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

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

Hopefully, the title didn’t mislead you in any way, because there is enough reason out there to say that B2B telemarketing continues to be an effective force in terms of acquiring B2B leads despite a vocal push to go digital. Is there anything new to telemarketing that it manages to stay on in every B2B campaign? Here are some insights from Lead Agency’s Kim McNeil:

MARKETING ON THE MOVE

A mobile friendly web design has become a must-have for any website owner, as has creating mobile friendly content. The more tech savvy marketers have also used location information provided by mobile phones to target prospects based on their physical position.

Here’s an illustration from comScore describing how mobile users increased from 2007 until current:

 

Statistics for Mobile Usage

 

In an article Mobile Marketing Statistics 2015, Danyl Bosomworth stated “So it’s no longer a case of asking whether mobile marketing important, we know it is!”

Related Post: Will you move to mobile this 2015?

Smart B2B marketers are harnessing new technologies and applying knowledge of mobile devices to their marketing strategies.

Smarter B2B marketers are remembering the original use of mobile phones, and using that to inform their marketing strategies.

USING PHONES FOR … PHONING?

As more and more prospects own mobile phones and the capabilities of the devices are advancing, B2B marketers are starting to overlook their main function: to make and receive calls.

A recent survey by Software Advice (2013) analysed the most used communication channels by B2B marketers. In-house email marketing, SEO and Social Media took the top spots, while the use of telemarketing was significantly less, coming in at position 7 overall.


Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business.


ACTIVE VS PASSIVE B2B MARKETING

From this survey, we can see that today’s most commonly used B2B marketing strategies involve creating content, social media posts, and designing websites. Marketers are generating content then relying on the prospective client to find the information and act on it. This is known as passive marketing, and generally works for brand building over a long period of time. However passive marketing strategies take a significant amount of time and budget that many B2B marketing companies simply do not have.

In the B2B space where buyers have the power, active marketing efforts most often produce a higher ROI. Active marketing involves continually reaching out to prospects until you get in touch with them. As Over 80% of today’s B2B sales are made after the 5th contact, this is often a necessary strategy.

Picking up the phone and having a direct conversation with your prospect is one of the best options for an active marketing strategy and can significantly increase lead generation and nurturing initiatives. In fact, Margin Media [2013] reported that marketers qualified over 80% of leads as high or medium quality from telemarketing activity.


Cold calling might be an aggressive method but delivers fast ROI for businesses. It has helped Callbox increase its sales and revenue.

 

Learn how this 5 to 5 Calling Rule for Inbound Leads (Generated Over 40% Increase in Sales)

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

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

 

However, incorporating it with other channels might boost your brand awareness and achieve excellent marketing results. Learn more about Multi-Channel Marketing and why it’s worth investing.

So it’s up to you. Whether to focus on one productive strategy or try something new, you”ll never know — you might as well double your production.

 

We have a list of case studies to prove you that telemarketing is still effective. Check them out!

 

Reach out the Right prospects at  Right time! Watch our Smart Calling video

SMART Calling (Sales & Marketing At The Right Time) from Callbox on Vimeo.

5 Data-backed Tips for Better Phone-based Sales Presentations
6 Ways a SMART Telemarketing Platform Doubles Sales Productivity

Ending a Cold Caller’s Nightmare: Steps to Bid Anxiety Bye-bye

Ending a Cold Caller’s Nightmare: Steps to Bid Anxiety Bye-bye

It’s easy to get anxious when you talk to someone, especially if it’s a business executive that needs an attitude adjustment.

In this post by Revenue 365’s David Mackey, we examine the five important steps to cancel out anxiety and boost the confidence levels of cold callers.

Identify why you’re anxious.

Is it because you don’t like talking on the phone? You’re afraid of something thinking you’re annoying and pushy? You don’t want yet another person to hang up on you? Once you can nail down the actual reason you get anxious, you can confront it head on. A lot of times, the anxiety comes from taking the whole situation personally. When you can identify the real reasons you get anxious, you can sort of coach yourself to think about the whole situation in a more positive (and realistic) manner.

