Ditch that Pitch: The Case Against Selling to First-Time Prospects

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Ditch that Pitch: The Case Against Selling to First-Time Prospects

You’ve probably come across the ancient sales adage “resist the itch to pitch”, and you’ve most likely felt and gave into this irresistible urge yourself one too many times already. It turns out, there’s sound reason behind the rhyme. Sadly, though, this point gets lost on many sales and marketing folks, inevitably leading to an all-too-familiar outcome: prospects losing interest and going cold.

If someone submits a form on your site, becomes your blog subscriber, downloads your whitepaper, or happens to be a valid entry on a list, do you jump out at that potential prospect with your sales pitch right away?

Of course not. But that’s what most B2B marketers seem to be doing, and here’s why you have to set yourself apart and always start with a thorough understanding of your prospects’ situation before anything else.

#1: Putting yourself in your prospects’ shoes is bad advice

It’s going to take a long and careful process to get leads to that point where they’ll be interested in hearing about your pitch, and the first few steps will involve becoming really familiar with your prospect’s needs and pain points.

Pitching too early means that you probably haven’t done your homework thoroughly enough (and are just relying mostly on guesswork). There’s far too much nuance involved in creating a sales pitch that putting yourself in your prospects’ shoes simply won’t cut it. You have to ask questions first.

Related: The Remedy for Unqualified Leads: Nurture Them Until They’re Ready

#2: You can’t (and shouldn’t) connect the dots with just a single touch point.

It goes without saying that not all leads are created equal. Only some small portion of your new leads (about 15% by some estimates) will actually be ready to face your sales team. Clearly, this means that you’ll be putting off the vast majority of prospects that enter your pipeline by throwing your sales pitch at every new contact you come across with.

It takes two separate points to draw a line and, to paint a fuller picture of your lead, you’re going to need a series of connected touch points, with each one designed to incrementally sharpen your prospect’s profile. This will help you craft a more compelling sales pitch later on and help you decide whether a prospect is qualified enough to hear it.

Check this out:  Multi-Channel Approach & Marketing Automation: Partner for 33% Sales Increase in Sydney IP Services

#3: Taking time to qualify early speeds things up later.

The quality of the leads you work with at the early stages of the sales process is an important factor in determining how long it’s going to take leads to become buyers.

Assess your lead: Is hot, warm or cold? Find out here..

If you’re able to slow things down and thoroughly identify prospects that really have an urgent need, then the time-to-decision is going to be much shorter. Also, by taking this approach, you’re able to reduce the time spent on prospects who’ll never become your customers. This helps you put resources where and when they’re needed the most.

In other words, rushing things and pitching to new prospects right away will actually make the sales process longer than it should be.

Related: CHAMP Methodology: Spot on Sales-Ready Leads with These Questions

#4: Pain doesn’t always equal an urgent need.

Your target buyer’s pain points can be your most important resource–that is, if you can figure them out and have the solution they really need. But sometimes, pain points don’t often make up an urgent need. Urgent needs are what turn your prospects into buyers, so you have to gauge whether the issue your leads face is severe enough to require an urgent solution.

Once again, this means that you have to set your sales pitch aside and focus on knowing what your prospect is really going through. You need to ask probing questions that uncover specific issues in front of your leads and find out whether these make up a real business need or not.

There’s always a right time for delivering your sales pitch, and the early stage of the sales process (when you still have very little idea about your prospect’s situation) is clearly not when this should happen. That’s the time for asking questions, diagnosing pain points, and matching your solution with your prospects’ needs.

Proceed if and only if all these have been checked off. Otherwise, just ditch that pitch.

 

Author Bio:

Ralph is a content writer at Callbox. He closely follows developments in B2B marketing and occasionally looks back on interesting business stories. He enjoys reading, playing the guitar, and spending time with his pet cat.

 

 

Learn more Sales and Telemarketing tips at The Savvy Marketer’s Blog

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Be a SMART Marketer, Know the Best Time to Call your Prospects

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Be a SMART Marketer, Know the Best Time to Call your Prospects

When is the best time to post on social media?  Maybe between 7 to 9 in the morning before classes and office hours start, 5 pm till late evening, weekends, or just anytime a thought or a moment that deserves a click comes up; regardless of who likes, reacts or shares the post.

In business, you couldn’t care less on your social media posts. According to  The Social Media Hat there are optimum post times for businesses to catch the majority of followers when they are most active. 

Worst Time:

  • Facebook: 8pm – 8am
  • Twitter: 8pm – 9am
  • Google+: 6am – 8am
  • Pinterest: 5pm – 7pm

Best Time:

  • Facebook: 1pm – 4pm
  • Twitter: 1pm – 3pm
  • Google+: 9am – 11am
  • Pinterest: 2pm – 4pm, 8pm – 1am

The social media posting data was probed not solely for users to maximize the peak exposure period but to enable them to reach target followers at a time when they are most active and ready to respond. 

The same tactic works well for marketers in analyzing the best time to call prospects.

We’ve learned so many telemarketing lessons and strategies in the past like to call prospects during Wednesdays and Thursdays between 8-9am and 4-6pm and promptly calling inbound leads within 5 minutes of receipt, but getting hold of a prospects in a phone call at his best time is a prevailing challenge for most telemarketers up to now.

