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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 drudges 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.

 

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.