Dig deeper: B2B Telemarketing Rules and How to Break Them (For the Best)

Change the way you think about cold calling.

Instead of thinking that your call is an unwanted interruption and a waste of time, think of your call as a way to inform your prospect about a valuable opportunity for their business. Stop thinking about you—how you sound, how well you presented the information, how long (or short) the conversation was. Make your call about educating and helping the prospect.

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

Create a rough outline of your conversation.

Notice two keywords: rough and outline. It may go against everything everyone else has taught you, but do not write out a word-for-word script. Do you ever read from a script when you’re talking to someone face-to-face? I sure hope not! With a full script, you just read right from it and lose any opportunity for deeper connection with the prospect. Conversations happen naturally, so should your sales call. However, it is wise to give yourself some guidelines. Write down a specific question, a statement that will transition you into learning about the goals or challenges of the company, or the names of connections you may have. You want your outline to be an aid, not a crutch.

 

Lights Camera Appointment! The Elements of an Award-Winning Telemarketing Script

Related: Lights Camera Appointment! The Elements of an Award-Winning Telemarketing Script

Practice makes perfect.

The more you do something, the more natural it becomes. So, practice your sales calls ahead of time. Actually hold the phone in your hand (or put your headset on—whatever it is!) and do dry-runs of your calls. Practice your greeting, your transitional statements, and your questions until you’re comfortable. When you feel prepared and confident before the call actually happens, you’re much more likely to retain that confidence when it does happen.

Dig deeper: The Lifecycle of an Effective Telemarketing Call

Track your progress.

It can be easy to beat yourself up when you only remember how many failed calls you have had. When you actually record how you’re doing, you’ll have unbiased documentation of how you’re actually doing. Your results may surprise you!

Take it one call at a time.

Breathe in, and start with one call at a time. Before you know it, you’ll feel better about making sales calls.

Dig deeper: You Say Potato, I Say Patato: The Real Score Between Telemarketing and Telesales

 

Aside from telemarketing, employ other lead generation channels on your campaign and

Get qualified leads, contact us today!

 

You Say Potato, I Say Patato: The Real Score Between Telemarketing and Telesales

You Say Potato, I Say Patato The Real Score Between Telemarketing and Telesales


People nowadays stumble upon the words telemarketing and telesales every so often. Numerous times, if one is a stranger to the B2B industry, it is easy to say that both are one in the same.


We owe the confusion to the prefix tele, but the similarity ends there. While both use the telephone as an audience communication channel, telemarketing and telesales fill distinctly essential roles in the growth and prosperity of a business enterprise.

The real score

First of all, Integrity Business Connections points out that telemarketing is “less about volume, and more about quality, and is specifically used for setting appointments at which a sales person will attempt to make the sale. Therefore, telemarketing requires a more complex process, often taking a script and veering off as the conversation requires it.”

Furthermore, telemarketing takes a long time to work its magic. While it is not directly involved in winning a sale, it is nonetheless essential in keeping a prospect constantly interested with a product or service. Telemarketing uses lead nurturing mechanisms to verify information and determine whether a decision-maker is “warm” enough to consider buying the product or service, in which case B2B appointment setting comes in to open a can of sales opportunities.

Telesales, on the other hand, “is used, as the name suggests for taking a sales order over the telephone, for a product or service.”

It makes use of callers who are trained simply for securing a prescribed number of sales a week. Making sales pitches for products like enterprise software may look easy, but experience and an understanding of buyer psychology goes a long way in terms of bypassing any potential sales barrier.

Torn between two tele’s?

Between telemarketing and telesales, which is more vital for providing better revenue?

Integrity Business Connections makes a good point by saying that telemarketing is more suited for B2B, since the “buying cycle is much longer and their sale order value is quite high.” That leaves telesales to B2C, where speed and volume form a large part of business strategy.

Here’s a bonus infographic from Integrity to illustrate how they really differ:

 

You Say Potato, I Say Patato: The Real Score Between Telemarketing and Telesales

 

But why not have the best of both worlds?