The truth is, these proposed calling time frames may have been proven effective in the previous years, but may now hardly withstand the challenge brought about by the rapid evolution of the digital age that has affected and continue to affect the way people do business.

Related: Inbound and Outbound Strategies is a Match Made in Marketing Heaven

Today, decision makers move and think fast, are aggressive, interactive and adeptly practice technology-based sales scheme from start to finish. This should be a compelling reason for telemarketers to become smarter in analyzing the best time to catch prospects when they are most ready to answer a business call and at the same time, utilize all available tools and resources that would ease the call flow while mitigating call failures like missed appointments, No Answer, several follow-ups and busy signals, SMART Calling is one of the proven tactics.

Here’s a quick walk-through of SMART Calling

SMART Calling is a technology process that is capable of prioritizing sales calls based on a set of rules that can be configured to optimize prospect reachability. Using a weight-based system of different events, filters, KPIs and lead scores, SMART Calling scores target prospects on the  list based on a combination of factors, including:

  • Lead score
  • Recency of the Last Call
  • Times of successful phone contact
  • Times of email opens
  • TImes of email replies
  • Times of website visits

Note that Lead scores are an indication of your prospect’s sales-readiness based on demographic and behavioral scores and an integral part of the prospecting process that will give insight of WHO to pursue first – a process that would hone agents to become SMART marketers. 

Read more: SMART Calling: What’s the Edge?

What difference can a SMART Marketer make?

The SMART Calling process will remain just a process unless efficiently utilized and proven effective by telemarketers, but wouldn’t you agree if we say vice versa? Undeniably, the telemarketing business, just like all the others have become much dependent on technology breakthroughs in streamlining and refining prospecting methodology.

Below are notable characteristics and skills of a SMART marketer:

A SMART Marketer knows how to reach targets who are ready to move further down the sales funnel.

The SMART Calling technique will enable the agent to prioritize calls in real-time, moving up calls to prospects with the highest SMART scores, giving a higher probability of speaking with the target decision maker. 

Related: Who Says Telemarketing Can’t Drive Leads Further Down the Sales Funnel?

A SMART Marketer knows when the target decision maker himself is most reachable and available to talk.

 

While Lead scores will demographically show you WHO to call, SMART Calling provides the agent the ability to demographically and behaviorally calculate not only with WHO to pursue first but also the best time WHEN to call and  HOW to best reach the target decision maker as to whether via mobile, email or social/professional network sites.

Enabling marketers to reach warm prospects at the right time with less time wasted on busy signals, voicemail or no-answers, and more time for actual talk.

Related: Keep Prospects Glued on the Phone Like Bees to Honey

A Smart Marketer knows how to run an efficient marketing campaign.

SMART Calling processes contact data and makes adjustments in real-time, improves agent productivity levels with less idle time and more talk time, and gets you in front of your target prospect at the best time – when they are most interested and willing to hear what you have to offer.

Let’s simply put it, SMART Marketers  are those who Reach the Right Person at The Right Time, just as how savvy social media posters snappily catch the most followers at a time when they are most ready to Like, Retweet or Share your posts.

 

 

 Be a SMART Marketer, Check out The Savvy Marketer’s Blog

SMART Calling

Learn more about our Smart Calling or Watch the full Video

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The Perfect Response to “We Are Currently Working With Your Competitor”

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On Telemarketing: The Perfect Response to "We Are Currently Working With Your Competitor"

In telemarketing, any sales rep knows that hate is not the reason behind a prospect’s objection towards a sales pitch. Instead, it is indifference. And what could be more indifferent than the words “We’re all set. We’re happy with our current supplier.”?

In fact, hearing this can easily put even the most seasoned telemarketers off guard and into a tight spot that they often forget how to handle objects in sales calls. But, fret not; here are some of the ways of handling sales objections to get to the perfect response to “We are currently working with your competitor.”

#1: Find out what you are up against

Knowing your competition is the first step to making loyal customers notice your brand and turning them over to your side. Harvest the information you need by asking questions on why and how their current supplier satisfies them.

What edge do they have over the other providers and how do they deliver their service?

These are just some of the information you might want to get hold of in order to come up with the best sales responses. Though this may not instantly turn prospects your way, it is just as good to know that you have already achieved the first part to getting your company heard – establish rapport


Read more The Remedy for Unqualified Leads: Nurture Them Until They’re Ready


 #2: Compliment prospects on their decision

After being told “We’re already working with your competitor,” most sales reps would almost instantly turn defensive and start insisting on how different they are from the rest. Although in some instances this approach could work, it can also be one of the most devastating mistakes one can make.

Never pitch your way out without understanding the specific situation that the prospect is already in. Instead, acknowledge them first for their decisions and only then can you start to offer the better options you have in store for them. Not only is this a smart move in overcoming customers objections, it will also help you establish credibility that’ll earn you business referrals. Most importantly, get them to listen.


Here’s how to keep prospects glued on the phone like bees to honey!


#3: Propose value and match product to prospects needs

Now that you have drawn their attention, it is time to show the potential customer your value proposition. Tell them what separates your brand from the competition and what benefits your company can provide. Once you get that out of the way, follow up by matching your product to the prospect’s needs.

Every buyer has different concerns so let them be the judge of things, but try to lead the conversation by giving them all you’ve got. Put emphasis on the strongest points and make them see how ideal your brand can be in solving their unique business needs.


Read more tips on What to Tell Clients Who Say “You’re too expensive.”


