FAQ

The purpose of our FAQ’s is to provide information on the disciplines of business development and on what services GSA offer.

Q: What is Telemarketing?

Telemarketing is an effective medium for door opening whether this is to promote:

  • New or added value services to current customers.
  • A special offer to encourage lapsed customers to come back.
  • An incentive or trial to good prospects that didn’t convert to business.
  • A package for introducers and partners who could refer business to you.
  • Contact with quality contacts on Outlook that you haven’t spoken to in a while.

It isn’t just about ‘cold calling’. Telemarketing or telesales as it is also known is one of a number of direct marketing routes to market. It is the most direct approach. It works best when it is integrated into other activities such as direct mail, email marketing, events and so on. However, it is also effective when used on its own.

Aside from online ecommerce, most transactions happen face to face. Without qualified sales meetings and new business appointments this cannot happen. Therefore, telemarketing lead generation still has an important role to play in sales campaigns.

Telemarketing is a proactive medium. No waiting for the phone to ring, a response to a mailer or advertisement or hoping someone will walk into your office.

Q. Why does cold calling have a bad name?

Cold calling sometimes gets a bad name and it is assumed this means haranguing people like has happened in the past with double-glazing. Actually, nothing could be further from the truth especially when it comes to b2b telemarketing. If you are a reputable company promoting appropriate services to a marketplace that uses those services, it is highly unlikely that the phone will be slammed down on you. Telemarketing can provide an effective way to build rapport as part of your new business marketing activities.

The key elements to ensure that cold calling doesn’t fall into the trap of being considered annoying are:

  • A clearly defined target audience. Target marketing is extremely important. Select a market for your goods and services that understands what you offer and could have use for them.
  • Develop a strong reason for your prospects to engage with you. Calls that have no basis or value leave the recipient wondering why you’re wasting their time.
  • Screen your list using the CTPS or TPS opt-out registers. This will prevent you from calling people that have expressly asked not to be contacted. For more information visit the Corporate opt-out register
  • Make sure you have good people making the calls who are mature, confident, assertive and who have an excellent telephone manner.
  • Brief your team well before they call

Q: Who are the clients of GSA Business Development?

At GSA, we undertake senior level telemarketing campaigns. We are not a call centre. Our team is made up of senior people used to calling decision-makers.

Our work includes appointment generation for PR and advertising agencies as well as for associations, federations, financial services and many more. Please view examples of our work and view our testimonials.

Q: Do you make face to face appointments for us?

Our work generally means we make face to face appointments for our clients to meet with decision-makers that can purchase their products or services. Our role is to undertake lead generation so that your time is effective i.e. in front of senior decision-makers rather than on the phone. We have also undertaken campaigns where the objective is to:

  • Generate attendees at seminars
  • Set up Webex demonstrations
  • Sell memberships
  • Undertake customer satisfaction research
  • Carry out market research
  • Set up meetings at exhibitions
  • Follow up event leads

Q: What type of companies and decision makers can you get me in front of?

We make appointments with Managing Directors, Finance Directors, Marketing Directors, Compliance directors as well as owners and more. Whoever your decision-maker is, we can help you generate new business.

Our work has included telemarketing appointments with many blue-chip companies including Virgin, Tesco, Body Shop, BP and many others. Visit our testimonials page to see what our clients are saying.

Q: Who does my telemarketing?

Our team are senior people who have had excellent professional careers. They are used to making sales calls and will represent your business and protect and enhance your reputation.

Q: What makes a compelling proposition?

A good sales proposition is all important.

Why would someone want to speak to you if you are the fifth call received today and your message is the same or inferior to the others? Ask yourself the following questions as if you were the prospect:

  • What’s in it for me?
  • Why should I listen to this person?
  • Why should I see them?
  • Why should I see them now as opposed to some time in the future?

These are important questions and you should try to identify a strong reason to see you not something that everyone else can claim.

Q: Can I get a trial period?

Yes. GSA can undertake a trial period at low cost. Contact us for more details.

Q: How are you paid?

Following a trial period, we work either on a fixed fee basis or a hybrid (lower daily rate and bonus for appointments) or on an appointment only basis.

Q: I have my own sales people, do you offer training

GSA provides in depth training for its telemarketing team and also offers telesales training for clients’ in-house telemarketers. Ask us about our telemarketing workshops and top telemarketing tips.

Q: I want to recruit a telemarketer, can you help?

We are able to help undertake telemarketer recruitment and telemarketing training if you feel that you would like to recruit and develop your outbound calling internally.

