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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!

 

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

How To Manage Cold-Calling Objections

 

When objections are raised, it means that sales leads are being careful. The worst that they can do is to make the wrong decisions. When rejections aroused, prospects are gathering information what will serve as their bases in assessing your company’s products and/or services. When oppositions are made, customers are interested in buying, but with the exercise of due care.

You, as cold-callers, must welcome objections positively. They are catalysts that measure your skills and the company’s competency. When you are punched with defeat, it will be a painful blow to your firm.

In order to be successful in handling call objections, here are useful guidelines.

1. Receive negative queries positively.
Do not interpret oppositions as rude and unhealthy. Welcome the negativity of the question so that the customers will appreciate that you open up a delicate discussion. Avoiding to answer negative questions will mark an unfavorable perception to the prospects. Always remember to resist the force of being defensive.

2. Have a clear understanding of the problem.
When an issue is opened up, understand the problem by allowing the customers talk about their thoughts and opinions. You can only provide the right answer when you have you and the prospect are on the same page.

3. Be straightforward.
Customers hate people who beat around the bush. Satisfy them by being direct, honest and straightforward. Make your messages short but meaty. Keep in mind not to bore them or add their anger by reciting long-winded statements.

4. Lay down the facts.
Convince your prospects by citing some articles, clients’ testimonials, surveys and other proofs that will supplement your answers. Customers want to more of the truth and they the things that will prove of such truth.

5. Know whether you have answered their inquiry or not.
See to it that you have addressed their concern. This is one way of turning that objection into a “yes”.

6. Inquire for additional issues and concerns.
Ask your prospects if they have other issues that are want to clarify. You would want to clear the plate before moving forward to avoid future complications.

Objections are part of the sales process especially when you are cold calling. The important thing is that you know how to handle these objections.

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

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!

 

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

How To Manage Cold-Calling Objections

 

When objections are raised, it means that sales leads are being careful. The worst that they can do is to make the wrong decisions. When rejections aroused, prospects are gathering information what will serve as their bases in assessing your company’s products and/or services. When oppositions are made, customers are interested in buying, but with the exercise of due care.

You, as cold-callers, must welcome objections positively. They are catalysts that measure your skills and the company’s competency. When you are punched with defeat, it will be a painful blow to your firm.

In order to be successful in handling call objections, here are useful guidelines.

1. Receive negative queries positively.
Do not interpret oppositions as rude and unhealthy. Welcome the negativity of the question so that the customers will appreciate that you open up a delicate discussion. Avoiding to answer negative questions will mark an unfavorable perception to the prospects. Always remember to resist the force of being defensive.

2. Have a clear understanding of the problem.
When an issue is opened up, understand the problem by allowing the customers talk about their thoughts and opinions. You can only provide the right answer when you have you and the prospect are on the same page.

3. Be straightforward.
Customers hate people who beat around the bush. Satisfy them by being direct, honest and straightforward. Make your messages short but meaty. Keep in mind not to bore them or add their anger by reciting long-winded statements.

4. Lay down the facts.
Convince your prospects by citing some articles, clients’ testimonials, surveys and other proofs that will supplement your answers. Customers want to more of the truth and they the things that will prove of such truth.

5. Know whether you have answered their inquiry or not.
See to it that you have addressed their concern. This is one way of turning that objection into a “yes”.

6. Inquire for additional issues and concerns.
Ask your prospects if they have other issues that are want to clarify. You would want to clear the plate before moving forward to avoid future complications.

Objections are part of the sales process especially when you are cold calling. The important thing is that you know how to handle these objections.

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