#4: Seize the opportunity

In case you have done all the hard work and you’re still not able to win you’re prospect over does not mean your efforts have gone to waste. This is the best time to capture the opportunity and entice them to take action. Chances are, you are dealing with a smart buyer. Getting them to consider your brand requires more work. What you can do is to offer to send information in order for them to go over your product and come up with a sound decision. Offer them digital downloads in sales that will convince them even more.

Asking them to attend an upcoming webinar is also a wise move or you can opt to let your sales team take over from here and advise your prospect to expect a follow up phone call from them.

So when you’re on a sales call, the thing to remember whenever you are faced with the dreaded objection “We’re already working with another company and we’re happy with them” is to keep your cool. It doesn’t have to be your cue to exit stage left; it’s simply an invitation to improvise.

 

 

The Calling Rule that Generated a Million dollar Sales Close

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

Create better telemarketing strategies, Check out The Savvy Marketer’s Guide

Kick off your marketing campaign now

with proven telemarketing and lead generation process! Dial 888.810.7464

 

 

How to Structure a Successful B2B Sales Call Blueprint

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Whether you’re selling a service or product, you need an effective B2B sales call blueprint in order to successfully close a deal. Hence, there are important techniques and skills to master that are similar to any marketing niche.

Basically, you are required to have charisma, style, accuracy, and credibility before you can entice a potential buyer to patronize what you are offering. So if you think cold calling is dead, think again.

 

Essential Guidelines to Consider

#1: Devise the ideal plan

Managing a business doesn’t need guesswork; you have to make accurate decisions or else you will fail. So when creating your plan, you can consider making a checklist to keep focus on the goal. Perhaps, you may write your targets on every call you make. This will make the sales call process simpler and more organized as it needs to be.

#2: Consider Lead Relevance

If you are not relevant to the type of lead you want to generate, then you’re on the wrong boat. Determine your target market, and from there, you will know how to create best lead generation techniques that truly work via phone calls.

Related: SMART Calling: What’s the Edge?

#3: Draft the B2B Sales Call Plan

phone

Consider some important factors like a sales script, mapping out the conversation, and preparing for unexpected questions from the other end. You need to make an original introduction to build rapport with the customer. But before you pitch anything; be sure that they are completely engaged in your conversation.

Related: The Best Technique In Sales Leads Telemarketing? Start A Conversation

#4: Ask Pertinent Questions

If you’re making your first sales call, asking questions will help in qualifying the lead. But for succeeding sales calls, you can now ask for deeper questions while discovering potential guidelines to make successful sales via phone call.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

#5: Timing of the Pitch

You should know when to deliver the pitch because it’s crucial in the buyer’s decision. So after you have introduced yourself and made pertinent questions, it’s time to offer the pitch. However, it shouldn’t be always “salesy” that it only focuses on the product or service you are promoting. One tip is to concentrate on your call’s objective like a follow-up call, demo, in-person meet up, or a direct close deal.

Related: Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

 

#6: Handle Objections

Of course, you will surely encounter objections when making a sale on the phone. So when this part comes, be sure to know how to properly address them. Try to explain your part and assure the customer that you will manage the concern in the best way possible.

Related: Have you been Bitten by a Snake Oil Salesman?

 

#7: Call to Action

Before you end the conversation, spill your call to action. If you don’t, the next attempt will surely be difficult as it was during the first call. When it comes to sales call strategy, you need a holistic approach that matches your brand. It’s certainly a hard goal to make a sale via phone call but if you do, you will figure out how to effectively handle customers through cold calling. Just consider the tips provided above and customize your sales script for successful sales in the future.

 

Create better telemarketing strategies, Check out The Savvy Marketer’s Guide

Kick off your marketing campaign now

with proven telemarketing and lead generation process! Dial 888.810.7464

 

 

Who Says Telemarketing Can’t Drive Leads Further Down the Sales Funnel?

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Who Says Telemarketing Cant Drive Leads Further Down the Sales Funnel

One of the things that experts don’t like about outbound marketing is that it’s not as sustainable as inbound marketing. The longer the campaign, the more expensive it gets. ROI is difficult to track. Then there are the numerous blocking techniques, from spam filters to TiVo to DNC lists. And to add insult to injury, inbound marketers harp about how inbound leads usually go much further through the sales funnel than most outbound leads.

Well, it’s hard to argue with them. But it’s not like their argument is hermetically-sealed. For one, it doesn’t always mean that outbound leads can’t go further down the sales funnel. In fact, outbound marketing is as important as inbound marketing.

They can, and here’s where good old lead nurturing plays a crucial role.

The Head Start

You have to remember that the telemarketer is the most proactive marketing tool in a business. On the micro level, there’s no other person in an organization that has the same level of correspondence with prospective clients. On the macro level, there’s no other form of marketing where you can instantly interact with a prospect and take note of their needs or address their concerns.

Here are the other advantages of telemarketing:

  • Direct contact with clients
  • Reaching large audiences
  • Pulling in high value leads
  • Ability to segment audiences
  • Instant feedback

These are substantial advantages. In basketball, it’s like leading by 15 with two minutes left in the fourth quarter. In swimming, it’s a half-body lead with one turn to go. It’s like being up four strokes in the back nine in golf. These are not insurmountable leads, but they sure ease the pressure, make you feel comfortable.

