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6 SMART Calling Essentials For Better Telemarketing Results

6 SMART Calling Essentials For Better Telemarketing Results

One of the most frustrating and (perhaps) scariest aspects of sales is cold calling. No matter how professional and trained your sales team is, calling a prospective client for the first time without prior notice is intimidating.

The reason is simple – no one wants rejection and when you cold call, there’s a bigger possibility of getting turned down.  But this does not have your story because there’s a better way how to do it.

 

#1 Get SMART

SMART Calling – Sales & Marketing At the Right Time – enables the sales team of a business or company to reach their target at the time they are ready to make the decision. It is based on different sets of data and factors,  which give you an insight which prospect should be pursued first. It goes beyond getting a list of the right prospects. It also tells you which of these prospects are ready to make the decision and WHEN to call them.

Let’s say for example that your target is hospitals, and you know that a third-party pharmacy makes the buying decisions. You just don’t let your sales team barge into their door and deliver the sales spiel. Instead, you patiently wait for the right time to pounce. It is done by studying the online behavior of your prospect including lead scores and KPIs.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

 

#2 Forget about  the Script

Yes, a sales script is very helpful, especially when training new candidates. It also provides confidence to someone who is shy or anxious about talking on the phone. Most of all, it helps you steer the conversation to where you want it to go.

However, there’s a couple of problems with using a sales script: first, it sounds fake. Customers are more informed nowadays than before, and they can tell whether you are using a practiced spiel or not. Second, sales scripts get you stuck in a routine. They might be quite useful, but it also stops you from discovering a better alternative.

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

 

#3 Record and Analyze Your Calls

People tend to be self-conscious when they talk to prospective customers on the phone. Thus, they tend to change the tone and texture of their voice. Your sales people are not immune to this.

A good exercise is recording your sales call and let your sales team listen to them. It makes them collectively aware of the techniques that work, the mistakes they’ve made, and the things they need to improve.

Aside from recording your calls, using analytics tools can also help you thoroughly dissect your calls, including the turning points of the call and the important keywords that engages the customer. It will also help you brainstorm new strategies and techniques to improve your team.

 

#4 Set Goals

Goals are powerful – that’s a no-brainer; thus, it makes perfect sense why your sales team should have them. Goals help them measure their success and tells them where they are at. If they know where they are, they are motivated to continue and push themselves to reach the goal.

Here’s a tip with regards to goal setting: do not make short and long-term goals. You should also set individual and group-focused goals. It will not only encourage them to work together but will also push them to improve as they engage in a bit of friendly competition.


Check out our recently published Client Success Stories


 

#5 Make Your Calls Short and Sweet

Three minutes per call is enough. Don’t chat with your prospects and never give them the impression that you are. Remember that you have a mission, a goal to fulfill and you need to focus on that. Be quick and straight to the point. After that, go on to the next prospect.

Don’t forget to take a break as well. Experts advise taking a 5-minute call after every 15 calls you make. During this time, relax and de-stress, so you’re refreshed when you get back on track.

Related: How to Structure a Successful B2B Sales Call Blueprint

 

#6 Experiment and Observe

Not because your strategy is working means you keep on doing that nor should you be comfortable with it. If you want to keep on improving, you need to be agile, dynamic, and innovative, even if it means deconstructing current strategies and experimenting with different approaches.

Observe how your experiments progress – keep the strategies that work and throw those that don’t. Soon enough, you will discover something worth pursuing.

 

A Final Note

Unlike tips like starting your call with a positive story, the above are strategies and methodologies with long-term effects. You can apply them, again and again, to help your sales team improve and learn by themselves. Accordingly, they will not produce immediate results, but when applied over the course of time, they can give you the positive results you’ve been waiting for.
 

Looking to generate more leads?

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

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

6 SMART Calling Essentials For Better Telemarketing Results

6 SMART Calling Essentials For Better Telemarketing Results

One of the most frustrating and (perhaps) scariest aspects of sales is cold calling. No matter how professional and trained your sales team is, calling a prospective client for the first time without prior notice is intimidating.

The reason is simple – no one wants rejection and when you cold call, there’s a bigger possibility of getting turned down.  But this does not have your story because there’s a better way how to do it.