 

For Katie Smith, marketing communications manager of ThomsonLocal.com, the “most effective (if potentially costly) method is an integrated campaign of Telemarketing (plus a variety of other traditional marketing research initiatives) to identify lead generation followed by an outbound Telesales campaign.” This concept, she adds, is proven to deliver better results in lead generation as well as sales.

 

 

Close more deals with our lead generation services or learn more B2B marketing ideas.

 

Sources: Telesales vs. TelemarketingWhat is the Difference Between Telemarketing and Telesales?

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

How to Make your Outbound Campaign Stand Out- A B2B Telemarketing Guide

Way back before SMS was created – perhaps, even long before mobile devices saturated the telecommunications market – people were faced with the innumerable drudgeries of daily life and still had the face to accept a telemarketing call from a guy selling insurance.

Those were the days when lead generation telemarketing, even at its earliest form, was simpler and friendlier. Forward to the technological sophistry of the modern age, mentioning the word “telemarketing” is like trying to conduct a ritual to summon an undead demon.

Indeed, some businesses would state that telemarketing is not the same effective business tool it once was. We owe this to the proliferation of mobile devices and the continuing appeal of online marketing. Some would even say that generating qualified sales leads is not anymore practical compared to an email marketing campaign.

However one puts it though, numerous institutions still regard outbound calling as a relevant marketing channel – at least to B2B buyers.

Unlike regular consumers, B2B buyers prioritize sincerity and immediacy. They are companies in want of solutions that can either provide greater profitability or streamline important process that can otherwise be difficult to manage. Hence, they depend on direct communication as basis in employing the right solutions-provider.

On the part of a solutions-provider such as yourself, you will need to present your products in a way that could keep potential clients listening. This means you will definitely learn how the ways of conducting cold calls without boring or even scaring potential buyers away.

So, when you think you are already apt in B2B lead generation telemarketing, think again. Maybe you will need to follow these nifty rules to revive telemarketing’s power

Secure satisfaction.

Don’t just unleash a bunch of flowery words about your product. Talk about how it can help secure revenue and realize specific goals. Tweet: Don’t just unleash a bunch of flowery words about your product. Talk about how it can help secure revenue. via @VivienRyes http://ctt.ec/cgcHZ+

Dig Deeper:  Happiness for Warm Sales Leads: Increase Revenue by Maintaining Satisfaction

Practice moderation.

Tone down a little on aggressiveness. You are putting your name on the line, and becoming too insistent won’t help you secure a sale. Tweet: Becoming too insistent won’t help you secure a sale. http://ctt.ec/_1TNb+ @CallboxInc http://ctt.ec/ixaSM+

Don’t be pretentious.

You are not calling a friend or a family member. You are calling someone in need of surefire solutions, so it could easier for you to say something awkward.

In short: Be professional when handling prospects.Tweet: Be professional when handling prospects. http://ctt.ec/acWXd+ @CallboxInc | http://ctt.ec/3pQ2c+

Dig Deeper: The Problem With Telemarketing Today

Focus and don’t fumble.

The prospect of gaining a sale is tempting enough to get you through a five-minute conversation with a prospect, who might even consider your proposals for a sales appointment.

 

Make the most out of your campaign, learn more telemarketing tips or outsource to get qualified leads.

 

Increase Telemarketing Efficiency with Auto-Dialers

Increase Telemarketing Efficiency with Auto-Dialers

Businesses in the B2B market depend on their telemarketing platforms for effective lead generation and appointment setting. Aside from that, effective dealings with B2B prospects can only be attained through an effective calling infrastructure that realizes quality customer experiences and hence business possibilities.

But the main challenge has always been the same ever since: How can businesses achieve better ROI influx as well as produce quality clientele relations? This is worth investigating ad should be easily remedied by recent innovations in the field of CRM.

Along with smart marketing software, auto-dialers can be your tools of choice for improving your telemarketing performance.

Many companies in fact adopt auto-dialing software, integrating them with their existing lead management program for a solid marketing and sales operation.

But the reasons don’t end there. To increase telemarketing efficiency, we can point to numerous other instances in which auto-dialers save more money and provide a higher rate of conversions from prospects to paying leads.

