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What to do with your Telemarketing Campaign before going on a Holiday

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What to do with your Telemarketing Campaign before going on a Holiday

The last quarter of the year marks the homestretch of business to business marketing campaigns. The last three months of the year show monthly calendars of almost daily local and national holidays, observances, and state holidays. However, you may have to take out a to do list first of the things you need get a parking on before you take the leap to the airport and fly to your holiday get away. Take a look at the three-point list below of how to manage a B2B marketing project while catching up with the holiday rush.

Sync your working calendar with that of your prospects’

Start planning a perfect holiday spree by ticking the boxes of important dates of your business calendar for the year. The question, “Do your business prospects take holidays off” & “When”, will help you determine the perfect time on plotting the remaining working days of your campaign, and the start date of your official holiday leave. Have both your active and non-active days synced with that of your telemarketing team to get an organized schedule of pauses and start offs.

Related: Outbound Telemarketing: To Outsource or Not to Outsource?

Schedule a “Pause” on the calling activities

The pause should start on the first day of your scheduled holiday leave which should sync with that of your prospects’. Make sure that your working team’s calendar should be blocked from all appointment setting activities – this will ensure that no lead or appointment would be posted during these days off, and no chance for lost deals. The “Start” date to resume the telemarketing calls must fall on the day, you and your prospects, or most of them, come back to work.

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

Set an Email Auto Reply

Wouldn’t it be so relaxing to sip on a glass of vodka, while in a vacation island, without the hassle of getting bugged by email alerts – like lapsed appointments? Email is the most legit and formal medium for business to business communication. Though mobile calling and texting, and the social media come in handy for both personal and business connections, it is best that business talks are funneled into just one venue like email. This will help you avoid missed communications and even missed business transaction meetings.

Related: The 4 Worst Things You’ll Do in an Email Marketing Campaign

You may follow a very simple Out of Office (OOO) reply format like “I am currently out of the office for the holidays and will be back on (date). For urgent matters, you may reach me at (number)”. However, leaving contact information in your OOO email reply will be up to your discretion, as this should be dependent on the nature of your work or business.

Ideally, a lead generation campaign must follow a synchronized pattern workflow of tasks, reports and schedules in a streamlined process which involves you, your prospects, and your telemarketing team.

So keep everything in place in the office before you leave for a week or two, with no calls, all bustles.

Enjoy the holiday spree!

Make holidays productive, read more sales and marketing tips and tricks, visit Callbox blog.

 

Get your lead generation campaign ready for 2016! Revamp your strategy with multi channel marketing approach! Learn more how to get more customer.

Get you Lead Generation Campaign Ready for 2016!

 

Looking for a Telemarketing Company? Look for these Qualities

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Looking for a Telemarketing Company- Look for these Qualities

There’s no question about outsourcing your B2B telemarketing. Because of the supposed benefits it brings, contracting the services of a marketing company is an attractive and convenient course for improving your bottom line.

But we want to emphasize the word ‘supposed’ here because we have a strong case to do so: Not all telemarketing companies are capable of bringing out the best of outsourcing.

There are probably thousands of service providers out there, all saying they have “the experience” and “the proficiency.” But finding the right people to handle your campaign means downplaying these buzzwords and paying close attention to these important qualities:  

Strong Customer Service Skills

The best B2B telemarketing companies treat your customers as if they were their own. Strong customer service skills means handling questions about the finer details of your business on the fly. It means knowing how and when to vary the scripts. Not every call is identical, and not every situation can be resolved in the same way.

Inbound Lead Generation

The people who take the time to call your business are often your most qualified leads. These phone calls need to be serviced promptly and professionally, and these customers need to be left satisfied. The best B2B telemarketing companies understand and value these phone calls as an opportunity to truly make a difference for the client.

Attention to Customers

 Customers have options, and competition can be high, especially with the Internet. Customers have grown accustomed to immediacy. Immediate attention and a quick resolution can make all the difference in lead generation and sales.

A Commitment to Multiple Roles

The right B2B telemarketing company can help your business with more than just sales and lead generation. That’s an important part of it, but they can also help with important communications services such as market research through outbound surveys, database maintenance, voice broadcasting announcements, and live web chat.

You see even at this era, telemarketing is proving itself against the rising digital strategies. Indeed telemarketing is unstoppable.

Quality Training

When handling another business’s phone calls and leads, it is important to be ready in any type of situation. Remember, the call handlers are an extension of your business, so training is a crucial element to a successful relationship. Call handlers should be well-versed with the company and understand client interaction. They should understand the FAQs, for quality product knowledge. They need to understand the qualifiers to be a solid lead, appointment or sale.

How do you know if a company has what it takes? Simple: RESEARCH. Visit the company’s site and rummage through content such as blog articles and case studies. Also, search for online reviews about its services and solicit opinions from its previous clients.  

Speaking of reviews, Callbox Earns #1 Spot In Two Lead Generation Services Rankings For 2015.