But since you’re in marketing, you cannot really feel comfortable for a long time or allow yourself to be complacent, no matter the advantages. Remember, when you’re doing outbound, you have a chip on your shoulder. You always have to outperform yourself.

Related: Inbound and Outbound Strategies is a Match Made in Marketing Heaven

 

Capitalizing on the Advantages

Give it a Little Push

There are some companies that have a relatively longer sales cycle. A custom made lead nurturing program is perfect for these kinds of organizations. These programs are designed to engage with prospects over time, making them more likely to buy the product or avail of the service at the right time. Don’t ever think that leads can push themselves down the sales funnel by themselves. To make things work positively for you, you need to give them a little push. Here’s a detailed guide on nurturing and following up on leads who requested more information or pursue those leads who are not interested. 

 

When Less is More: How to Make Prospects Buy From You from Callbox on Vimeo.

 

Right Message at the Right Time

Sending the right message to the right person at the right time is what lead nurturing is all about. It’s more than just writing a series of emails, sending them out to your prospects on a drip schedule or calling them with the most enticing script. It’s not even just about writing different kinds of content for each stage in the funnel and hoping the prospect is all tender for buying. It’s about getting your prospects’ attention, educating them and getting them engaged, by being able to deliver certain messages they need to receive at certain points in the sales process. 


Check out our email marketing video series on How To Make Your Emails Impossible to Ignore. Get more tips on increasing your email open rates. 


 Follow Up

When a person says he has “no time” for something, that person is lying. We have time, but each of us has our own priorities, and sometimes, it just happens that what you are offering isn’t in your prospect’s list of priorities, or he must have forgotten it because of, well, the same priorities. Don’t wait for your prospect to reach out to you. Your goal is to keep communication lines open between the prospect and your company. Remember, one out of five prospects will take more than a year to finally buy the product.

And the best news is, nurtured leads make roughly 50% larger purchases than those who weren’t nurtured.

Tips:

  • Send “Win-Back” Email
  • Reconnect through Social Media
  • Create Good Quality Content to Lure Them Back

Read more on how to follow up and reactivate the interest of your old leads on your pipeline. Follow up, follow up, follow up!

Keep it Personal

Yes, you have an automated lead nurturing scheme, but don’t let it take away the personal touch you have. Everybody loves being given personal attention. Talk to prospects in a way that you’d talk to close friends or even family. As these prospects go down further the sales funnel, your level of familiarity with them should also go deeper. Make them feel not like customers but partners or associates.

Humanize your marketing automation and lead nurturing process. Learn more on Lead Nurturing: The Callbox Way.

Summing Up

Leads are the lifeblood of every business, and no other tool puts a business directly and continuously in touch with prospects than telemarketing. I’m not saying that telemarketing should be used more than content marketing or social media, because that would downright absurd if not tantamount to committing marketing hara-kiri. What I’m saying is, telemarketing is still as important to companies when it comes to lead generation as it was before content marketing came along.

 

Reach the right prospect at right time. Learn more about SMART  Calling!

SMART Calling: What’s the Edge?

Nurture your leads today and improve your sales numbers! Dial +1 888.810.7464

 

 

Keep Prospects Glued on the Phone Like Bees to Honey

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Keep Prospects Glued on the Phone Like Bees to Honey

Research says the longer a caller is able to hold a business prospect on the phone, the better his or her chances are in getting a positive result.

Okay, research didn’t say that.

Common sense says every conversation with a prospect is a chance to establish a connection, build rapport, and eventually, a mutually beneficial relationship. So it follows the longer you keep the person you are calling on the phone, the better the odds of your getting a “yes”.  

But the million-dollar question is: How do you keep a prospect engaged in a phone conversation outside of singing your best rendition of “Sweet Child of Mine” or telling the person at the other end you might be long-lost siblings?

The answer may have something more to do about psychology and sociology than marketing.  

See, making phone calls goes beyond business. In a way, it is a social act with a social function – the sociology part. Your success or failure hinges as much as in the solution to their problem as it is in your ability to connect with the prospect, to appeal to the emotion – the psychology part. How you marry the two to your advantage is entirely up to you.

Here are five simple ways to better engage your prospects on the phone:

  • Communicate clearly and professionally and be polite

You probably know the drill: introduce yourself, the name of the company you are calling for, and the purpose of the call. Always do these in a very clear and professional manner. But before going any further and asking the prospect a lot of personal questions, ask if it is a good time for them to spend a couple of minutes listening to your sales pitch. If it’s not, ask when it would be more convenient.

Remember to apologize when you make a mistake – like mispronouncing a name or even the address. And of course, always thank the prospective customer for their time.

Related: How to Make your Outbound Campaign Standout: A B2B Telemarketing Guide

  • Be Genuinely Interested

It’s important to show sincere enthusiasm during a phone call to better engage customers on the phone. More often than not, you have a company-provided script, but during the critical initial stages – when you’re trying to establish a connection — it’s better to stay off script so that you’d sound more genuine. The person at the other end would appreciate an honest conversation more than one that reeks of aggressiveness and hard selling.

If you show genuine interest in your customer, they will feel a stronger connection to you and the company you represent. Giving your customer information that is helpful to their specific situation is a great way to show that you are really interested in their needs. In case the offer is rejected, you can still follow up a call on them after a couple of weeks or months. We’ll never know, it might be the right time to pitch and close the deal.