 

#1 Get SMART

SMART Calling – Sales & Marketing At the Right Time – enables the sales team of a business or company to reach their target at the time they are ready to make the decision. It is based on different sets of data and factors,  which give you an insight which prospect should be pursued first. It goes beyond getting a list of the right prospects. It also tells you which of these prospects are ready to make the decision and WHEN to call them.

Let’s say for example that your target is hospitals, and you know that a third-party pharmacy makes the buying decisions. You just don’t let your sales team barge into their door and deliver the sales spiel. Instead, you patiently wait for the right time to pounce. It is done by studying the online behavior of your prospect including lead scores and KPIs.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

 

#2 Forget about  the Script

Yes, a sales script is very helpful, especially when training new candidates. It also provides confidence to someone who is shy or anxious about talking on the phone. Most of all, it helps you steer the conversation to where you want it to go.

However, there’s a couple of problems with using a sales script: first, it sounds fake. Customers are more informed nowadays than before, and they can tell whether you are using a practiced spiel or not. Second, sales scripts get you stuck in a routine. They might be quite useful, but it also stops you from discovering a better alternative.

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

 

#3 Record and Analyze Your Calls

People tend to be self-conscious when they talk to prospective customers on the phone. Thus, they tend to change the tone and texture of their voice. Your sales people are not immune to this.

A good exercise is recording your sales call and let your sales team listen to them. It makes them collectively aware of the techniques that work, the mistakes they’ve made, and the things they need to improve.

Aside from recording your calls, using analytics tools can also help you thoroughly dissect your calls, including the turning points of the call and the important keywords that engages the customer. It will also help you brainstorm new strategies and techniques to improve your team.

 

#4 Set Goals

Goals are powerful – that’s a no-brainer; thus, it makes perfect sense why your sales team should have them. Goals help them measure their success and tells them where they are at. If they know where they are, they are motivated to continue and push themselves to reach the goal.

Here’s a tip with regards to goal setting: do not make short and long-term goals. You should also set individual and group-focused goals. It will not only encourage them to work together but will also push them to improve as they engage in a bit of friendly competition.


Check out our recently published Client Success Stories


 

#5 Make Your Calls Short and Sweet

Three minutes per call is enough. Don’t chat with your prospects and never give them the impression that you are. Remember that you have a mission, a goal to fulfill and you need to focus on that. Be quick and straight to the point. After that, go on to the next prospect.

Don’t forget to take a break as well. Experts advise taking a 5-minute call after every 15 calls you make. During this time, relax and de-stress, so you’re refreshed when you get back on track.

Related: How to Structure a Successful B2B Sales Call Blueprint

 

#6 Experiment and Observe

Not because your strategy is working means you keep on doing that nor should you be comfortable with it. If you want to keep on improving, you need to be agile, dynamic, and innovative, even if it means deconstructing current strategies and experimenting with different approaches.

Observe how your experiments progress – keep the strategies that work and throw those that don’t. Soon enough, you will discover something worth pursuing.

 

A Final Note

Unlike tips like starting your call with a positive story, the above are strategies and methodologies with long-term effects. You can apply them, again and again, to help your sales team improve and learn by themselves. Accordingly, they will not produce immediate results, but when applied over the course of time, they can give you the positive results you’ve been waiting for.
 

Looking to generate more leads?

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

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

The Digital Marketer’s Guide to Telemarketing Performance Metrics

The Digital Marketer’s Guide to Telemarketing Performance Metrics

In 1967, a PR consultant named Murray Roman launched the first-ever phone-based mass-marketing campaign. The project hired and trained 15,000 housewives to place a total of one million calls per day on behalf of Ford Motors. The campaign’s goal wasn’t to generate sales, but to identify likely automobile buyers (i.e., lead generation). This project gave birth to outbound telemarketing, and right from the outset, it was data-driven to the core.

According to a 1976 Harvard Business Review article, Murray Roman’s campaign collectively reached more than 20 million contacts. Each call followed a carefully-prepared script and lasted under a minute. The campaign generated a total of 340,000 leads (or 1.7% of contacts reached), handing off about 2 leads per day to each of Ford’s 23,000 dealer salespersons, who in turn managed to convert 187,000 of these leads into qualified opportunities (leads planning to buy in 6 months). All in all, the campaign helped Ford sell 40,000 units for a total of $24 million in revenues.

