7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

Successful Telemarketers - No  Back-ups

One of the most important components of a successful lead generation campaign would be the people leading the frontlines. They are the ones responsible in generating qualified B2B leads, so they have to be the very best in the business. There are different kinds of successful people, with qualities that made them so. You can be one of such people, provided that you know how to actually pull it off. You see, the secret to a successful appointment setting process lies in your business habits. Developing these would be to your advantage. Now, let us discuss one of these points: having no back-up plans.

Back-up plans are good. It provides you with a fall back platform in case your initial lead generation plan fails. While this can give you some breathing space as you plan your next marketing move, a disappointing trend has been developing among many marketers, especially those in telemarketing – they always depend on the back-up plan. Because of this, they end up slacking off or slowing down in their work, which translates to a reduction in sales leads production. Truly, if you want to be at your lead generation best, you should work like you have no back-up plan. Having such a mindset will compel you to do your best at the initial business campaign.

A lot of successful telemarketers have done that in the past. Besides, in this fast-paced business environment, creating a back-up plan can be an unnecessary burden. Better give you best at the first try, so you have fewer problems to think about.

The Problem With Telemarketing Today

 

The Problem With Telemarketing Today by Callbox

As much as we are crazy for telemarketing, we cannot ignore the persistent problems facing it today.

What are these problems?

Rejections

– B2B marketers are getting rejected as more people have cynical whenever they receive a telemarketer.

Increased costs

– Nowadays, you cannot initiate a cold calling campaign without churning out a hefty sum of money.

Tougher sanctions

– Issues on personal privacy and security have fashioned for telemarketing a negative impression of itself, forcing governments to introduce new laws and regulations on telemarketing.

Continually evolving

– As more and more B2B businesses are using lead generation telemarketing, constant enhancements in proficiency and infrastructure are vital – if you don’t mind the extra expenses.

Don’t these reasons make you want to concentrate more on social media and email? Of course, not!

Its downsides notwithstanding, telemarketing is still as important to your business as fertilizer is to an ornamental plant.

In the fast-paced world that we live in where people are being bombarded by a nauseating amount of free information, nothing still beats the nurturing touch of telemarketing. Even with high costs and rejection rates, you cannot overlook the possibilities of engaging clients who prefer real-time interactions with real and professional corps of callers to anything else.

Our 10-year experience in telemarketing enables us to drive home with real results.

Want to give us a try? Call us now.

How Can Telemarketing Help Social Media Marketing?

How Can Telemarketing Help Social Media Marketing?

 

The marketing landscape is constantly changing. What may seem to be a sure-fire marketing tactic may not be an appropriate method today. And the lead generation tools we scoff at in the past may be the latest aid we need for the modern market. Such is the case with social media. Nowadays, companies and marketers are touting this mediums ability to generate sales leads, as well as engage customers in meaningful conversations. But is that enough? Will social media be the answer all marketers are looking for? Can it replace the other marketing tools that are currently used today? Or will it be a marketing fad that will fade in time? There are just too many questions that has to be answered.

 

We must first understand what social media is all about. Social media is a marketing strategy that uses social media networks like Twitter, Facebook, Pinterest, etc. The aim here is to increase the online presence of the company, encouraging more customer engagement and conversation. While this is very effective in increasing the awareness of the market, it is just that – increasing market awareness. Social media, for all the things it can do and achieve, is still not that effective in generating qualified B2B leads. Remember the Pepsi Refresh campaign? It is a major advertising campaign used by the company to hype up its social responsibility and presence to the market., and look at what it got the company into. From being second to Coke, Pepsi slid down to the third spot. What made it more painful was the new second place: Diet Coke. Considering the millions spent on this social marketing campaign, you can tell that this was a real sales disaster. This is certainly something that you do not wish to happen.

 

In order for social media marketing to effectively generate more sales leads, you need another marketing tool to assist. It can come in many forms, but it seems like the best methods are the most disruptive in nature. In other words, these are marketing methods that actively and aggressively get in touch with prospects and help you with the task. Among the most preferred methods employed would be telemarketing. Yes, you would probably be complaining that this is an old (if not a negative) means of engaging prospects to buy or sign up to our offer. But in terms of effectiveness, when paired with social media marketing, you will see better results in terms of appointment setting success.

 

What does it tell you about social media and lead generation? For one, it tells you that social media, as a marketing tactic, cannot bring sales leads on its own. You can spend a lot of money in your social media campaign, but just like the case with Pepsi, it might not be a bright idea. In order for it to be effective, you need to combine it with other marketing tools, like professional telemarketing services. Whether done in-house or through outsourcing, it will give you the right results.