Know when is the right time to call a prospect. Learn more about Smart Calling!

  • Know your products and services but avoid tricks and gimmicks

You cannot give what you do not have, right? Believe in your product and explain why your product is the solution to the customer’s problem or need. Here’s the tricky part: If the customer is willing to listen to what you have to offer, you can be sure they don’t want to hear you reading it from a catalogue, otherwise, they’ll do it themselves.

When you’re pitching a product or service, make sure you know it like the back of your hand and you take to heart whatever you are promoting so you won’t have to use gimmicks just to better engage customers on the phone. You’d not only sound smart and confident, but it will also go a long way in helping to establish credibility for you and your company. Trust is essential to close sales and win loyal customers.

Related: Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

  • Use the words they love to hear

Everybody feels good when they hear the words they love to hear. So go ahead, make your customer feel good. Take advantage of certain words that elicit a specific positive effect on a person depending on the situation. Certain persuasive words encourage customers to buy more than others, like: free, guaranteed, new, improved, and instantly. When customers hear these words, it causes some kind of placebo effect — they’ll enjoy their purchases more than they would have otherwise. It’s even better if the quality of the product or service backs up the initial promise.

Bonus tipsFive Telemarketing Phrases That You Should Skip!

www.partybuddy.com

  • Active Listening

Listening to customers isn’t enough – you really have to listen carefully, paraphrase and repeat their points or concerns. In other words, you really have to have conscious effort in listening to the person you are talking to on the phone. That’s the only way you can respond in an empathetic and understanding way.

You should not only listen well during conversations with customers, but also take notes. Your customer will appreciate when you show that you’ve remembered a detail or two about them and bring it up later in a conversation.

Using active listening on the phone helps your callers feel heard and appreciated. It makes them more likely to engage with your business and become repeat customers. You can never go wrong giving too much attention and care to your customers!

Related: Top 5 Sales Blind Spots in the IT and Software Industry


Bonus Tip: Don’t stop smiling

I used to attend a class in college where we were trained to handle phone calls. I forgot most of the lessons except for one: Always smile when talking on the phone. Why? Smiling actually gives your voice a positive, friendly tone.

Here’s more: Studies have shown that callers notice when the speaker has a smile on their face and when they do not. Keep a smile on your face when speaking to customers on the phone and you are setting the tone for a positive, engaging interaction that they will not forget.


Bottom line

When you’re calling a prospect, don’t ever think that your job is just to get information and close a deal. Think of it as establishing a real connection that would eventually lead to sales. Don’t be a snake oil salesman everyone is avoiding.

If you want to better engage customers on the phone, be clear, be genuinely nice, know what you are selling or offering, actively listening, and always smile. Worst case, even if a caller doesn’t have an immediate need for your product or service, they’ll refer your company to friends and family if you engage them well on the phone. Best case, you have a new customer.

 

The Calling Rule that Generated a Million dollar Sales Close

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

Create better telemarketing strategies, Check out The Savvy Marketer’s Guide

Kick off your marketing campaign now

with proven telemarketing and lead generation process! Dial 888.810.7464

 

 

 

Top 5 Sales Blind Spots in the IT and Software Industry

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Top Sales Blind Spots in the IT and Software Industry

“Is your sales process be considered an asset or a liability when it comes to closing deals?

Most of the time, it’s easier to see the blind spots of others than our own. In sales, ignorance is a disadvantage. In order to become effective in sales, you must learn to recognize the things you don’t know in your sales process instead of focusing on your competitors and see the reality with an objective eye. 

According to Apttus and Adobe 2014 Sales Survey, many organizations are unaware that their processes are lengthening sales cycles and bleeding top – line revenue.

sales

When we say blind spots, we’re not only talking about Sales Reps. I‘ve divided this article to highlight how we can help Sales Reps, as well as  CEOs and Sales Managers in IT and Software Industry recognize the biggest and the most common blind spots they tend to neglect in their sales process.

Here are some of the biggest blind spots of CEOs and Sales Managers in IT and Software Industry.

#1: “We hire professional and experienced sales reps, so we can save money on training.”

IT and Software industry have their own language. If your sales reps are not familiar with some of the technical words used, then they’ll have a hard time getting the message across your prospects. Lack of product knowledge makes agents lose confidence when calling. Even if they have the skills, they won’t be able to handle objections well because they don’t have enough knowledge and understanding of what he is offering. 

Related: Have you been Bitten by a Snake Oil Salesman?

#2: “We have good relationship with our clients.”

Good job! But do you know about their plans next year? Have you met with them face to face? Does that mean they will continue to patronize your product or service? We all know that there are a lot of competitors that can also provide good and quality service and they might consider later on. Having a good relationship with your client isn’t enough. You have to evolve and continue to provide better services that you used to. You can even offer them a referral promotions and make them refer you.

Related: Nurturing Current Clients to Renew their Contracts: The Callbox Way!

#3: “Salespeople are motivated by money.”

Sure, money is a great way to motivate your reps to perform well. But money isn’t everything. Many American corporation spends nearly $50 billion on incentives every year. There are other ways to incentivize your reps. Travel and merchandise awards can motivate them more and are remembered longer than cash incentives. Also, salespeople want to be recognized based on their performance.

Related: Callbox Amazing Race: Enhancing Team TRUST & Effective Communication

On the other hand, it’s easy for Sales reps to see the problem with the script and list that they’re calling. But they have a huge blind spot on how they deliver their calls and the process on how to do it.

