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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

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.