 

How To Build Credibility In Telemarketing

How To Build Credibility In Telemarketing

In lead generation, particularly where telemarketing is involved, credibility is everything. Without it, you will never be able to get the trust of your business prospects, making it even harder for you to generate qualified sales leads. Remember, you need to build your credibility from the very start. This is the key to making your appointment setting process easier to do. So, how will you do that?

 

  1. Say your name – one of the biggest mistakes made by marketers is not saying their name clearly. How will prospects know you are a credible person if they never got your name at the very start?
  2. You improvise – do you know what business prospects hate the most from telemarketers? The latter follows a sales script. Using one as a guide is good, but if you depend on it (without adjusting to what the prospects say, do, or need) then you fail to prove your concern.
  3. Stay true – pretending, padding, or excusing your way to your business prospects may work at the start, but once they put you at closer scrutiny, then the lies will unfold and you can say to your B2B leads good-bye.
  4. Listen to your prospects – if all you do is talk on the phone, without letting your prospect a chance to express themselves, then you will end up making them reject you.
  5. Be ready – that means you study everything about your product, the market, as well as the business of your prospects. This will add to your credibility, as well as encourage confidence in your from your prospects.

 

Keep these tips, plus a lot more you might learn along the way, and you can build up your credibility in telemarketing.

 

Why Outsource Your Telemarketing Campaign?

Why Outsource Your Telemarketing Campaign

Advertising about your company is one thing, but converting that interest into actually sales leads is something that you should consider as well. That is why you need to use some effective marketing tools to support your campaign. Now, lead generation is a task that should not be taken lightly when it comes to advertising and marketing. Successfully negotiating a deal with a business prospects requires a lot of telesales experience, not to mention communication skills. In case you are lacking in those two points, it might be a better idea to outsource to a professional appointment setting firm do the job for you, just to make your job more convenient.

While it is understandable that you want to personally handle the task of generating B2B leads, you have to admit that this is a task that may be beyond your skills. Besides, given the other things you have to attend to (market planning, product development, management of production floor, etc.) you just cannot afford waste your time and effort in finding business prospects, creating interest, nurturing that interest, and then converting them into actual sales leads. The overhead costs and the initial outlay to conduct your own telemarketing campaign might be beyond your capacity. You really need to get others to do the work for you.

Yes, you will hear a lot of critics saying that outsourcing is not a good idea, that it will drain your company’s resources, that the business leads produced are not good, that you might get conned by fraudulent firms, among other things. But these happen if you are not careful enough. If you are, then your telemarketing campaign would be in a better spot.

 

Telemarketing Troubles? This Is How You Solve It

Telemarketing Troubles? This Is How You Solve It

 

Yes, there will be times (it will not be surprising how often it might be) that you get a bad day when generating sales leads. You  may get a lot of rejections, curses, fails, losses, in a single day. But that is all right. Everyone gets that once in a while. And it can have a negative impact on your lead generation productivity. Now that is something no one would want to get in the long run. You will need to solve that, and to solve that fast. So here is how you do it:

 

  1. For bad calls – instead of taking a break after a particularly nasty call, why not take a deep breath and go straight to the next appointment setting call. Believe it or not, you will forget about that bad call, allowing you to concentrate better in your current calls.
  2. Telemarketing is an art – yes, there are graphs and numbers that you should consider, but when the going gets tough, generating B2B leads is dependent on your communication skills. And mind you, communicating is an art that you have to master.
  3. Remember that no one is perfect – everyone makes a mistake. What matters is how you handle it, how you rise up to the challenge (or maybe save your skin). Sharing your experiences with others might help, as well as learning from others.

Keep these tips in mind, and you will be able to handle your telemarketing troubles. It is that simple, you know.

 

Will Social Media Replace Telemarketing?

Can Social Media Replace Telemarketing ?

 

Social media is the rage, there is no doubt about it. With the Facebook, Twitter, blogs, and pictures all catching the attention of a huge number of people, it does have a lot of potentials for a professional lead generation campaign. It is new, it attracts a lot of prospects, and it can certainly help you engage them in a conversation. Surely, this is the best way to attract more B2B leads. It could very well replace telemarketing, right? Well, some marketers might disagree. Before you start saying that those who beg to differ are relics of the past, we must first identify the reasons why social media could not replace telemarketers in generating qualified sales leads.