A big productivity boost

Characteristic of a highly efficient call center is a highly productive team of callers. Using a combination of an automated lead management and nurturing database, businesses can eliminate the idle time waiting for a contact to pick up a call. Moreover, no longer would callers occupied with managing a large pool of prospect data than with honing their CRM abilities. They are able to get better at customer interactions.

Saves a ton of money

We’re not talking about a few bucks here. No, we’re talking about stashes of money that would have been wasted due to dropped calls. Consider this: you invested a large sum for setting up a telemarketing platform, expecting that you would at least be able to earn enough deals to cover your outlay. But without an auto-dialer, you would most likely experience high drop rates or to put it loosely, missed opportunities and a waste of a good investment. Auto-dialing software on the other hand ensures that each call would result in a sale.

Better sales prospects

Another fact to consider in telemarketing is that quality customer engagements likely end in a purchase. It has been revealed that automated process, from lead prospecting to lead nurturing, present optimistic buyer likelihoods. This is due to the ease with which an automated system provides personnel, as explored in the first point.

Streamlined and transparent lead database

This year will highlight the need to manage big data, therefore requiring bigger lead management budgets. When put to effect, auto-dialing can provide clear and accurate reporting on each successful call with an agent, thus encouraging better strategizing.

 

B2B Telemarketing Rules and How to Break Them (For the Best)

B2B Telemarketing Rules and How to Break Them (For the Best)

Within the B2B telemarketing world, there are rules to follow. And often, we are made to believe that such rules constitute the straight path towards attaining short-term and long-term business goals. They should be regarded as Gospel truth; otherwise, expansion and increased revenue generation are rendered impossible.

Especially in B2B lead generation, rules are needed to steer a business towards the right path. But it has become evident that, with drastic changes in the marketing landscape, newer techniques have begun to supersede or revise these rules.

B2B telemarketing has changed a lot since the digital revolution. And although email and social media have become widely used marketing platforms, B2B telemarketing is still a relevant B2B lead generation channel. But can we say the same about the rules that govern it?

Today’s decision makers are tricky to begin with, considering that most of them have already adapted to new marketing innovations. And it wouldn’t do you any good to stick to conventional systems of B2B telemarketing conduct to satisfy their need for business solutions.

So, if you’re still dedicated to the following rules in your B2B telemarketing, consider breaking out of your comfort zone.

Apologize for the call

Apologizing for calling your prospect on such an inconvenient time is passé. In this day and age, you either call someone because you have something important to say or not call at all. There’s really no need for apologizing. But for your prospect’s sake, ask whether he or she has the convenience to talk with you.

Give complete details

This is another unnecessary move. Every B2B  telemarketing cold call should have a sense of urgency. And you just cannot attain it when you are bombarding the prospect with too much information he or she can consume. Often, less is better. As an added tip, only relay the most industry-relevant information in your arsenal.

Overemphasize your business

The problem with many businesses is that they see cold calls as opportunities to brag about themselves. This is taboo today, considering that people can get easily fed up with messages repeated over and over again. So, instead of focusing on your business’ capabilities, ask your prospect about the issues they themselves are facing.

Cling dearly to the call script. Okay, so call scripts had their heyday in the past. But today, they don’t work. B2B decision makers want real and intimate human encounters, which they cannot experience so long as you keep reading on an inorganic guide. Personalization is the key at present.

 

Lights. Camera. Appointment! Developing an Award-Winning Call Script

Lights Camera Appointment! The Elements of an Award-Winning Telemarketing Script

These days, anyone can become a filmmaker. All you have to do is get a camera, get the proper funding from close friends and relatives, and prepare a script.

That last part however is arguably the hardest in the production process to pull off. You will need characters and a compelling plot if you desire a seat at Sundance or Cannes.

In the same way, a great deal of planning is also involved in B2B appointment setting and telemarketing.

Creating the next Pulp Fiction and converting a high amount of good leads are not far from each other in complexity. You can install the best production software and marketing automation system, but all these would not even give you a following if the final product – in this case, your lead generation – turns out to be crappy.

