GDPR – opportunity for telemarketing

This May the General Data Protection Regulation (GDPR) came into effect across the European Union. The new legal requirements have been designed to improve transparency between businesses and their clients, strengthening the control individuals have over their personal data.

It’s safe to say that the new regulations have implemented a major change in the way marketers and sales teams approach their work and how organisations obtain, store, manage and process the personal data of their EU clients.

A couple of decades ago, data in digital marketing referred to simple things like demographics and response rates.

Today, living in an interconnected world, data enables marketers to predict customer behaviour, create targeted campaigns, build brands, and drive development and sales.

However, as GDPR came into place marketers immediately became concerned that they were going to become restricted in their ability to target individual customers based on personal data collection, slowing database growth therefore shaking up the digital landscape.

At Air we see GDPR differently

From our experience here at Air we are looking at GDPR differently, not as an issue but as an opportunity.  Instead asking the question, how can we better engage with those who share a legitimate business interest and make more of those who are looking for our services?

GDPR is pushing us to reassess how we perform market research and understand how we can help those who need our products and services.

As telemarketers we know person to person communication is the most effective method when understanding prospect needs, situation and pain points.

How Air telemarketing and GDPR can help build your database:

  • Building your pipeline by creating bespoke campaigns that really talk to your prospects.
  • Generating sales by using a tailored approach.
  • Increasing revenue by engaging the decision makers.

There are no restrictions in place that limit us contacting prospects who you share a legitimate business interest with. In fact, by avoiding contacting huge irrelevant mailing lists and focusing solely on contacting prospects that have a shared interest means we will be having more conversations of worth on your behalf and you will see better results from your telemarketing because of this.

GDPR is pushing all of us to be more transparent and personable, this can only build stronger relationships that grow your database and increase your revenue.

Apprehensive about telemarketing? It’s ok you’re not the only one

At Air we understand that you may feel apprehensive when investing in a telemarketing strategy, however with the new regulations in place we believe it’s one of the best ways to make the most of your relevant data and really engage with your prospects. As a company that already prides itself on transparency, we provide the following to keep you in the loop:

  • Live time reporting accessible at any time by clients
  • Involvement in strategy building and training by the clients directly
  • Regular feedback from your campaign manager
  • Direct contact with the team making calls
  • Digital call recordings requested as often and many as you would like

If you’d like to find out more information on how Air Marketing Group can help you post GDPR get in touch. GDPR isn’t an issue, it’s an opportunity!

Let’s start with data

We live in a world where data is everywhere, it’s more widely available than it ever used to be, and we use it more than we’ve ever done before!

As telemarketer’s, data is invaluable to us. The simple truth is that we are only as effective as the data that we use. It is our job to understand who we are calling and to establish a need, all culminating together to create a lead or opportunity for our client. With the correct and clean data, we are able to do this in an efficient manner, understanding the target market, key message and target for our clients.

But, with bad data we struggle from the outset. Using out of date, irrelevant, or confusing data causes delays to our calling, meaning we call less relevant data and have less worthwhile conversations resulting in a worse return on investment for our clients.

Data changes quickly, especially if you are working with large quantities:

  • Staff change roles or leave companies
  • Companies change locations or details
  • Businesses close
  • Company mergers happen

And this can all change the data that you hold about that company.

Telemarketing is still proven to be an extremely effective method of business development when used correctly. Here at Air, we focus on the ROI that you receive when working with us, our average return is £18 for every £1 our clients invest. But to work as effectively as possible we rely heavily on working with the right data. For this reason, we have always partnered with high quality compliant data providers who we can rely on to deliver what we require to meet our clients needs.

With GDPR changes on their way in, data has never been so under the spot light. With this in mind, we’ve created our GDPR Readiness Statement, using plain English to explain how we have got ourselves ready, to give you confidence in our operation and to provide guidance for yours.

If you’re considering starting a telemarketing campaign, get in touch for a chat to find out how we can help you with your business development and data needs.

Sales and Business Tips – How To Find Customers And Data

Looking to find new customers but not sure where to start? Data is key to helping you reach new customers, but you need to be careful. Here are some tips from Owen Richards, our MD here at Air Marketing.

Is there still a place for telemarketing within your digital focused marketing mix?

For those sales and marketing teams who have focused their effort and budget solely on digital channels, it may seem like telemarketing is an old forgotten art no longer needed. But this isn’t the case. Telemarketing proves to be a very effective tool when used as part of your integrated marketing mix – assisting you to close more B2B sales than you might think.

Assisting not replacing marketing activity

Integrating marketing activity is where you will see results. In the past, telemarketing was used to speak to as many prospects as possible, generating as many leads as possible, in many cases no matter the quality. Today this simply doesn’t work.

Combining marketing activity across different user touchpoints has proved to be more effective in converting leads and closing deals compared to using just a single channel. With the increasing use of email campaigns, junk mail is common – how can you guarantee your email will be read or even opened. If your email is read, can you be sure if the user understood it, found it relevant or even slightly considered your product/service – can you guarantee that they would get in touch with you to talk more?

This is where telemarketing can have an impact. Following up on emails, nurturing a customer through the journey provides a very real touchpoint with your customer. Understanding their views on the product/service, apprehensions, questions, or reasons why it wouldn’t be suitable. This very personal interaction opens up the conversation, provides you insight into your market and nurtures relationships which may not convert immediately but will build the pipeline for the future.

Where to start?

Data and your message is going to be the most important place to start. Refined data gets you to the right person quicker, saving time and, therefore, money which will see you make more of your investment. Once you reach that person its all about the message. But making sure that the message is joined up across your marketing mix is vital. Your email campaign should have the same message as you are intending to discuss on the call with them, this repetition of a core message will resonate with prospects giving more brand clarity.

Feel like you need some help? Air Marketing Group is an outsourced B2B telemarketing agency providing a full range of lead generation, appointment setting, telemarketing, call centre and customer service solutions to companies around the UK. Outsourcing your telemarketing to Air allows boosted revenue through successful campaigns. Effective B2B telemarketing is all about ROI: Our average return is £18 for every £1 our clients invest.

Our clients have benefited from our experience and the Air process, take a look at some of our case studies here to see for yourself.

To find out more about how we can help with your business development process, contact us on 0345 241 3038.