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The Best Telemarketing Package Has No Guarantee on the Box

Copyright  (c)  2008  Grindstone  Inc.our sales message? Who is the decision
maker? What is the sales cycle for a large
The need for a warm and fuzzy guarantee foror medium business versus a small business?
everything you purchase has become commonAre we calling in the South or Northeast?
place in many of today's product and serviceWhat verticals truly need this new product or
markets. This is all fine and dandy if youservice? Is there a different value
are buying a car, blender, television or anyproposition and approach for a CFO compared
other physical product. When did businessesto a Director of IT in the software industry?
and consumers start thinking that everythingWhat will their objections be? Is the price
you purchase automatically comes with apoint reasonable? Did I procure the right
guarantee? In the outsourced sales anddatabase? You  now  see  the  point.
telemarketing arena, service providers are
approached with this mentality far too often.What we really need is one of those crystal
Let us take a moment and clarify whyballs to see exactly what will happen.
intangible services such as marketing (LeadTelemarketing companies could just pretend to
Generation, Appointment Setting, andhave no shame in telling people whatever they
Tele-Sales) simply cannot have a guarantee onwanted to hear to bring in new business and
the  "outside  of  the  box".close more sales for more profit. Wait a
minute, many do just that! These are the same
When anyone purchases an automobile forcompanies that turn and burn their clients
example, the recipients are typically awardedfor a quick buck with no focus on long term
a power train warranty or some other form ofpartnerships. They are telling people what
guarantee that the vehicle will do well bythey want to hear. Fortunately there are
the consumer. Why is that? The reason issome, not many, but some that are very
because it has been tested, crashed, driven,professional with integrity focused on
altered, revised, scrutinized and evaluatedkeeping you as a client for the long run.
from every angle. It may have even takenThese are professionals who know that honesty
several years to accomplish that task.is best for client longevity and trust. When
Telemarketing is similar in many aspects.a company can accurately level set a
You have to formulate an idea, embraceprospective client, it can formulate
processes, follow proven methodologies, add areasonable expectations. The fact is that any
little vision, test some approaches, finetype of marketing comes with risk. If there
tune the messaging and evaluate the resultswere guarantees on results in marketing, then
to find out what is working and what is not.all businesses would be successful and
Do you think the automobile industry wouldprosperous. No one knows the outcome for
even put a vehicle on the car lot and slap acertain. If a company can guarantee you a
guarantee on it without the aforementionedsales appointment for ever hour of the
testing? Of course not! What makes youcalling effort and does not deliver, not only
think your outsourced telemarketing partnerwill they lose you as a client but they will
should have the ability to know the resultshave damaged the reputation of their company.
before testing your products and servicesIt is disheartening to see how many people
appropriately? Why do so many people thinkplace more value on an arbitrary number or
they can predict how the person on the other"guaranteed" result over conducting an actual
line will react before actually testing it?test to determine and learn "the things we
Even if similar telemarketing has been donemagically should have already known." Every
for companies comparable to yours there arehealthy, strong and long lasting business
still so many variables and unknowns thatrelationship requires honesty and trust. Do
need to be tested for your specific program.not fall for any marketing company that makes
What size businesses are most receptive toGuarantees.



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