It’s not about unleashing a string of cheesy one-liners or incorporating delirious twist endings with Shyamalan-esque undertones. It’s more about your crowd, the time and effort they spend in watching your film and giving in to what they generally want.

With a telemarketing call script as engaging as Scorsese’s string of box office masterpieces (minus of course the excessive swearing), you might get closer to actually achieving something than Leo.

Get to the point

Most independent films feature unending dialogues. Some, Jim Jarmusch’s Coffee and Cigarettes for instance, involve a lot of nicotine and caffeine-fueled discussions, but still come off as interesting and satisfying. There are also dragging dialogues that do not do much except to make you run to the nearest fire escape. If you don’t want your prospects to do the same, we suggest you beef up your telemarketing skills and go straight to the point in your appointment setting.

Be linear

The nonlinear narrative was applied in full effect in movies like (500) Days of Summer and Reservoir Dogs. Then again, overdoing it wouldn’t do your audience any good. When scheduling and setting an appointment with a B2B prospect, make sure that your conversations follow a logical path that would end up in a confirmation. Don’t get lost in the conversation. For a nifty tip: use prompts to determine key talking points and keep the appointment setting discussion on track.

Prepare for a sequel

At the end of a certain film, people are often left unsatisfied, asking “What happened to that guy?” or “Why is the bad guy still alive?” You might consider a sequel, although you are expected to make the experience a lot better for your audience. But when it comes to appointment setting, you will also have to prepare just in case the initial contacts fail to deliver a conversion. Complement your script with teasers in the form of emails and stimulate a prospect’s anticipation. This will surely keep him glued to you until an agreement is reached.

 

How to Increase your B2B Telemarketing ROI and Profitability

How to Increase your B2B Telemarketing ROI and Profitability

Companies within the B2B industry know very well that business growth wouldn’t be possible without an effective lead management platform. This is more true especially now that competition has become tighter and fiercer. Productive means of customer engagement are a necessity in achieving a good flow of revenue.

Outbound marketing methods are still widely practiced, with B2B telemarketing on top. On several occasions, marketers have found new leads via cold calling. Indeed, a majority of B2B companies that optimize their lead generation and B2B telemarketing platforms have found it either effective or very effective. But let’s consider the fact that this represents a majority and not the whole B2B landscape.

Now, while there are business executives happy with their marketing and sales infrastructure, there are also say 10 percent that are struggling with their telemarketing processes, or having none at all!

This can be due to the wrong impression that outbound channels do not present higher ROI outputs than digital channels.

In many cases, however, B2B telemarketing is not necessarily at fault here. Companies have their own CRM methods, and it is possible that these methods may have been rendered counterproductive. In other words, lead management channels are not properly handled to give their desired effects.

With increased profitability in mind, it is hence imperative to explore more effective ways to achieve efficient B2B telemarketing:

Research your niche

Not gaining enough revenue? This could be attributed to targeting the wrong personalities to enter your pipeline. Call yourself lucky to have generated a good amount of fresh B2B leads, but how sure are you that at least one of them is willing to buy your offers? You will need to identify certain demographic groups that express a demand for your brand of solutions.

Reinforce your marketing arm

A poor influx of interested prospects is a consequence of poor demand generation. For this reason, you will need to improve your branding platforms by providing up-to-date and industry-relevant content. Doing so will prompt the right decision makers to expect a call session from your telemarketing team.

Personalize your telemarketing messages

During a cold call, your staff will need to stay focused, not on selling but on building a nascent business relationship. Studies have pointed out that discussions centering on a prospect’s needs help build interest. So, as a tip, try to ask about issues and the types of solutions needed and build your sales pitch from there.

For an even better and more profitable experience in B2B telemarketing, it is always best to outsource to a lead generation company that offers the needed infrastructure and competency for lesser the cost.

 

Telemarketing Turning Points: How to Optimize Lost Opportunities

Telemarketing Turning Points- How Lost Opportunities can be Optimized

In B2B marketing, you can never refuse the ability of traditional inbound techniques, most especially telemarketing.

