those Who Also Use Telemarketers

Believe it or not but it is not completely unusual for a company to use outbound telemarketing to find itself also encountering another company who employs telemarketers. Some people might find it awkward or ironic but the truth is that telemarketing another telemarketer is simply another lead generation challenge.

It just so happens that your prospect is using the same marketing tool you are using.

Telemarketing VS Telemarketing?

Think of this situation as the big business equivalent to having common preferences with another player in a video game. It can be like having a similar build, similar weapon, or similar choice of character. But despite how you both seem to prefer telemarketing as the method of choice, there are still differences between you.

  • Different industry – Continuing with the game analogy, being of the same race or class in a role playing game hardly eliminates all room for variations. For telemarketing, that variation comes from having the same type of marketer but representing different industries. On one hand, your telemarketers call to talk tax problems to attract tax consulting leads while your prospects comprise of healthcare businesses.

  • Different telemarketing style – Telemarketing can be like the katana. Samurai types may duel using that same weapon but that does not mean they do not have their own original style of wielding it. Your prospect's telemarketers might prefer receiving and responding while you prefer a more aggressive, outbound approach. Using the phone hardly means you are unoriginal.
  • Different purpose – Sometimes they have an outbound call center but do not use it for marketing at all! Sure they use the phone but then again, so does customer support. When it comes to game weapons, many can be used for defense as much as offense. In fact, look at real life basketball. It is not like no player has ever only gone for one.

  • Different markets – Different industries also imply different target markets. Your prospect may be one of those who still use telemarketing services to engage consumers while you are the type of tax consulting firm that is strictly B2B. Everything from pitches to the sales process itself will have significant differences because of the responses they will generate.

On the bright side, having the same approach does establish a certain level of common ground. Just to be safe though, never be too assuming of anything about your prospect just because the both of your use telemarketing to generate sales leads. 


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