Q: I’ve haven’t used an agency before, can you help me put together a compelling campaign

We undertake a new business development strategy workshop with all clients before commencement. We also run these and marketing workshops for clients outside of a telemarketing campaign.

Q: How do you monitor the success of my campaign?

We track every call made and provide reports so that clients can see details of every call.

Q: I do/don’t have my own database of clients

This no problem as GSA regularly conducts list sourcing for clients. We can identify a target market and secure a good list. We also build lists for clients using the web, phone and other measures.

Q: Can you use our own CRM system

We use Sage CRM and some clients wish to use this as their CRM database. For a low monthly fee, clients can house all of their customer and prospect data in one place to make marketing to them much easier and more effective.

Q: Why should I outsource my telemarketing?

Often new business is everyone’s responsibility and no one takes responsibility. Managing in-house staff is often costly and time-consuming. Regularly, companies fail to provide the tools, the data, the systems, the briefing and the environment to make telemarketing work. Training isn’t provided and sales staff can be transient thereby incurring companies extra recruitment cost on top of the salary and NI.

By using an outsourced telemarketing agency, you are passing the responsibility to a company whose job it is to do telemarketing day in and day out. You reduce risks and often enhance success. If you don’t believe us, take a look at our testimonials and give us a call.

Visit our articles page and blog for hot tips and our business development white papers

Find out how GSA Business Development can help Generate Growth for your Business, by contacting us now on 0845 658 8192 or by sending us an email using the form below.

Get in touch

Testimonials

  • I worked with GSA Marketing, for 2 very different telemarketing projects during the last year. One, for a campaign in UK, performed […]

    Carole Garcia, Marketing, Customer Segments Manager, Research Chemicals
    Carole Garcia, Marketing, Customer Segments Manager, Research Chemicals

    Honeywell | Performance Materials and Technologies

  • IP Solutions uses outbound calling as one of its main routes to market. Our senior sales team are consultative by nature and […]

    Jeremy Langley
    Jeremy Langley

    Chief Marketing Officer, IP Solutions

  • We struggled to find a lead generation solution which would work for our organisation and tried a few options before finding GSA […]

    Richard Hick, Managing Director
    Richard Hick, Managing Director

    Valkyrie Support Services

  • “Working with Jonathan was a great experience and he took time to really understand what we were driving at as a company […]

    Guy Liesching
    Guy Liesching

    Marketing Manager, Westcountry Group

  • I would happily recommend the team at GSA Business Development.

    We appointed GSA for telemarketing services to support our business development strategy […]

    Simon Starkey, Commercial Director
    Simon Starkey, Commercial Director

    R.Bugg Fowarding Ltd

  • We decided to use GSA Business Development Ltd to support us with our Christmas Marketing Campaigns. Christmas is an important time of […]

    Robbie Davies
    Robbie Davies

    Love2shop Brand Manager

  • On 1st July 2015 the SMI Group sales team enjoyed an inspirational training day with tele-marketing trainer Jonathan Silverman. The course […]

    Sales Director
    Sales Director

    SMI Group

  • The preparation that GSA put into our campaign was highly professional and set the foundations for an ongoing successful campaign. The initial […]

    Supplier to automotive sector

  • Just wanted to thank you for the excellent training course ‘Making Yourself Indispensable to Your First Employer’ that you recently carried out […]

    Careers Manager
    Careers Manager

    Focus School

  • Thank you Jonathan for your input on Thursday!  A highly recommended course which was well-structured, clearly laid out and interactive.  Your […]

    Director
    Director

    Toy Company

  • Just wanted to say thanks to Jonathan and the team for all of their efforts to put us infront of the people […]

    Sale Director
    Sale Director

    DCS (London) Limited

  • Ladbrokes. That’s exactly the sort of customer we want to get in front of […]

    Sales Manager
    Sales Manager

    CRM vendor

  • This course is for everyone whether you are the most proficient telemarketer or a new telemarketer you are never too good to […]

    Jeff Keam, Managing Director, Asquith Supplies
    Jeff Keam, Managing Director, Asquith Supplies

    Labelling Company

  • I thought our telemarketer was absolutely brilliant. I also thought the attention to detail was great, the focus on me (the client […]

    Manager
    Manager

    Law Cost Specialists

  • Jonathan has run several tailored courses for DialAFlight including a Telemarketing Management Course for our General Managers and Business Development Managers as […]

    Holden Hegney
    Holden Hegney

    Business Development Liaison Manager

  • Thanks Jonathan, interesting and revealing feedback […]

    Managing Director
    Managing Director

    Office Fit-Out Company

  • I am writing to thank you for the work you did on our recent client satisfaction survey. This was the first of […]