If anything, telemarketing continues to be a preferable channel for many decision makers. It is seen as an effective way in fostering nascent business relationships. At least 28% of decision makers say that telemarketing makes them feel valued, based on a slideshow by SCI Sales. On top of that, the ROI it delivers is unmatched by that of any other B2B platform.

But however one sees it, the main issue is more of application. It matters if the company that is handling effective telemarketing operations for B2B lead generation and appointment setting. In many cases, not many marketers are that skilled or lucky enough to maximize their telemarketing opportunities. More often than not, opportunities to set a sales appointment are lost along the way, entailing a waste of time and resources.

No doubt rejections are a fact of life this side of the B2B world. But this shouldn’t hamper you from realizing short-term and long-term company goals.

There are concrete ways to turn rejections into better opportunities, and here’s how:

Re-assess along the way

Your telemarketing strategies need revamping from time to time. And it is necessary for a business to perceive subtle trends in its campaign’s progress. Key metrics such as conversions and ROI should be taken note. Knowing such trends can help in revising your present telemarketing strategies.

Improve your led nurturing via email

On the first contact, it is likely that a prospect defers his or her decision to set an appointment. They will rather reserve their decision for subsequent contacts. In between contacts, your marketing program should send out personalized emails that touch on topics that weren’t discussed during previous engagements. Moreover, emails allow you to control and influence a decision maker’s willingness to buy.

When rejected, move on

Much to your chagrin, you simply cannot do anything about sales prospects who are simply not interested in buying your products. In such a case, it would be best to leave it at that. You can always depend on your B2B lead generation campaign to prospect for decision makers that are sure to partner up with you. It’s tough choice, but with a little persistence in generating B2B leads, you might just improve your sales performance.

Telemarketing is not that easy. It’s not just about calling someone to make a sale. It is more about influencing others and solving pressing issues, tasks that an independent and highly competent outsourcing firm can live up to.

 

Cardinal Rules for B2B Appointment Setting for IT Services

Cardinal Rules for B2B Appointment Setting for IT Services

 The IT industry can never live without an effective marketing plan. However, every industry is different. Lead generation process varies depending on your type of industry and your target audience.

We also need to consider the nature of marketing IT services. B2B appointment setting for IT products and services is a bit challenging. From the onset, it is a lot different from marketing for other industries. IT Directors and IT Managers are hard to reach. Not to mention having too many competition, you will have yourself a recipe for possible business failure.  

But get your hopes up. High profile IT leads are out there waiting for you to improve your appointment setting strategies in order to get ahead of others.

If you opt for higher conversions of IT leads, then check out these important rules that can surely do your B2B appointment setting campaign good.

Zero in on your targets

IT prospects are tricky to begin with. But careful prospecting and lead nurturing can provide ample openings for a long-term engagement. It starts with identifying what target audience your products and services can cater. Factors to look for includes:

  • Industry type
  • Company size (employee size and annual revenue)

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

Study the competition

Know who your biggest competitors are and find out what they can offer is important. It lets you create marketing strategies and do better. Every appointment engagement focuses on what your company can do and what your products can offer that sets you apart from your competitors.

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

Offer something new

Launching  new products every now and then, improving what your company can offer is necessary especially in the IT world where change is constant. New IT solutions increases the value of your services is what usually keeps the company from growing and become more competitive in the market. Strike up a conversation with a prospect about new company offers.

Related: Top Reasons Why IT Companies Invest in Outsourced Marketing

 

Stir up interest with content

It is also important to optimize your web content. Blog articles and downloadable materials can increase brand awareness. By creating informative contents that highlight the benefits of your products and services lets you guide your prospects in every tier of their buying process.

Related: How do B2B Marketers Craft an Industry Related Content

 

These rules can maximize your marketing efforts if applied properly. Employing an independent and marketing-savvy firm might just do the trick.

 

 

Have a steady flow of qualified IT Leads and appointments today!

