Inbound Marketing Improved With Outbound Telemarketing

A Software as a Service company was generating interest by having visitors to their website download a white paper.  Visitors had to fill out a basic form which included a phone number in order to perform the download.  After discerning which suspects were “real” the company engaged It’s Your Call’s b2b telemarketing services to further qualify those suspects.

A script was developed that was used more as a guide for having a conversation rather than having the telephone reps read verbatim.  Additionally, qualifying questions were developed and prioritized.  The phone reps were given a demonstration of the software from the SAAS company’s  VP of business development.  With this knowledge the telephone reps were comfortable enough to conduct intelligent phone conversations with the SaaS company’s prospects.

After 200 hours of calling 44 appointments and the program which had expanded into doing some cold calling was achieving an overall 5% positive response rate.  What makes this more interesting is we were competing with a performance based compensated telemarketing firm and not only did we achieve better results but if we were to charge on a performance based structure the cost would have been  3x more!

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