Here are some of Sales reps’ most significant blind spots when calling:

Over or Under-Selling

You might think it’ll do you good. However, over or under selling usually do harm than good. If a salesperson continues his sales pitch even after the prospect has expressed his interest may annoy your prospect and could change their mind. Under selling on the other hand simply shows lack of product knowledge or a lazy sales rep that’s not doing his job well. A good salespeople knows how to identify when to close a sale and when the customer is ready to buy.

Solution…

Provide your sales pitch to prospects but only highlight those important details.

Related: Answering Quora: What are the Digital Downloads in Sales Outsourcing?

Forgetting Warm Leads

You‘ve encountered a prospect who’s interested in your product or service but is not available to discuss about it when you called. The following day, you report to work flooded with return emails and phone calls and you’ve forgotten to follow up on that warm lead. Chances are you’ll lose that sale. Multitasking can make sales reps forget something because a lot is going on inside of their head.

Solution…

  • Always set a reminder for yourself with complete details as to what happened on the call.
  • Keep details of some of his concerns to answer any questions that may arise.
  • Prepare before making a call. This way, you won’t forget anything and eventually close the sale.
  • If you’re not available to follow up on them, ask somebody to do this for you and provide all of the information needed.

Related: The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

#4: Leaving little but important  tasks unfinished

During a phone call, sales reps tend to neglect little tasks that might help them on their calls because they think it’s not important. Leaving a job unfinished means leaving money on the table. You might think it’s just a small task but it may be useful for you in the future. The most important part of a salesperson’s job when making a call is to maximize every call.

Here are some of the little but important task that sales reps tend to forget when making a call:

  • Not asking for the best time to call.
  • Not maximizing the call and look for other decision makers to talk to.
  • Not gathering information especially if decision makers are not available.

Solution…

It’s hard to get hold of IT Managers, IT Directors, VPs and C level people because they are always busy. List down all the things that need to be accomplished on your call and practice doing it on every call.

Related: SMART Calling: What’s the Edge?

#5: Maximizing all possible opportunities

Maximize all possibilities to close a sale. Dropping the phone when prospect says they’re not interested at the beginning of the call without them knowing your product is a lose opportunity. You need to get an answer on every call even if the prospect answers “No”. Also, offer other products or services offered especially if they need something else but you also provide those services.  

Neglecting these blind spots, even the simplest one because you don’t understand the reason why you need to do it may grow bigger over time and can threaten your career. So start practicing and applying these blind spots on your day to day activities as sales reps to improve your company’s marketing strategies.

 

Need a boost in your sales and revenue? Get help with our IT marketing consultant.

Learn how we generate qualified IT leads and appointments for you!

Dial 888.810.7464

 

 

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

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Healthcare field is one of the largest and the fastest growing industries in the US. With so many rules and regulations when it comes to patient confidentiality and on how to market your product to the right people, healthcare companies are wondering if they would consider telemarketing to help them spread awareness in their target market.

The question is, how can a healthcare company benefit from utilizing a telemarketing?

Here’s the following perks of outsourcing telemarketing services that will help Healthcare companies run their business smoothly.

They have Qualified and Experienced Sales Professionals

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

When calling, Healthcare companies usually target professionals. And for them to consider you and gain their trust, you must leave a good impression. To be able to do this when contacting your potential prospects, you must hire qualified sales reps to represent your company. Here are the qualities of telemarketer that you should be looking for.

Telemarketing companies invest on their people by hiring professional telemarketers who are trained to provide better service. Not only that, they also have sales reps who are experienced in generating quality sales-ready leads for you company.

Related: The Best Technique In Sales Leads Telemarketing? Start A Conversation

They Can Streamline your Scheduling Process using High End Tools

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

All healthcare providers undergo medical billing and can utilize telemarketing to process and follow up on claims with health insurance companies in order for healthcare companies to receive payment for their service on time. Telemarketing companies invest on high quality tools to help them manage and streamline this process using these tools to reach your goals and objectives. They even have reporting tools to help their client keep track of what’s going on with their campaign on a daily basis.

Check Callbox SMART Calling Technology and Pipeline CRM to get a better view of these telemarketing tools. 

They Don’t Just Look for Prospects for You,

They Also Provide Accurate Information through Profiling

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

Telemarketing company has reps that generate leads. At the same time, can profile and verify the information of your patients or the right person who decides within their organization, especially if decision makers are not available by the time they called. Every product targets different market. And telemarketing companies know how important pre-qualifying the company is, to make sure if the company is worth pursuing. They also verify to make sure they have the correct information. Information such as;

  • Email address
  • Complete name
  • Correct job title
  • Company information (company name, address and website)
  • Pre-qualify the company (number of employees/patients, etc)
  • Availability of the prospect

Related: Customer Profiling Checklist in Verifying Business Contacts

Reach Out To Patients / Customers through Multiple Channels

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

For medical and pharmaceutical companies, telemarketing can be utilized by following up with existing customers. At the same time by promoting your products with your potential customers. Telemarketers can contact them in various ways; email, social media or mobile. You have to be where your customers are whenever they are looking for your product.

This approach can help improve your marketing strategies by being visible to your target audience. Stay in contact with them gives you an opportunity to find more potential customers through word of mouth. They might not need your product now but they can recommend your product to friends and relatives because they are aware of you and what your product can do.