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6 Ways a SMART Telemarketing Platform Doubles Sales Productivity
Going Beyond the 500 Mark: How to Integrate Telemarketing with Other Channels to Gain Massive ROI

Communication Solutions: How to Succeed as a B2B Telemarketer and not as a Chatterbox

Communication Solutions- How to Succeed as a B2B Telemarketer and not as a Chatterbox

Communication is as essential as air. And as organic beings, we have this impulse to talk or write or gesture, due to the fact that “no man is an island” (unless you are Tom Hanks living on one with a volleyball for a best friend).

Moreover, human ingenuity has created ways in which we can surmount the geographic boundaries that challenge B2B telemarketers from achieving a closed sale. We have telephones now, and that’s a good thing.

But still, as much as we want to praise such innovations, we are still confronted by the psychology involved in making a done deal with a client.

Fortunately, here are some basic telemarketing ground rules to guide you before you go on a warm call campaign.

Show respect; Earn respect. Telemarketers are one of many groups subject to jokes at the office water cooler or the local watering hole. The fact that they are “annoying” or at times “needy” have prompted many prospects to simply hang up, say “I don’t have time for this,” or make wise cracks just for the hell of it. It may sound rather discouraging to aspiring sales reps, but really, the problem is more in the approach. Aggressiveness is a driving force for success. But if you take it to the extreme, it can only be misconstrued as annoying. Thus, always think of your clients as busy people who have a lot of time in their hands, and they may think of you with high esteem.

Be cordial. This could be listed under the previous item, but we should examine it as an independent fact. Being polite is the same as being professional. You want to be decent because you want your customers to know that you are not a typical B2B salesperson. As a matter of fact, you are talking to your client as a provider of solutions, whether the issues involve customer relations management or IT products for shipping companies.

Be clear and concise. There is a thin film separating annoyance and an actual purchase. And it would take a wrong choice of words to puncture through that film and lose a potential buyer. Telemarketers are supposed to be masters of the spoken word. Whether you are reading through a call script or invoking the powers of spontaneous sales speak, you should be able to talk about your company’s offers clearly and reasonable without striking a mental chord.

There are perhaps many more tips where these three came from, but these would suffice to give you that edge to in making communication work between buyer and seller.

Trust: The Foundation of a Successful B2B Telemarketing Campaign

Successful B2B Telemarketing

Engaging your prospects seems easy. You simply pick up the phone and you just talk your prospect into closing a deal or setting an appointment.

It may seem like it, but B2B telemarketing faces certain challenges, the most profound being that there is no perfect approach in dealing with prospects, and no manual or call script can ever set an exact amount of friendliness to seal a close.

It’s scary, but not enough to turn your fears into a full blown phobia. It is just a matter of fostering trust with your prospects, and here’s how to do just that.

Know more about your prospects. Cold calls and appointments are rendered useless if you lack any pertinent detail on the potential buyer. The lack of research can only mean that you are not that into your prospect. Thus, you need to have a thorough understanding of your target market and the right lead generation marketing campaign.

Be time-bound. One way to irritate your prospects is to make every second you engage them irrelevant. This qualifies as bad practice that only wastes time more rather than solve problems. Make every instant you engage your prospect count, and you may count on them to make a referral.

Be polite (duh). It’s a universal fact we just can’t do away with. It is an innate impulse that seeks to manifest itself almost involuntarily because we have this incessant need for interaction. And it is indeed an important aspect of cold calls and other telemarketing campaigns, the successes of which are owed to such phrases as “Please” and “Thank you.”

Let your prospects talk. People love to talk. And what better topics than their concerns like having an ineffective marketing apparatus. Marketing is all about knowing specific problems and presenting solutions for them. So, try to give your prospect a chance to vent whatever issues they are facing and listen intently.

Ask more questions. As much as the prospect would like to talk, it is also important for you as a telemarketer to keep the conversation going by asking more questions. As you progress, the customer is more likely to know more about the products you offer if you ask them about their additional needs. It goes a long way, and if you maintain your customers’ interests long enough, they might like to set an appointment.

Building trust is like building a very sturdy bridge. You need sturdy materials in order to maintain a stable structure. Because a bridge is a metaphor of the relationship you and your prospect share, and it should be constructed t last long.