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You should focus on marketing constantly. It communicates and reinforces to prospective and existing clients the value of the services you provide. Telemarketing is an important part of this, and it can be a great way to fill your lead pipeline. To maximize the value of your marketing investment, though, the “tele” variety of marketing should be part of a larger campaign.

Implication: telemarketing itself does not constitute a marketing campaign.

Directionless telemarketing – which occurs when there is no guiding strategy involved – is focused on the myopic goal of getting meetings scheduled. Of course, this is what you want … as long as the meetings are with likely buyers. However, there in lies the rub!

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You are working for your clients and prospects long before they engage you … or at least you should be. It sounds strange, right? After all, marketing is how you get to a point where you can start working for them. Well, toss conventional wisdom aside – your job starts long before a signature shows up on the bottom line.

You are working for your clients and prospects long before they engage you … or at least you should be. It sounds strange, right? After all, marketing is how you get to a point where you can start working for them. Well, toss conventional wisdom aside – your job starts long before a signature shows up on the bottom line.

The best way to win a new client is to deliver real value from the start, through your marketing efforts. Marketing should inform your clients and prospects, giving them a deeper understanding of the challenges they face and a sense of what they can do to overcome them. Give your clients information they can actually use. Free. No strings attached.

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