Related: What Makes an Outstanding Telemarketing Campaign [for All Types of Industry]

Half a century later, outbound telemarketing remains as data-driven as ever. With its new role in the modern digital marketing toolkit, telemarketing boosts marketers’ performance by delivering leads at scale and producing results in real-time. Given this channel’s current function, the success of today’s telemarketing campaigns, argues Robert Howells of the Global Marketing Associates, hinges on better use of data.

One crucial data-related aspect that needs a major rethink is telemarketing performance metrics. As the channel evolves, so do the yardsticks used to measure performance. Today’s marketers rely on a dizzying array of metrics and indicators to gauge how well each component of their strategy is working, including telemarketing. Modern telemarketing performance metrics help marketers answer five key questions about their campaigns:

  • Database Quality – Is your database accurate and relevant?
  • Activity and Volume – Are you making the right number of calls?
  • Reach Rate – Are you talking to the right people?
  • Conversions – Are calls driving the desired action?
  • Costs, Revenues, and ROI – Is your campaign making or losing money?

These are the five areas to look at when evaluating telemarketing performance—whether you’re running campaigns in-house or outsourcing to an agency. In this post, we’ll go over some important metrics to keep track of under each performance category and find out how to make informed decisions based on the numbers.

UPDATE: Here’s  a neat infographic for a visual overview

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

 

Database Quality

If telemarketing had a set of axioms that fundamentally defines how it works, then The old adage “it all starts with the list” would surely be part of it. Data quality impacts every other area of telemarketing—from call volume to conversions to ROI—that having the right list means already winning half the battle. To make sure your (or your agency’s) list always stays up to snuff, keep a close eye on the following metrics:

Overall List Health

To get a feel for the overall quality of a telemarketing database, you need to track the ratio of known errors to the number of records. These errors include missing values, duplicates, invalid contacts, data entry errors, etc.

Related: Declare Your Independence from Bad Data: A 5-Step Plan

Segmentation Fields

Another crucial measure of telemarketing data quality is the level of segmentation a list allows. Does your list contain valid industry codes? Does it let you segment into different job titles? Does it create redundant segments? How well do the segments match your target buyer profiles or personas?

List Penetration Rates

Data quality directly affects the number of positive contacts, the number of conversations with decision makers, and the number of conversions your campaign generates. That’s why, when expressed as a percentage of total records, these three ratios offer valuable insights on the accuracy and relevance of your list (these metrics are discussed in more detail later).

New Information Gathered

Telemarketing campaigns also provide great opportunities for businesses to update and enhance their marketing data. That’s why tracking the amount of new information obtained or verified through phone calls gives you some idea on the quality of data you’re working with. How many new records were you able to add? How many fields did you update or verify?

Related: Why Customer Profiling Could be the Best Investment your Company Makes

 

Activity and Volume

Telemarketing still pretty much remains a numbers game. To drive real conversations and conversions, campaigns need to scale call volume and activity. But there’s more to monitoring volume than simply counting and adding up the number of calls made. Effective telemarketing campaigns keep track of:

Calls per Hour

This metric indicates the average rate at which an agent or rep places calls. While high calls-per-hour figures are generally a good sign, the quality of each call matters more than quantity alone. Also, there’s a lot of non-agent factors that impact call-per-hour numbers—such as script complexity, dialer system efficiency, and pre-call/post-call work required—which skews benchmarking. That’s why this metric shouldn’t be taken in isolation.

Average Call length (Average Talk Time)

This is the average amount of time an agent or rep spends on each call. It’s good practice to keep calls under a specific number of minutes, but very low average talk times can indicate poor quality of conversations. To make meaningful comparisons, make sure you take factors like the length of the call script and admin work required.

Occupancy Rate

This metric refers to the time an agent or rep spends on calls versus the time spent between calls. Occupancy rates tell you how productively agents allocate their time. If this number is greater than 1 (or 100%, when expressed as a percentage), then agents are spending more time actually calling than doing things in between calls.

Calls per Record

According to data cited by HubSpot, It takes 18 calls on average to actually reach a B2B buyer. While this may or may not be the case for your industry or target market, most B2B leads today require more than one attempt to contact. That’s why the calls-per-record metric is a crucial number to keep an eye on.