 

You might also like: Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

 

Get qualified healthcare leads today! Dial 888.810.7464

 

 

 

Customer Profiling Checklist in Verifying Business Contacts

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Customer Profiling Checklist in Verifying Business Contacts

Why it pays to profile your customer?

Every company tries to identify who to market their products before they decide on how to do it. What a better way to find out who your customers are is to have an Ideal Customer Profile. And the best way to market your product and reach your target audience better and faster, is to have an updated contacts. Better business decisions are crafted when you have good data as a basis.

Having an accurate and informative contact list before calling your prospects is one of the most powerful marketing tools in order to learn who the best person to speak with is.  An updated contacts require less effort for your sales team to call companies over and over again just to find out who makes the decisions within their organization.

The information that you need to collect depends on your type of business. Below are some of the essential information that you need to gather and verify when doing customer profiling.

Email address

The direct business email of your target contact. Prior to the start of the campaign, sending out an introductory email is important. It can be an easy access for you to be transferred and eventually speak with the decision maker without anyone blocking your call because it may sound like you’re following up a recent conversation.

TIP: There will be times wherein Receptionists  will provide a generic email. Make sure that your target contact will have access to the email address provided to you. As much as possible, gather a direct business email.

a) Direct Business Email - The email address that they use for all business transactions.

Examples: hrmanager@xyzltd.com, erikag@xyzltd.com, egomez@xyz.com

b) Generic Email - Most of the target contacts don’t have access to this email.

Examples: info@xyzltd.com, xyzltd@xyzltd.com, mail@xyzltd.com

First and Last Name 

The complete name of your target contact to address the email properly. It’ll be easier for you to get hold of decision makers if you know their names since you won’t be doing prospecting anymore. Plus, Receptionists might think you know the decision maker personally and will transfer the call directly.

Job Title/ Position in the Company 

The correct job title of the contact person to address your target contact properly in the email. This is to make sure if you are targeting the right person based on his or her position in the company.

Direct line or ext number

The best number to reach your target contact without passing through the main number. Having a direct line or extension number of prospects will have a higher chance of getting hold of the decision makers.

Mobile Number

In case you can’t reach the prospect through their direct line, you can always call them on their mobile. Of course, you need to ask permission from your target contact if it’s okay for you to contact them through their mobile in case they’re not in the office.

Company Information

This includes the following:

a) Company Name – The updated name of the company.

b) Company Address – The correct physical address of the company.

c) Company website

TIP: Make sure to do your homework before calling companies for customer profiling. Company information should be done through research and not on the call.  It’s best that you know all the information about the company before calling so your Reps to sound legit and more professional over the phone.

Related:  Callbox Data Profiling A Major Coup for Exhibition Leader

Qualifying questions

It is necessary to pre-qualify the company. Why? Calling the same company over and over again and finding out they are not a good fit for your business can be a bit frustrating. And pre-qualifying the company is one way of making sure you’re targeting the right audience. Some of the examples of a qualifying questions includes;

a) Number of employees

b) Annual Sales

c) Number of computers

d) Number of locations

e) Type of industry

Learn more about lead qualification services..

You can always gather all of these information from anyone within the company even if the target contact is not available. Also, you may check on these few resources in getting business list or contacts.

However, only information of the decision maker is considered valid. Here’s a sample script that your team can use when doing customer profiling.

customer profiling script - Callbox

 Related: Don’t Waste a Moment! See Sample Cold Calling Scripts For You

 

Avoid prospecting while doing cold calling. Increase your chances of getting hold of your target audience and get leads faster and easier with an updated contacts.

 

And Here’s Why you Should Be Updating your Marketing List!

Read more on The Problem with (and Solution to) Database Decay

 

Get more updated data for your marketing campaign and boost your sales!

Check out our Database Cleansing Services today! Dial 888.810.7464

 
 

What is B2B Telemarketing?

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What is B2B Telemarketing?

Telemarketing is defined by investopedia.com as the marketing of goods or services by means of telephone calls, typically unsolicited, to potential customers. While according to searchcio.techtarget.com, Business-to-business (B2B) refers to a situation where one business makes a commercial transaction with another.

By fusing these two, the term B2B telemarketing is coined. And with one glance, you’ll know from these two terms that B2B telemarketing is about using calling as a channel for business to business commercial transaction; either to sell or to build rapport between companies. This may be utilized for lead generation, customer profiling, event telemarketing or simply a follow up for an email sent, or more.

Here’s a thing or two about B2B telemarketing. Perhaps, five things:

  • It helps you find and filter out people you want to have as customers;
  • It enables you to raise awareness about your brand;
  • It allows you to build your credibility and image among existing and future clients;
  • It directs you to new opportunities that realize growth; and
  • It lets you create relevant dialogues with current partners.

In a general sense, telemarketing is something your business cannot live without. Especially when you belong in a highly competitive market, telemarketing helps you maintain profitability – that is as long as it provides a continuous influx of quality leads.

Here’s a set of blog posts to lead your way into business calling victory:

Telemarketing tools needed:

Business Calling Guides:

Why Telemarketing is still an effective marketing channel:

Nowadays, quality lead generation and appointment setting is more important than simply implementing a telemarketing strategy. As cold-call campaigns have become more expensive over the years, targeted telemarketing campaigns that ensure high volumes of quality prospects are the way to go in terms of securing ROI. Then again, you will need expert hands to make them work out well.