For one, social media is just that, social. It is merely a platform in which to engage prospects in a conversation, probably about things in common and interests. While it is good to talk to business prospects, the problem here is that some marketers are tempted to replace their entire campaign process with social media – which is a very bad move. Social media is meant to communicate with prospects. Other methods like telemarketing is meant to convert prospects into qualified sales leads. Believe it or not, calling people on the phone is a much needed medium for inside sales people.

Another point to consider are the required steps in qualifying business leads. Social media will help you find prospects, yes, but it is not that efficient in qualifying the prospects. Indeed, there will be some details that will not be clear through this medium. If you want to be sure that your prospects will indeed become viable leads, then you need to perform a more in-depth check on them. And you can only do that by talking directly to them. Even if you cannot do it in person, at least you can use the phone for the job. A skilled lead generation specialist will be able to wring out the true details when the call.

Of course, there is no reason to look at social media as below telemarketing. Indeed, both should be working side by side. You can only say so much on the phone without the prospect losing you. In case you need to say a few more details, social media services can provide that. You have to admit that these can be very powerful tools for inside sales. There are a lot of opportunities that can be found this way. And there are other tools available, like email and blogging. These can help you bring more customers to your business. Which will be all good for you.

Basically speaking, the aim here is to make talking to prospects easier to make. Sure, cold calling may have its detractors, but this is where social media can help. While talking to prospects in blog posts and tweets, you can create there an opportunity, an opening in which you can directly communicate with them on the phone. That will help you get the job done better.

What To Look For In A Telemarketing Team

What To Look For In A Telemarketing Team

 

Recruiting a good telemarketing team is crucial for a successful lead generation campaign. For one, they are the people who will stand on the frontlines, getting in touch with business prospects and turning them into qualified B2B leads. The problem here, so far, is the actual recruitment of your telemarketers. While it might sound easy, putting things in motion can be quite complicated. You can interview them on the phone, or maybe do a demonstration, but these pale in comparison to more intangible qualities that truly differentiate excellent telemarketers.

 

  1. A positive attitude – generating sales leads is no joke, with stress and rejections rates on the phone pretty high. If you can find a telemarketer with a natural sense of humor, or lives with a positive attitude, you should give them a second look.
  2. Enthusiasm – the work can be draining, especially if this is a long-term campaign. Excellent telemarketing representatives are buoyed with an enthusiastic outlook, keeping them going despite the drudgery.
  3. They worked hard, and they have something to show for – this is where past job experiences come in. No matter how promising a potential hire is, if they have shown a lackluster performance, this might make you think twice. It is your call to hire them or not.
  4. Self-motivated – you cannot give your team pep talk every day. You have a lot of things on your plate. It would be a great help for you if you simply hire someone that can motivate themselves, and get things done.
  5. They have a clear and friendly voice on the phone – in telemarketing, voice quality is important. You need someone who has this quality if you want to be effective in appointment setting tasks.
  6. Willing to go on an incentives scheme – a commission-based payment system can be a win-win arrangement. If your agent does not perform well, you minimize your losses. If they exceed expectations, they earn a larger paycheck. It is a risk, but the rewards are worth it.
  7. Can work with a team – lone wolves may be good, depending on the account, but you will need team players in a campaign that can might go through several stages before getting qualified as business leads.
  8. Confident – these people are sure of themselves and their capacity to excel in their work. Such people are rarely the type to sulk or get depressed after a bad day. Hire them astelemarketers and you will save yourself from performance headaches later.
  9. Empathetic – someone who can put himself on another man’s shoes is someone will be able to build rapport with prospects. And in lead generation terms, rapport is a big deal.
  10. Persistent – not taking ‘no’ for an answer is a quality that defines an effective marketer. They will keep on going until they finally get what they want.

 

See? If you can find someone who embodies most of these qualities, then your telemarketing campaign will be successful. What more if you can find one who has them all, right?

 

Do Large Businesses Still Need Telemarketing?

Do Large Businesses Still Need Telemarketing?

This blog was updated June 16, 2017

Large companies basically have all the resources they need to implement and maintain an effective lead generation mechanism. They are capable of investing in updated technologies along with a wide range of tools that will benefit their marketing in the long run. Especially now that modern technology has allowed large companies to expand their brand’s appeal through email marketing, SEO and social media, the only path for these companies is to adapt to digital trends.

We now beg the question: Where does telemarketing fit in? Is it still significant in today’s digital ecosystem?