Related: 6 SMART Calling Essentials For Better Telemarketing Results

 

Reach Rates

Steli Efti over at the Close.io blog points out that most marketers spend 90% of their efforts just trying to reach decision makers. This means only a small portion of their time actually goes to having conversations with the right prospects. Not surprisingly, one thing that separates top-performing campaigns from the rest is the ability to improve reach metrics, such as:

Positive Contact Ratio

This refers to the percentage of dialed records where agents are able to speak with the target contact. When this metric is low, it indicates agents or reps aren’t reaching enough prospects. Persistently low positive contact ratios can mean there’s an underlying problem with list quality or outreach tactics.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

Abandonment Rate

Abandonment rate is the percentage of calls which aren’t picked up by the target contact. This can also include answered calls ended while still being routed to a live agent or rep. Convoso recommends keeping abandonment rates under 5%. Anything beyond this needs a closer look.

Unique Decision Maker Conversations

For campaigns that require multiple touches with a decision maker, focusing solely on the total number of conversations can overstate reach rates. That’s why you also need to look at the number of unique decision maker conversations. This metric gives insight into data quality as well as lets you compare initial contact versus callbacks and follow-ups.

Related: Things to Do When Dealing With A B2B Prospect that’s Difficult to Reach

Requests for Information (RFIs)

This metric looks at how many positive contacts asked for materials about the offer or company. Tracking the number of RFIs allows you to drill down further on a campaign’s reach rates. There are two ways to look at this metric: as a gauge of how well agents handle the “send me more info” objection, and as a measure of a prospect’s interest.

Not Interested

Monitoring how many uninterested contacts agents identify also provides valuable insight on several campaign components. A very high number of not interested prospects can mean you’re targeting the wrong audience, but it can also indicate that agents are doing a good job filtering unqualified leads.

 

Conversions

Modern marketers now use telemarketing to achieve a wide range of goals. This broadens how we define “conversions”. Telemarketing conversion rate now refers to the percentage of calls that result in a specific action from the prospect. Radius suggests tracking the following outbound conversion metrics:

Lead Conversion Rates

This is the percentage of decision makers reached that qualify as leads. Again, what constitutes as a lead will depend on the campaign goal (schedule a face-to-face meeting, sign up for a free trial, verify some information, etc.).

Call-to-Close Ratio

This is the percentage of telemarketing-generated leads that actually convert into paying customers. Depending on the sales process, conversion into sales can take place right after the lead is handed to sales or at the end of a longer nurture cycle.

Calls per Outcome

This metric tells you how many calls it takes to get a result (conversion). In some ways, it can be thought of as the flipside of lead conversion rates. Calls per outcome measures how efficiently a campaign generates results and you largely want to minimize this metric.

Related: How to Use the 3 Levels of Pain Points for Better Sales Conversations

 

Costs and ROI

Conversions directly impact a campaign’s costs and returns. To get a 360-degree view of telemarketing performance, you also need to look at whether the money you spend on telemarketing is actually producing value.

Cost per Lead and Cost per Opportunity

This is the total costs incurred in the campaign divided by the total telemarketing-generated leads (or opportunities). When done in-house, telemarketing costs can include direct costs (staff, telecom, database, software, etc.) and overhead. But when outsourced to a third-party agency, costs are more streamlined and transparent.

ROI

Telemarketing ROI is the revenues attributable to the channel divided by the total telemarketing costs. But because modern telemarketing is just one component in a revenue-generating machine, it can be a bit of a challenge to determine how much of the revenues telemarketing actually contributes. This is usually estimated through attribution models such as first touch, last touch, weighted, time decay, linear, and position-based attribution.

Related: Going Beyond the 500% ROI: How to Integrate Telemarketing with Other Channels

 

The Takeaway

Telemarketing performance metrics help you uncover problem areas and rooms for improvement in your campaign. But keep in mind these numbers are only averages, summaries, and headline figures. They only tell you part of what’s going on. To really get the full story, you have to dig deeper into the components that make up your telemarketing strategy: the list, the script, the audience, the agents, and the calls themselves.

 

How do you use telemarketing performance metrics data to improve your calling campaign?

Share your insights in the comments! 🙂

 

 

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Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]

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.

 

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.

 

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.

