Let’s face it – telemarketing is no longer the unbridled, free-for-all process that it was in its earlier days. Nowadays, thanks to stringent privacy regulations, ever growing Do-Not-Call lists and a consumer base that is fatigued with untargeted, poorly timed and incoherent cold calls, many telemarketing campaigns are falling flat on their faces way before the first call.

Yet telemarketing can still be a substantial source of sales growth – if done right. Engaging a telemarketing service provider who is well versed with the best practices, current & new legislation, and just a sense of what resonates with customers, can give your business an edge over your competition. Not any telemarketing services provider will do. You need to find a way of sifting through the service providers in the market to pick the service provider that’s right for your business.

One of the best tools to do that is using references. But do not go the conventional way of requesting for just 2-3 references. Instead, ask for a larger number – 6-8 references will do. As the one buying the service, you will be surprised at just how far serious telemarketing service providers will go to impress including furnishing you with as many references as you need.

So why the big number? Well, it is easy for a mediocre, inefficient and inconsistent telemarketing service provider to pick out 3 of their best references that will present their best face. Getting 6 to 8 ‘happy’ references will not be easy unless a firm legitimately has a good reputation in the market. Do not be surprised if some service providers pull out once you make this a prerequisite. Do not be fazed either – firms that are confident about their past service will have little difficulty getting delighted customers.

Once you have the 6 to 8 references, choose 3 at random, find out problems (if any) they had with the service provider and whether/how the issue was resolved. Remember that when interviewing references, it is not the absence of problems, disputes and challenges that depicts the quality of a telemarketing service. Rather, it is how such issues were handled and resolved to the customer’s satisfaction.

The telemarketing service provider you choose will be representing your business, so it’s important to select a company you can rely on for quality customer service. Take the time to compare various providers and choose one who will work with you create a successful outbound telemarketing strategy.

Choose a company who will have a project manager available to consult with you through every step of your outbound telemarketing program. The project manager will help you to assess results and make any necessary adjustments. Ask to sit in on the call center’s training sessions with employees. A reputable outbound telemarketing company should welcome your involvement in the process of choosing the right sales agents for your company’s needs.

Be sure the call center agents are well trained and will present a professional image of your company to your prospective clients. The company should assign an agent who is best qualified to reach your target customers. Selling business services to a senior executive, for example, will require a higher level of skill and knowledge and should be handled by a more seasoned agent with a high closing ratio.

Make sure your provider is in complete compliance with all state and local Do Not Call regulations. Both the outbound call center and the client are required to register with the FTC. You will need to provide the call center with your SANS number, which you will receive when you register with the FTC. Compliance with these regulations is extremely important; violations can carry steep fines and penalties.

The company should be able to provide accurate lists, an important key to effective outbound telemarketing. A good telemarketing company will be willing to test lists so you can identify the most productive ones for your campaign.

Ask your prospective telemarketing provider about the type of software they use. Many companies use predictive dialing software, which enables agents to work more productively during high-volume campaigns, but predictive dialing is not an effective tool for B2B marketing when contacting executives and decision-makers. One of the most useful software tools is preview dialing, which allows agents to note details about each call, such as the best time of day to call, or the name of a contact person. The agent will be able to preview these notes before the next call.

An excellent outbound telemarketing company involves more than just sales. Agents should be skilled at asking questions, nurturing leads, developing relationships and creating opportunities. One of the best ways to find an outbound telemarketing service that meets the needs of your business is by simultaneously comparing and receiving quotes from various providers. You can take advantage of this vendor matching service provided by InsideUp by filling out a simple form describing your company’s needs.

Business-to-business marketers rely heavily on outbound telemarketing, or telesales, to gather information for marketing campaigns, verify and qualify leads, and close sales.

If you’re considering outsourcing your outbound telemarketing needs, be sure to choose a company whose agents are adept at speaking with a company’s gate-keepers; the administrative assistants or receptionists who filter sales calls to the company’s decision-makers.

B2B telemarketers should also acquire an in-depth knowledge of the services you offer and be able to effectively communicate the benefits of your business services. Your outbound telemarketing provider may also offer additional services, including:

Appointment setting – an agent will confirm that a prospect is interested, and use an online scheduling program. The call center can also send out reminder emails or voice messages as the appointment date nears.

Lead generation and qualification – outbound telemarketing services can gather and verify data on prospect who have demonstrated an interest in your services.

Up-selling and cross-selling – agents can suggest value-added services based on a customer’s interests and previous purchases.

Lead nurturing – telemarketing companies will continue to contact prospects who do not purchase on the initial sales call, offering additional information and discount offers to retain the prospect’s interest throughout the sales cycle.

Customer retention programs – Your outbound telemarketing provider can maintain contact and help you build a relationship with your existing customers through a program of periodic follow-up calls.

At InsideUp, we have carefully selected top, national outbound call centers that can provide high quality telemarketing at significant cost savings. By taking two minutes to fill out a simple form, you can be matched with leading telemarketing companies, who will provide you with custom quotes.