    General Manager
    General Manager

    Automotive data supplier

  • The Telemarketing has improved, we are constantly going over the training you gave us which has been a great help […]

    Marketing Director
    Marketing Director

    Oil & Gas Workwear Company

  • I would like to thank you for the marketing time you have spent with us. The time with you is always interesting […]

    Managing Director
    Managing Director

    Beauty Company

  • GSA was appointed to offer strategic advice and direction on mission and value statements, defining clear objectives for a major sponsorship partnership […]

    Marketing Director
    Marketing Director

    Global Insurance Company

  • Jonathan. Thank you for this morning’s presentation — one of the best I think […]

    Chairman
    Chairman

    Regional IOD group

  • Thanks for the follow-up, I think it was a really useful day and my team have all come back to say […]

    Director
    Director

    Industry Association

  • We started the session with an loose idea of how we wanted to progress our marketing campaign and what industries we wanted […]

    Managing Director
    Managing Director

    Systems company

  • As a relatively new venture, Blue Bamboo Consulting called on Jonathan’s expertise to help us create a viable marketing strategy. During […]

    Director
    Director

    Blue Bamboo Consulting

  • We approached Jonathan Silverman to act as a facilitator and to provide strategic input to an Intranet development meeting held in the […]

    Director
    Director

    G4S plc

  • I put some (training) into practice the next day and oh boy what results it brings. It gives you the desire to […]

    Workwear Client
    Workwear Client

    Workwear Company

  • I am delighted with how this has turned out, it is exactly what I wanted. I realize that it wasn’t the […]

    Trading Supervisor
    Trading Supervisor

    Foreign Exchange Company

  • I hope that we get the chance to work together again sometime. I am writing to thank you for the work you […]

    General Manager
    General Manager

    Automotive data supplier

  • We are writing to place on record our indebtedness to you for your expertise and professionalism in organising, conducting and interpreting our […]

    National Director
    National Director

    Membership Organisation

  • We are really pleased with the number of completed surveys, please say well done to your team […]

    Learning & Skills Regeneration Officer
    Learning & Skills Regeneration Officer

    Local Authority

  • Jonathan had been recommended to us, which is always a good indication, although not of course a guarantee that he could meet […]

    Managing Director
    Managing Director

    Office Furniture Company

  • Jonathan & his team at gsa, especially Laura, have provided us over the last few years with an extremely professional, cost-effective and […]

    Corporate Sales Director
    Corporate Sales Director

    Corporate Barter Company

  • Just a quick note to say thank you for your effort on our behalf. I appreciate that we have not been in […]

    Director
    Director

    Media Monitoring Company

  • I hope all is well for you during these difficult times. I just wanted to tell you how pleased we continue to […]

    Director
    Director

    Financial Service PR agency

  • Just a short note to say thank you for all the hard work that GSA has done for our business over the […]

    Managing Director
    Managing Director

    Advertising agency

  • I just wanted to say a big thank you for arranging our appointment with Virgin Management last Tuesday, Our MD accompanied me […]

    Sales Manager
    Sales Manager

    Travel Company

  • 3 days of telemarketing to approx 50 publishers. I felt both Viv and Emmy provided an excellent service, were approachable, clear in […]

    Director
    Director

    Fran Ryba Consultancy

  • I thought our telemarketer was absolutely brilliant. I also thought the attention to detail was great, the focus on me (the client […]

    Manager
    Manager

    Law Cost Specialists

  • Expectations Exceeded! On the second day of our campaign we were simply delighted to get a call from Tonie telling us that […]

    Managing Director
    Managing Director

    Compliance company

  • Some people believe that telemarketing is a luxury in a challenging economic environment. However I believe the opposite to be true, and […]

    Managing Director
    Managing Director

    Coaching Company

  • GSA carried out a telemarketing campaign for us that was extended beyond original time frame. They provided our company with a first […]

     Business Development Director
    Business Development Director

    London PR agency

  • We worked with GSA over two campaigns for more than a year and they provided us with high-quality telemarketing services. This […]

    Chief Executive
    Chief Executive

    London PR agency

  • GSA provided us with a flexible and professional sales and marketing service where we could utilize one or two consultants for as […]

    Sales & Marketing Director
    Sales & Marketing Director

    Payroll Services Company

  • ABC look to be the ideal company that we are targeting. They were of ideal size and slap bang in the middle […]

    Director
    Director

    Worldwide Public Affairs & Strategic Communications

  • I have no hesitation is recommending the services of GSA […]

    Sales Manager
    Sales Manager

    Digital Broadcast Dealers

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