 

Tips to Become a Cold Call Connoisseur

Tips to Become a Cold Call Connoisseur

In any endeavor, be it keeping touch with friends or collecting leads, nurturing social media platforms paves the way to achieving solid networks.

B2B marketers see in these platforms as very effective lead generation tools, but are they reliable, or else, effective? An ambiguous question merits an ambiguous answer. But for now, we should turn our attention to good old-fashioned telemarketing.

There are a variety of ways to approach telemarketing. But if you really want credible B2B results, then cold calling is the way to go, although many businesses often struggle in that area.

Here are some tips on how to effectively conduct a cold call campaign that can effectively gain leads and translate them to closed sales:

Keep your eye on the prize. It is important for you to know your prospects well. And this entails a lot of hard researching and constant observance of consumer behaviors. Also highly important is to know pertinent information on your contacts before actually calling them. You can use a variety of social media tools for this, like LinkedIn and Facebook. The idea here is to make sure they are the decision-makers you are looking for.

Work around the limits. Time constraints always pose a constant challenge to telemarketers. Efficient prospecting can be rendered useless if a target doesn’t pick up the phone. Imagine how much resource that would cost you. However, you can always anchor you campaign to follow a certain time frame. The period between 5 p.m. and 6 p.m. during the middle of the week are ideal for cold calls. Thus, it is imperative that you know your prospect’s local time well.

Integrate with social media. Always remember that marketing strategies is not done through an isolated method. Rather, it is an integration of new media methods and telemarketing. If you conceive of a B2B lead generation campaign based on social media, always complement your program with cold calls.

Hunt down problems. An effective cold call is one that engages a prospect, and this entails knowing what problems they are facing and how your company can approach them. Always assume that your customers have important issues to resolve and your task is to be their savior.

Draw a line. Not literally. What we are aiming for is correspondence and warm dialogue with a prospect. All your efforts will all go to waste if you keep on beeping them up. Your persistence could be read as a knack for annoyance. Like beer, cold calls are safe when kept within moderate boundaries.

We can never assume that cold calls are dead or dying. In fact, they are here to stay, and if you know how to wield them well, you can only expect conversion rates to rise.

Source: B2B Cold Calling Best Practices

B2B Telemarketing Tip: How to leave Effective Voicemail Messages

B2B Telemarketing Tip: How to leave Effective Voicemail Messages

It is said that close to 20% of a marketer’s day is spent leaving voicemail messages. This might be because not all business executives are ready to talk directly to someone without first knowing the intentions. It’s undeniably a great technique for filtering unwanted communications.

Hence, despite this, there is a need to leave effective voicemail messages that interests a prospect so much that he or she may have no problem calling you back for an actual engagement.

Consider these important tips:

Create a reason for the recipient to give you a call back.

Don’t divulge too much information that may lead them to making an uneducated decision on your products or services. Orchestrate your message as a call-to-action. Provide key information without giving too much away.

Some do not have the time to listen to your message twice, so supply your number in the message at least twice so they can write it down.

Give them the option of returning your call at their convenience.

Do not state a specific time for them to return your call. If they are busy, then you have given them a viable excuse not to attempt to communicate with you.

Do not indicate to the recipient that you will call them back.

It makes you look desperate, may cause them to get annoyed, and will disengage them from the rest of the message’s information.

Do not leave messages at odd hours.

People will suspect that you are not confident and did not want to talk to them if you call at an hour when they most likely will not answer.

Before 8 am and after 5 pm are good hours to leave messages.

People who are aggressive workers are working before and after normal hours. If you call them at these times, they most likely will perceive you as one too.

Let the recipient know that you will be making several points in your message ahead of time.

This will eliminate the chance of them fast forwarding and missing pertinent information.

Voicemail is meant to be powerful and succinct. If you cannot relay information in a brief period, then it is not meant to be a message.

Do not leave your website address on a voicemail.

This goes back to the first point in not divulging too much information. The person can then make an uneducated decision about your products and services.

Try to avoid using the person’s last name. Using a person’s first name makes the message more personable.

Refer to a mutual acquaintance if possible. Be sure that the recipient respects the person and that the person will have positive things to say about you.