For many entrepreneurs, the decision of whether or not to use telemarketing as a lead generation tool remains to be a critical issue. On the one hand, it would seem like an old-fashioned way to generate quality leads. On the other, it remains to be the hallmark of establishing effective clients interactions.


 In fact, Margin Media [2013] reported that marketers qualified over 80% of leads as high or medium quality from telemarketing activity. 

Read full article on Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force


Still, a marketer worth his salt knows better than to ignore the capabilities of telemarketing and, in particular, cold-calling. Prospects, for one reason, prefer to be educated rather provided with consumable information. Decision-makers nowadays want to know more about a product before they consider making a purchase. And e-mails and newsletter just won’t cut it. Though it provides for a broader reach to potential clients, a purely digital campaign does can only secure minimal results. The thing is, your prospects want to know more, and providing them with content that does not respond immediately to the issues and queries they raise can be limiting.

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

We can always agree that telemarketing is, in some way, traditional since it does not jibe well with contemporary marketing trends. Still, when it comes to appointment setting and B2B lead generation, picking up the phone has some level of appeal to decision-makers who want to lend an ear and consume the kind of information they wanted. If anything, telemarketing allows you to speed up the process of qualifying leads and ensuring that prospects end up making a sales appointment.

We’re need saying that social media marketing is all that bad, but you need to supplement it with the old fashioned method of actually engaging your prospects in meaningful conversations, responding well to their issues and providing them with the right kind of information to court them into a purchase.

As much as we can say about digital marketing being convenient and fast and all, telemarketing remains to be effective in terms of nurturing leads. And we can ramble on on how content marketing is king, but what really matters nowadays is that the fact that you are able to interact with your clients in their own terms. And that is something you can only achieve by listening and speaking to them.

On a side note, you can always engage your clients via social media and email right after your initial contact. This will make sure that the bridges you have made are still intact and that you are keeping your prospects all warmed up for another engagement over the phone.

After all, companies have a lot of resources on their side to support whatever marketing campaign they want to implement. Logistical and financial issues aside, making the crucial step of investing in telemarketing can open up a whole new world of possibilities.

It’s just a matter of reinventing the way you view on how telemarketing works.

 

 

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 marketing campaign with proven telemarketing process! 

Dial 888.810.7464

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]
6 SMART Calling Essentials For Better Telemarketing Results

Are Your B2B Telemarketers Doing Cold Calling Monologues?

Are Your B2B Telemarketers Doing Cold Calling Monologues?

Are your sales representatives talking too much? That may just be the reason why your b2b sales leads aren’t converting. A lead generation campaign is only as effective as the number of qualified leads it allows you to convert. But if your sales people are using the old style of telemarketing or telesales, then you will obviously not get your desired results.

Here are 6 reasons why monologues are no longer effective in converting b2b sales leads:

  • B2b leads are listening more to what each other thinks, instead of listening to a company’s praises for itself. They have lesser and lesser trust in the brands promoting products and services, and often ask the opinions of their peers, friends and relatives before making any sort of purchase.
  • Business leads want to feel special. If your cold calling b2b telemarketers are only the ones talking, then your sales leads will feel alienated instead. They want you to listen to their problems, and they want you to give solutions that will help them remedy these problems. It’s never about how innovative or advanced your products and services are, if it doesn’t give them the right benefits, they won’t purchase it.

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

  • Cold calling monologues are considered as trademarks of narrow-minded companies, and business leads know full well that these kinds of companies are only after their money. These companies are only after the quick sale, customer service is usually not one of its strong points, and the prospects are seldom qualified b2b sales leads.
  • Purchases resulting from sales monologues often lead to unsatisfied customers or clients because it was never discussed if the offer actually solves a problem of the client in the first place. The cold call was all about how great the offer is, not how appropriate it is to the current situation of the business sales lead.
  • Telesales monologues don’t promote feedback from business sales leads, which means telemarketing scripts remain largely the same for countless campaigns. If the current script offends a business lead, then it would simply continue to do so. Here are some sample cold calling scripts for you.

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

  • Because b2b leads can’t talk during telesales monologues and no information can be gleaned from the call, so nothing is essentially gained during the call (but there is a large chance that the b2b sales leads have already been lost). This means that monologues never make for a good b2b lead generation campaign.

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

If you want to have a good b2b telemarketing campaign, whether for lead generation or telesales, then outsource to a professional b2b telemarketing service provider whose b2b telemarketers are properly trained to build rapport with business sales leads and promote conversations.

