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Tele-Partnering – Your Checklist for Success

As you begin your year, and are planning what marketing/sales efforts to execute, or already launching; you are likely wondering how you will accomplish your goals. For many, resource choices include leveraging a third-party teleprospecting partnership. As you evaluate partnership options, or review the success of your previous year, you will want to know that it is worthwhile.
At the end of the day, your telepartner is going to have little or no control over how a potential sales lead is managed, so it is crucial that a process is put in place to ensure success. My experiences as both the third-party and the corporate partner have shown me that you must not fixate solely on ROI, but whether YOU are providing your partner the appropriate support they need to drive ROI.
It is my firm belief that if you follow the checklist below, ROI will not be a concern:
  • 1. Are WE being effective?
    • Do you clearly provide expectations, messages, and content for your partner?
    • Does your partner’s style match how you want your message delivered?
    • Do you allow your partner flexibility to deliver the message in a way that fits their style?
    • Have you made a commitment to ensuring proper attention to leads passed?
    • Does your team provide adequate feedback?
      • Is the feedback both positive and constructive?
      • Do you help fill in the gaps of missing knowledge, product niches, etc?
      • Do you ask to clear up any misunderstandings?
      • Are you sharing ways to cross sell and connect the dots from comments made by prospects?
      • Do you seek out their feedback and experience?
  • 2. Are THEY being effective?
    • Does your partner clearly explain what they feel they will deliver?
      • Do they deliver at or above that level, more often than not?
    • Can your partner “connect the dots” and learn progressively from program to program?
    • Is there “MEAT” on the bones of the leads your partner provides?
      • (i.e.) Can you see that there is care and thought behind why this is a lead, not just that the criteria asked for was gathered?
    • Do you receive insight behind successes and failures?
      • What have they learned, or can you learn from unsuccessful call engagements?
      • Do they share how they see these results in other situations (as able)?
    • Is your partner willing to admit when they need help, or are not performing to standards?
Your telepartnership is only going to be as good as the effort YOU put into it. Happy Selling!

Comments

Anabel said:
WOW. I really like Jeff’s comments. The clients I personally like best are ones with whom I have an active dialog with- where they are constantly asking questions…and turning things upside down or on the side to ensure we are looking at all possible results of an effort. We only ever grow when we are met with resistance or challenges so understanding success and failures paves the way to MORE future successes. I like to think of it like scientists do- you have to fail to succeed. Working with clients who understand the quality of the work you do and who provide flexibility are my favorites. These are TRUE partners.
Jeff, I really liked your comments! Partnership and open dialog is so important to telemarketing success. The client's who track their sales back to a telemarketing campaign really see the value of their investment. Also, in addition to ROI in terms of sales, using marketing intelligence gathered during a campaign for future sales strategies really helps maximize your investment!

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