 

Related Post:

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

Promoting Tech Products: Three Aspects of B2B Telemarketing you Wouldn’t Want to Compromise

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

 

Source: Sales Tips for Leaving Voicemail Messages 

 

Establishing Business Relationships through B2B Telemarketing

Establishing Business Relationships through B2B Telemarketing

Conversations over the phone between telemarketers and potential clients are the bloodline of B2B lead generation campaigns.

Despite the rising prominence of web-based marketing channels (blogging, social media, email), as well as the limitations of certain telemarketing laws and the Do Not Call registry, telemarketing is still very well alive and reliable.

But business transactions aren’t the sole purpose of telemarketing. These conversations can also foster clientele ties that, albeit not readily profitable, may be the foundation of future business relationships.

Not all phone conversations have to be aimed at setting appointments or closing sales. They can also serve as entry points in positioning your business within a prospect’s “circle of trust”. This is a valuable investment that could come in handy when the right time comes.

The customer service element

If a current correspondence with a prospect is not likely to bear fruits anytime soon, telemarketers can always wear their customer services badges instead and manifest a genuine willingness to help.

If you have the resources, allot a considerable amount of time and effort to exhaust all means for a client, and see if anything could be worked out. It may or may not be necessarily consequential to your bottom line, but why pass on the chance to make a difference?

Building a reputation of passion, one call at a time

Prospects are always in the lookout for businesses that understand their situation and are willing to resolve it. Sometimes, we get to bump into these prospects, yet we fail to establish a partnership because of reasons beyond our control.

Still, it helps to be regarded as a company that is worth considering and could’ve been a perfect match to their needs. Having that reputation in a prospect’s mind is an asset, and it could lead to more doors being opened.

Spreading the vibe

Satisfied clients tend to be generous when it comes to giving praise and spreading the word among their network of business people. But most of the time, satisfaction is not only measured by being able to meet the desired numbers and producing targeted results.

The quality of the output and the manner by which they were carried out are also important indicators of success in the client’s perspective. Their emotional satisfaction can be powerful enough to compel them to refer you to their friends with utmost confidence that you can deliver.

That is a level of esteem that most marketers can only dream of, and telemarketing can give your business that rare ticket.

 

Finding the right Telemarketer: Are “people skills” really important?

Finding the right Telemarketer- Are “people skills” really important

People skills, or interpersonal skills, are one of those attributes that you either have or don’t have – there’s no ‘in between’. Some people just have the flair for playing well with others, while the rest are just not good at it.

It is believed by many, though, that people skills are imperative to career success. Makes sense, considering that any job entails interacting with people (unless you’re a zookeeper or a lone astronaut in space, and even then, you’d still need to talk to someone).

A Forbes article says there are at least 20 people skills that we have to learn in order for us to succeed at work. This includes strong communication and negotiation skills, good sense of humor, good manners, and awareness of body language. That’s a mouthful, if you think about it.

When hiring a telemarketer for your B2B lead generation and appointment setting campaigns, would you screen an applicant based on people skills? If so, how is that even measured? Would you hire a person on the sole basis of being an extrovert?

Telemarketing is inherently a conversation-based marketing medium, and it’s only logical to note that being a “people person” is favorable. But remember, we are in the business-to-business sphere.

Is it fair to conclude that someone who is a bit stern and straitlaced doesn’t have the capacity to succeed in telemarketing?

Fact: There are also downsides to being a “people person”.

According to Psychology Today, outgoing and sociable people tend to listen less, because of their innate need to seek attention. They are more susceptible to being self-centered individuals, which makes them find it difficult to genuinely relate with others.

This can also cause them to become intrusive. They have the tendency to cut off a person while talking, because they’d rather be listened to than listen to others. In the world of telemarketing, a short attention span is a no-no.

Wouldn’t you rather hire someone who enjoys listening? Someone who thrives on analyzing things before making an action? Someone who has the ability to focus, making him see things that others can’t? Someone who is very good at one-on-one conversations than talking in front of a crowd?

People skills are useful when you want to entertain your prospect and leave a pleasant impression before hanging up the phone. But if you want telemarketers who truly listen and give full attention to your prospects, you may want to change your hiring criteria.

A B2B Telemarketing Mini-Module on Effective Coaching

 

Good conversationalists and negotiators are born, not made. But being verbally prolific doesn’t guarantee success in telemarketing. A lot of other elements need to blend in to complement to the traits required for one to be a good telemarketer.

