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Most companies acknowledge the importance of marketing their products or services and ensure they are putting out the correct message to the correct organisations. There are a many different marketing methodologies, such as direct mail, E-shots or general advertising. Telemarketing has been proven to be one of the most cost effective and efficient ways in which to generate a pipeline of potential business opportunities. Telemarketing often has a bad reputation. Many organisations who have attempted telemarketing, be it in house or outsourced, have had a negative experience. The main problem stems from unqualified business opportunities being presented to the companies sales force. When poorly understood leads or appointments are received, the sales team spend too much of their time seperating and re-qualifying the information, which defeats the main point of telemarketing in the first place. At Seana we specialise in “Intelligent Telemarketing”. This term is justified as we like to gain a very clear understanding of our customers products and services and how they operate as a business. In effect we become an extension of your current sales team providing a pipeline of fully qualified business opportunities, which fill any set criteria. Rather than generating general interest, i.e. information requests etc. We hold detailed conversations with prospective clients with the objective of qualifying a need rather than desire. As a result of targeted campaigns held on a regular basis, we can qualify and create an ongoing pipeline of short term opportunities, with a focus on establishing a specific understanding of the prospective clients need. Key information needs to be established when qualifying a business opportunity. In a standard lead key areas to ascertain are: Current situation (i.e. how are they operating at the moment, collect key infrastructure information that is relevant to the campaign) Project requirements (What are they looking to achieve? WHY are they looking at this area?) Project State (What stage are they currently at, i.e. feasibilities studies, evaluating, research etc. What budget is available, who authorises sign off on this project?. Who are they currently in talks with? When are they looking to make a decision/implement?) Agreed course of action (Organised meeting/confirmed call back for internal sales team to proceed) By ascertaining all this information, helped by the fact that our Telemarketing team has extensive knowledge in obtaining such information as well as a sound background of the ICT industry, we supply our customers with a seamless stream of new business opportunities as well as help to raise awareness of your company.
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