In this case, you might also boost your performance by employing the services of an independent telemarketing firm.

With its 10-year experience in delivering sophisticated marketing and sales results to clients across numerous industries, Callbox could stand in as a reliable partner. Our expertise encompassing telemarketing and appointment setting have always been helpful to CEOs and managers. Possessing an extensive knowledge on marketing technologies allows us to deliver leads with high sales potentials.

Check out some successful campaigns we had!

Along with the needed know-how, we have the best marketing and sales teams with capabilities in phone surveys, lead nurture and prospecting activities, and setting high-value appointments with pre-qualified leads – all done with utmost professionalism and dedication.

More than a mere process, telemarketing is serious business to us. Isn’t quality sales performance the same thing to you?

 

Learn more about our Telemarketing Services.

Talk with our rep now and let’s get serious together. Dial 888.810.7464

 

 

 

Don’t Waste a Moment! See Sample Cold Calling Scripts

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Don't Waste a Moment! See Sample Cold Calling Scripts For You

What makes a movie script get spotlighted as best screenplay by award-giving bodies?

A script that presents a story that can move an audience to a certain emotional aspect, with scenes and characters that stimulate imagination, which translate into verbal or gestured reaction.

That’s how a Cold Calling Script should be.

When writing a campaign script, one has to take note of the campaign’s main objective. Whether you are to gather factual information for a lead generation campaign,  to book a prospect for an appointment setting campaign, or register attendees for an upcoming event, your script must contain keywords and substantial ideas that would stir up the prospect’s interest, otherwise you’ll be putting all call efforts into waste.

Related: Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

KEYWORDS

Use words and phrases that will empower your script upon the prospect with trust and confidence:

  • Power words to express courtesy like “Please”, “Thank you”, “That’s good to know”
  • Terms from which industry your service/product belongs. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc.
  • Assuring words or phrases like”sure”,  “no worries”, “you are right”, can boost the prospect’s morale and would feel that his opinions and ideas are accepted.

SUBSTANTIAL IDEAS   

Meaty and persuasive. Your script must contain all the important information regarding your offering and how beneficial it would be for the prospect.

  • The branding carries your company’s identity which is your ticket to ride through the call
  • The purpose of the call is the key to grab the prospect’s attention. “I’m calling about  a new software that could lessen manpower but multiply production at a lower cost” – position a benefit so that you could get hold of the prospect’s interest to discuss further.
  • Be keen to mention exact and correct details like a person’s name, company names and  addresses, email information, phone numbers, rates and figures, date and time, product and service.

Campaign scripts differ.

Each campaign script is written based on the campaign type and its objective. The basic components may differ in formats depending on the person you speak with and campaign type.

Script Formats According to Person You Speak

  1. With the Gatekeeper/Operator
  2. With the Prospect/Decision Maker

Format #1: For The Gatekeeper/Operator

  • greeting
  • introduction
  • branding
  • purpose
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Format #2: For the Prospect/Decision Maker

  • greeting
  • introduction
  • branding
  • purpose of the call
  • qualifying/probing questions
  • setting up of appointment/meeting
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Script Formats According to Campaign Type

Scripts are customized depending on the campaign’s requirement or need and the essential components may vary or interchange in the order, for each campaign type. Below are sample telemarketing scripts from different types of campaign:

Lead Generation Campaign

A simple lead generation campaign may require just a few important information from the prospect and often would not have probing questions in terms of budget and need. Most of this type is purposed to send whitepaper, conduct a survey, or profile contacts.  

Sample Cold Calling ScriptCheck it out! Introducing: The Ultimate Lead Generation Kit To Jump start your Business

 

Appointment Setting Campaign

An appointment setting campaign’s objective is to activate the prospect’s interest to know more about the product or service, and agree for an office or phone meeting for a more detailed discussion. Criteria is set to qualify the prospect’s interest by asking probing questions.

This type of campaign script contain assumptive clauses with possible rebuttals.

Budget, need and timeframe are most common qualifiers.

Sample Cold Calling ScriptRelated:  Lights. Camera. Appointment! Developing an Award-Winning Call Script

6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting

Featured: 6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting [Infographic]

 

Call-to-Invite Campaign

A call-to-Invite campaign script aims to gather attendees for an event. Event details, registration links and process are emphasized in the script. Get to know more about our events telemarketing services.

Sample Cold Calling Script

A campaign script serves as a guideline in order for the agent to deliver the spiel smoothly and confidently. It may be most of the time very technical, but telemarketers have to be innovative and creative in delivering the details based on the script, to keep a professionally trusting composure.

Takeaway: A cold-calling script must clearly and effectively describe who you are, your company, the product you offer and how it will benefit the prospect and his business. Keywords and ideas should be highlighted, that would leave the essentials in the prospect’s subconscious, translating their desire and interest into verbal or gestured reaction.

That’s how a cold-calling script gets spotlighted.

 

A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

Get more qualified leads today! Dial 888.810.7464

 

 

 

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

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The 5 to 5 Calling Rule

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

Related: Multichannel Marketing: Is It Worth Adopting To?

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

 

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.

This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.

You might also like: A Case Study: How Telemarketing Boost Online Advertising

Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’

 

Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox  2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

 

 

Check out! Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

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