Problem 1: Bullpen – The bullpen mentality has long been a fixture in the telemarketing industry. Pile cheap labor into cubicles, toss them call sheets and say go. Better yet, off-shore to a bullpen in India. This creates a bevy of issues, beginning with a noisy and distracting environment. This is not a professional representation of your business.
Solution – A professional and articulate person working from a quiet office.
Problem 2: Auto-Dialers – When a computer manages your telemarketing campaign, your prospects hear clicking, strange noises and connection delays before they hear the voice of a real person. That is, if the call is not dropped. To be sure, this method increases the number of dials per hour. But at what cost?
Solution – A system of best practices which allows a caller to actually dial the phone 25 times per hour.
Problem 3: Don’t Understand Your Business – Your business and products/services/solutions are complex and nuanced. Your unique expertise sets you apart. If your telemarketing partner does not understand your business at both a strategic (project manager) and tactical (caller) level, your value is lost and you are simply asking to submit a bid.
Solution – Engage with a telemarketing partner who specializes in your industry.
For more information about Insurance Agency Telemarketing, please contact John Scranton johns(@)startupselling.com.
Originally Posted on January 28, 2013 by John Scranton