Call data is the key for Telemarketing Companies

1. Call data is the key for Telemarketing Companies Can any business survive without leads and enquiries? The answer is an emphatic no. The business machinery revolves around enquiry conversion, order delivery, payments and after sales service. But the one thing that sets the ball in motion is that initial lead or enquiry. The best of businesses would not survive and surely shut down without a steady stream of incoming prospects on a day to day basis. You may hire the best sales staff out there, but without quality prospects there would be nothing to kick start their engines. But which is the best marketing avenue for generating quality leads? Telemarketing it is, without a shred of doubt. Telemarketing companies are adept at making cold calls on behalf of your company and representing you in the best possible manner. The objective of any company is to generate as many hot leads as possible. This steady pipeline of prospects that they build is what puts your marketing efforts in the right gear, ensuring that you have many conversions leading to a spike in your revenue. But how do telemarketing companies go about finding this call data so that their staff have a steady stream of numbers to contact on an ongoing basis? Many companies buy this call data from data companies. These companies have spun a business around this industry and can provide large quantum of data in a short period of time. The added advantage is that the data can be filtered by various demographic parameters like industry, turnover, key people, location etc… Good quality data has the potential to turn a good campaign into a great one. The contact numbers and name of the key people in the company allow the telemarketing staff to reach the right people without any obstacles and make a pitch that catches instant attention since the data has ensured that the person on the other end of the line is a high quality prospect. However there is another side to this story as well. If the data is of a bad quality then it drastically impacts the pace of the campaign and the telemarketing staff is unable to build any kind of momentum. Such data is full of wrong information that leads to a lot of time wasting. The telemarketing staff is constantly trying to figure out mistakes and correct the

2. data instead of using their time productively and making calls to reach out to as many prospects as possible. Therefore telemarketing companies need to be very careful before they select the right data company. They need to evaluate as many providers as possible and check their credentials thoroughly before signing a contract with them. What are the key things that constitute good quality data? It is important that the data is extremely specific and has the minimum amount of generic information. If the data only consists of a company’s name and telephone number then the telemarketing agent would be wasting a lot of time to get in touch with the correct person who is in charge of decision making in relation to the product or service being offered. Therefore it is extremely important that the data should have the name of the individual who is the decision maker. This will also avoid as situation where a lead is for someone who is not in a position to add value and ends up wasting the sales team’s precious time. The data company should also have an internal policy to keep vetting the data and confirm accuracy from time to time. Company information and key people change from time to time and hence this becomes a very important exercise to ensure that the data does not become redundant at any point of time. The data company should not have sold this database to numerous other telemarketing companies. If that is the case then you will quickly realize that the prospects are fatigued with the numerous calls that they have already received from your competitors offering similar products. Chances of conversion in this scenario are extremely slim. The data should also adhere to all governmental regulations in terms of ‘opt in’ for receiving telemarketing calls. You could end up having many irritated people on the other side of the phone line who may end up making complaints regarding your company. These tips will come in handy for evaluating the quality of data since it is the key to generating quality leads and ensuring that you are always in front of the line in the race for being the best telemarketing company out there.