 

 

Create better telemarketing strategies, Check out The Savvy Marketer

Or kick off your campaign now with proven lead generation process! 

Dial 888.810.7464

Weeding Out Junk Leads With Predictive Lead Scoring

4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]
6 SMART Calling Essentials For Better Telemarketing Results

Three Handy Tools For Niche Telemarketing

For a lot of companies, niche marketing can be a very effective tool in getting more business coming into your firm. It has a lot of applications in various industries, including those in the lead generation business. Think about it, regardless of what marketing medium you use, be it social media or telemarketing, you will need to know whether you are reaching out to the right audience. Being able to tailor your products or service to potential clients can make all the difference in your campaign to generate B2B leads. But really, how can you be sure that what you are doing is right? Luckily, there are three easy tips to remember when you try niche marketing:

  1. Address the needs of the market – yes, this is the first rule that you must remember. Being able to tailor your lead generation service to a specific industry can help improve your chances of getting potential clients. For example, you can offer lead generation services to companies that have marketing teams of their own, while you can also offer appointment setting services to those who have none. Such level of personalization maximizes your company’s ability to capture more clients. It will also help you save on costs since what you do can use more localized, and usually, cheaper, marketing mediums to get your customers. For example, you can hire a local telemarketing team to do the job for you.
  2. Know the language – you need to know what is the language spoken in the niche you wish to enter. Remember, you need to sound and be part of the community. Failure to consider the nuances of the locality may bring negative, if not hilarious results. Remember Electrolux? One of the biggest makers of vacuum cleaners in Europe tried to enter the US market with the tagline “Nothing sucks like Electrolux”. Innocent enough, but caused a complete fiasco with the Americans. You also need to be careful when translating into another language, lest you make the same “finger-lickin’ good” mistake of KFC in China – the Chinese characters read “eat your fingers off”.
  3. Test the waters – even if you see no competitors in the market, it does not mean that you have just found a gold mine. More likely than not, many of your competition have tried entering the market but were unable to penetrate. It does not mean that you should just give up. Who knows, you might have something that the market is looking for. Try examining your competition. See how they tried to market their products and services.  What you learn from them can help you craft a better marketing plan. And always try testing the market before you fully roll-out, tweaking out any areas of improvement. This is an essential precautionary step.

These are just a few of the many tips that you can use when you want to try entering a niche market. As long as you follow them carefully, you will be able to work in this market better. Who knows, this might be the best investment you can make in marketing.

How NOT To Manage Your Telemarketers

 

There are plenty of avoidable mistakes that business managers make when managing their telemarketing teams. The allure of gaining new clients or customers and achieving high revenues can lead business owners to disregard proper management practices that eventually add to the negative image of professional telemarketing. To get better results from this direct marketing channel, here are six suggestions on how NOT to manage your telemarketers:

  1. Hiring telemarketers en masse – hiring a large number of telemarketing people within a short period of time means you spend less time evaluating the skills of each person. This will only jeopardize your business and require you to pay people for work that they are not qualified to perform effectively.
  2. Giving them a calling list that includes…just about everyone – your telemarketers receive the full force of rejection and anger from irate sales leads everyday, strive to reach quotas and yet still manage to assume a happy disposition for every call. The least you can do to help your professional telemarketers do their job properly is to arm them with a well-targeted list to give your telemarketers a better chance of reaching their quotas and limit the number of unrelated, irate calls, effectively reducing stressors.
  3. Setting unrealistic goals – setting impossibly high quotas that your telemarketers could never reach will cause a huge blow on their morale. Eventually, they’ll just stop trying to get even one successful sales lead because they feel all efforts towards reaching your absurdly high quotas are useless . On the other hand, giving them realistic goals will encourage them to strive harder and even surpass the limits you’ve set, which means more sales leads and higher revenue for your company.
  4. Undermining a telemarketer’s free will – give your telemarketers some space to actually use their own God-given skills to solve problems. Hawking over them to monitor every little detail of their work will only increase their stress levels, which means they are not in optimal shape to qualify leads, handle technical support issues or even sell products and services.
  5. Eagerly promoting top performers to management – do you really expect your sales leads to soar by removing your best telemarketers from the production floor? Unless you are confident that your top performers have the skills to become great managers, you might want to keep them burning the phone lines a little longer.
  6. Scrimping on additional training – experience beats training, you might argue. But keeping your frontliners regularly updated with current trends in telemarketing best practices will help improve their overall work performance in the long run.