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Pages of Success for IT Telemarketing Part 2: The Naked Face

Pages of Success for IT Telemarketing Part 2: The Naked Face

Part 2 “The Naked Face”

Communicate. Speak. Ask questions. Answer queries.

 When ideas are conveyed clearly, actions will be performed correctly.  Any assigned task, like running an IT campaign, requires team work and collaboration of ideas. One cannot perform and deliver the best results without the help of others, may it be a shared effort or just plain feedback. For an IT telemarketing campaign to run productively, we must closely work our ideas and efforts together to be able to put up a fair and smooth project run.

Take a look at the 3 most commonly discussed, and should be well-communicated issues in an IT campaign.

The Target Numbers

We very well understand that your business has specific targets to achieve and we are engaged with the same goal. This goal should be 100% attainable, for you and us. If the target you set would seem impossible for us to clock up, we will truthfully tell you so. We would not want to promise something that we are not certain to deliver. Fair enough?

Related: Creating a B2B Multi-Channel Marketing Strategy that Surely Delivers

Beyond the Success Call Criteria

During the campaign run, there could be instance/s when we would uncover exceptional leads. These are leads that deviate the set criteria but have weight on quality of interest that is quite hard to defy. Although we see this scenario as an opportunity to nurture for future engagement, still, the decision whether to pursue the opportunity or not is on you – would you look at it the same way we do?

 Nurture unready prospects and get access of the latest lead nurturing technology

Appointment Details

Appointments are set based on either your calendar or the prospect’s preferred timing.  Moreover, sending calendar invites is best-practiced and less likely to incur lapses. In case of schedule change, whether forecasted or sudden, notify us at the soonest time possible either thru the team’s contact numbers or email. All stakeholders should be copied in all email communications. Loop in all stakeholders in the project. Each must be able to answer any question, and whose advice could be deemed final on the team’s behalf.

Open all lines of communication at all times as this will ensure that everyone is on the same page on campaign status updates, reports and action plans. Keep an open mind and put on the naked face.

 

Did you missed? SEE: Pages of Success for IT Telemarketing Part 1: The Best Laid Plans

 

 Generate new customers. Our skilled agents can help you set your next appointments!

 

How Does Callbox Run a Successful Marketing Campaign?

Pages of Success for IT Telemarketing Part 1: The Best Laid Plans

 The Pages of Success for IT Telemarketing Part 1: The Best Laid Plans

Running an IT campaign requires thorough management. How each campaign requirement is handled could impact target results, and would be points of analysis for further actions. Challenges may come along, but those can be countered, and preventive steps can even be taken before these challenges range up to the worst.

Take a look at this two-part in-focus discussion on how to run an IT campaign.

Part 1 “The Best Laid Plans”

First, let’s talk about the Kick-Off meeting.

 Among any other verticals, Kick-off meetings for IT campaigns require more time and points to discuss. So make sure that everything is well laid out, understood and agreed by both parties.

The Campaign objective

Specify your appointment preference whether a phone or office, the number of appointments that you can take in for a day, the time interval between appointments, and the specific timing for each meeting.

Since IT projects require detailed and thorough discussions, for office meetings, it is best to consider proximity – the distance of travel from your office to the prospect’s place should be allotted ample time to avoid missed appointments or rushed proposal presentation which may result to a lost lead. You can’t afford to lose one customer for just being tardy, would you?

The Database Criteria

Know your exact target location. Identify ZIP codes, city, or state, as well as industry type, size, employee size or annual income. Note that the just filtered and approved database is still to be updated by the time the agent starts to use it for calling, where all contact information are profiled/verified during the actual call. This is exercised throughout the campaign period to keep the database clean and accurate for your further usage.

Put more emphasis on data quality. Have a regular data cleanup!

The Target decision maker

Commonly targeted decision makers for IT campaigns are IT Managers/Directors, Chief Financial Officers, Finance Managers or anyone who is in charge and makes decisions for their IT system set up in the company. These are individuals who are knowledgeable on the specifics of the company’s IT system like set up, status, challenges and planning on adding or replacement, as well as the budget allocation for such project.

Reach more potential IT and Tech Buyers!

Identify your Success Call criteria

Budget, Authority, Need and Timeframe or the “BANT” criteria, completes a success call qualification for IT campaigns in most cases. At some points, we may have to consider classifying leads into Hot, Warm or Cold, or A, B, C, or D, where 1 or 2 out of the 4 BANT criteria maybe absent, due to some factors like market trends and financial status of the business.