For one, B2B lead generation is a multi-faceted endeavor. There are several ways to generate qualified and targeted B2B leads, but doing it over the phone is one of the most basic pillars of this field.

Now there could be many telemarketers who are by default good speakers, so the only improvement left to focus on is the development and support part. Here are some pointers on how to mold telemarketers to be (even) better at their jobs:

Examine their strong and weak points.  Start by spending enough time with the team.  Observe their areas of strength and opportunities for improvement. Listen to a random sampling of recorded calls to gauge the current skill levels.

Let them set their own goals. First, determine if they are aware of how good they are, If not, give them a summary of how you have assessed them, and then based on that feedback, guide them in creating their skill objectives. Remember to setup a time frame as to how and how often these goals are monitored.

Always offer feedback, and make it constructive. Learn how to respond accordingly to different behaviors: people doing their tasks well, those in need of a little reinforcement and those who are not on the right track. Keep it positive and constructive, explaining how it would help improve the quality of their work.

Allow them to share input.Forcing agents into a system they’re not comfortable with can be counterproductive for the whole team. Learn to ask for their creative input on certain aspects of the program so they could also do their part effectively.

Strive for consistency.  Make sure to follow up with team members over time to let them know you recognize their efforts toward improvement. Instill a mindset of consistency – remind them that success should not be short-lived, otherwise it’s pointless.

Always practice. Just because the skill is there doesn’t mean there’s no longer a need for practice. A sharp tool still needs maintenance, and considering how the industry just rapidly shifts behavior every now and then, it’s always best to be prepared for any challenges in the future.

Do you have a Voicemail Strategy for your B2B Telemarketing?

 

Gatekeepers are not the only ones that impede one’s success at telemarketing. More often than not, telemarketers fail to reach a certain prospect even after several attempts, in which case he may have to make do of just leaving a voicemail.

Voicemails are but a part of the entire telemarketing game, but marketers dread having to deal with them. For one, they don’t represent any indication of success. It is merely a consolation; the fact that there is this one last way for your message to be heard.

But when used effectively, voicemails can be a lead generation tool. Barbara McKinney of B2BTelemarketing.net gives us pointers on how to create a voicemail strategy:

    1. State your name at the beginning and your number at the end – too many marketers these days often forget about this very important detail. Most tend to speed up when they say their callback numbers, while there are those who seem to mince words when they say their names. Be clear and succinct in these parts. If ever, these might be what your prospects need to read your.

 

    1.  Leave a voicemail from your preferred callback number – in other words, you should use your office phone. Some marketers, for the sake of convenience in their work, call their prospect using personal phones, but make them call the office. Such complications are unnecessary.

 

    1. Have a reference point as well as specific intent – the thing about voicemails is that the ones where you and your IT appointment setting prospects have a common denominator are usually returned. Also, if you state your purpose clearly on why you are calling them, they are more willing to call you back.

 

    1. Be brief and plan well – the most effective voicemails are the ones that can tell you what they precisely need at the shortest possible time. This requires that you think critically about the composition of your message and how your prospects will hear it.

 

    1. Do not ask questions – the purpose of voicemails is to get your prospects to call you, not to leave questionnaires. If you want to learn more about your prospects, ask them directly when they call you back. Or, you can also call them again and ask those questions. Take your pick.

 

    1. Professionalism and enthusiasm – voicemails left by telemarketing  representatives can be returned if the one leaving it state their purpose in a professional and enthusiastic manner. This can be felt by the other party, even if you do not see each other. Stay upbeat, and courteous, and you can be sure to get a response.

 

  1. Keep calling – when all else fails, a little persistence can go a long way. Try to call your prospects again when you still do not get a response from them. Who knows, maybe the second or third time calling is the charm. Just remember that you need to act as respectful as you can. You are asking for their business, not the other way around. You have to gain their favor at the start.

The Anatomy of a Top Notch B2B Telemarketer

One could collect hundreds of small of advice on how to be the best telemarketer in the world, but looking at the bigger picture, it all boils down to being natural and being in action. As long as you do your part, everything else – including all those little, nevertheless significant details – will follow.

Most of the time, aside from maximizing your special individual traits, it’s only a matter of doing the necessary things to achieve your goals.

The Anatomy of a Top Notch B2B Telemarketer