The Call Script

IT scripts should be comprehensive and convey a complete idea to the prospect of how your product or service could be beneficial to the prospect’s business need. Make it short and easy spiel for the agent to get hold of the prospect’s interest in just 1 sentence. Be certain of the jargons used in the script – terminologies which the prospect should be familiar with. People understand each other better when they speak the same language.

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

The Resources

At Callbox, we provide you access on all available resources for you to be able to track statistical reports. The Pipeline CRM is your central resource for tracking data, aside from the email notifications and the automated tools that act as virtual workforces for your campaign.

We will get all these requirements prepared within a week or two before your target campaign start date. Once everything is ticked on your checklist, then we’re off to get the agent on board to start the calling.

Now what’s next? Pages of Success for IT Telemarketing Part 2: The Naked Face will be released next week. Stay tuned!

 

How Does Callbox Run a Successful Marketing Campaign?

 

Do you have better ideas for setting up your telemarketing campaign? Share it below the comment section.

 

 

Marketing Menu for ITBiz: Why Telemarketing Should Be the Main Dish

A colleague of mine said that pristine sushi is his choice when dinning out in restaurants, while soulful Italian cooking would be a nice option to consider.

Sounds interestingly tasty…

Sales and Marketing come in many different media forms and strategies, but all have a single objective which is to promote and sell a brand. As an avid marketing critic, only a few brands could steal my hesitant attention – those brands that convey a clear message, able to draw my interest and bring about a personalized approach that could tap on my sublime mind.

Broadcast, Print and the Web are highly recommended promotional media outlets and have gained reputation on effectiveness.

But what’s in Telemarketing that still, many businesses like IT & Software companies keep coming back to?

Let me give you 3 important reasons:

 

Time and Effort

Maximized Time and Effort

With telemarketing, dissemination of information about products or services is delivered to the target prospect or customer at a specific timing. The time of the day in your target location and the assumed availability of the prospect are considered before an agent make an outbound call. Prospected clients would not remember a word from a calling spiel, neither recall which company is represented, if they were called during their busiest hours. It is advised to speak with prospects at their most convenient schedule, for which a telemarketer will be able to clearly convey the message to them, and chances of gaining interest is at its peak.

 
Related Post: B2B Telemarketing Tip: How to leave Effective Voicemail Messages

 

Target

 

Target driven

No spilled beans. The campaign data base tops the priority list of the required materials before a campaign run. The data base is carefully filtered with reference to the business targets like location, industry, company size and revenue. Unlike other media marketing channels where brand promotion maybe spread to a broad audience but untargeted, telemarketing will deliver the product or service to the right audience at the right time.

 

 

 

Custom your Approach

Custom-tailor Approach

“Need” is identified. The product or service being offered is exactly what the prospect needs for his business to grow. The brand’s value proposition will address every pain point of the business – a stimulus for gaining interest for the prospect to see and learn, or even experience the stated benefits. Although budget and time frame maybe factors that could setback target results, the Lead Nurturing Process would then be the best recourse to scale up sales impact. It’s a fact that customers would easily consider highly advertised and recommended brands but strongly-founded, reputable ones will never cease the market.

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

 

 Maybe I’d try Sushi Nakazawa in New York soon, but I crave for Peking duck – crispy on the outside and tender in the middle, which comes with crab and scallop-laced fried rice, that I would enjoy during late night or early morning dinning, so I’m heading back to my all time favorite Chinese food hub – Decoy!

Choosing Data for IT Telemarketing Campaigns

by: Rich Bendall

For businesses carrying out an IT telemarketing campaign a key part in its success or failure is the quality of the data being used. Despite this many companies still treat data as an afterthought rather than as a key part of their strategy.

When selecting data, businesses have the choice of either building their own list or buying existing content. Building data means carrying out your own research to create a bespoke database of contacts for your IT telemarketing campaign. If you don’t want to perform your own research then you have the option to rent the data from a third party company. Find your list and have the same company do your telemarketing for IT services as well. Both options have their own benefits and drawbacks.

When deciding whether to buy or build there are several things you should consider. In many cases the person you need to contact within an organization will depend on the campaign you are running. If you need to reach a specific person you need to be sure that any data you buy is sufficiently well targeted. Some data providers will just provide a very general contact for each organization and more tailored information may not be available. In this case you may have no other option than to build your own data.

Generally building your own bespoke IT telemarketing database will tend to be a more expensive process than simply buying from a third party. However if from this targeted data you are able to generate a higher number of sales then clearly this can be seen as the more cost effective option. As a compromise many businesses choose to combine the two options. That is they rent data which they then qualify themselves through their own research.

In summary the more niche and targeted your telemarketing for IT and Software campaign needs to be,the more value you will get from generating your own database of contacts.