Source: http://www.qcssinc.com/blog/the-best-b2b-telemarketing-companies-consider-these-5-factors
 
 

Read now! Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

Keep Calm and Cold Call- B2B Telemarketing is Still an Unstoppable Force

Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

/in //by:

Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

Hopefully, the title didn’t mislead you in any way, because there is enough reason out there to say that B2B telemarketing continues to be an effective force in terms of acquiring B2B leads despite a vocal push to go digital. Is there anything new to telemarketing that it manages to stay on in every B2B campaign? Here are some insights from Lead Agency’s Kim McNeil:

MARKETING ON THE MOVE

A mobile friendly web design has become a must-have for any website owner, as has creating mobile friendly content. The more tech savvy marketers have also used location information provided by mobile phones to target prospects based on their physical position.

Here’s an illustration from comScore describing how mobile users increased from 2007 until current:

 

Statistics for Mobile Usage

 

In an article Mobile Marketing Statistics 2015, Danyl Bosomworth stated “So it’s no longer a case of asking whether mobile marketing important, we know it is!”

Related Post: Will you move to mobile this 2015?

Smart B2B marketers are harnessing new technologies and applying knowledge of mobile devices to their marketing strategies.

Smarter B2B marketers are remembering the original use of mobile phones, and using that to inform their marketing strategies.

USING PHONES FOR … PHONING?

As more and more prospects own mobile phones and the capabilities of the devices are advancing, B2B marketers are starting to overlook their main function: to make and receive calls.

A recent survey by Software Advice (2013) analysed the most used communication channels by B2B marketers. In-house email marketing, SEO and Social Media took the top spots, while the use of telemarketing was significantly less, coming in at position 7 overall.


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.


ACTIVE VS PASSIVE B2B MARKETING

From this survey, we can see that today’s most commonly used B2B marketing strategies involve creating content, social media posts, and designing websites. Marketers are generating content then relying on the prospective client to find the information and act on it. This is known as passive marketing, and generally works for brand building over a long period of time. However passive marketing strategies take a significant amount of time and budget that many B2B marketing companies simply do not have.

In the B2B space where buyers have the power, active marketing efforts most often produce a higher ROI. Active marketing involves continually reaching out to prospects until you get in touch with them. As Over 80% of today’s B2B sales are made after the 5th contact, this is often a necessary strategy.

Picking up the phone and having a direct conversation with your prospect is one of the best options for an active marketing strategy and can significantly increase lead generation and nurturing initiatives. In fact, Margin Media [2013] reported that marketers qualified over 80% of leads as high or medium quality from telemarketing activity.


Cold calling might be an aggressive method but delivers fast ROI for businesses. It has helped Callbox increase its sales and revenue.

 

Learn how this 5 to 5 Calling Rule for Inbound Leads (Generated Over 40% Increase in Sales)

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales

 

However, incorporating it with other channels might boost your brand awareness and achieve excellent marketing results. Learn more about Multi-Channel Marketing and why it’s worth investing.

So it’s up to you. Whether to focus on one productive strategy or try something new, you”ll never know — you might as well double your production.

 

We have a list of case studies to prove you that telemarketing is still effective. Check them out!

 

Reach out the Right prospects at  Right time! Watch our Smart Calling video

SMART Calling (Sales & Marketing At The Right Time) from Callbox on Vimeo.

 
 

What to do with your Telemarketing Campaign before going on a Holiday

/in //by:

What to do with your Telemarketing Campaign before going on a Holiday

The last quarter of the year marks the homestretch of business to business marketing campaigns. The last three months of the year show monthly calendars of almost daily local and national holidays, observances, and state holidays. However, you may have to take out a to do list first of the things you need get a parking on before you take the leap to the airport and fly to your holiday get away. Take a look at the three-point list below of how to manage a B2B marketing project while catching up with the holiday rush.

Sync your working calendar with that of your prospects’

Start planning a perfect holiday spree by ticking the boxes of important dates of your business calendar for the year. The question, “Do your business prospects take holidays off” & “When”, will help you determine the perfect time on plotting the remaining working days of your campaign, and the start date of your official holiday leave. Have both your active and non-active days synced with that of your telemarketing team to get an organized schedule of pauses and start offs.

Related: Outbound Telemarketing: To Outsource or Not to Outsource?

Schedule a “Pause” on the calling activities

The pause should start on the first day of your scheduled holiday leave which should sync with that of your prospects’. Make sure that your working team’s calendar should be blocked from all appointment setting activities – this will ensure that no lead or appointment would be posted during these days off, and no chance for lost deals. The “Start” date to resume the telemarketing calls must fall on the day, you and your prospects, or most of them, come back to work.

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

Set an Email Auto Reply

Wouldn’t it be so relaxing to sip on a glass of vodka, while in a vacation island, without the hassle of getting bugged by email alerts – like lapsed appointments? Email is the most legit and formal medium for business to business communication. Though mobile calling and texting, and the social media come in handy for both personal and business connections, it is best that business talks are funneled into just one venue like email. This will help you avoid missed communications and even missed business transaction meetings.

Related: The 4 Worst Things You’ll Do in an Email Marketing Campaign

You may follow a very simple Out of Office (OOO) reply format like “I am currently out of the office for the holidays and will be back on (date). For urgent matters, you may reach me at (number)”. However, leaving contact information in your OOO email reply will be up to your discretion, as this should be dependent on the nature of your work or business.

Ideally, a lead generation campaign must follow a synchronized pattern workflow of tasks, reports and schedules in a streamlined process which involves you, your prospects, and your telemarketing team.

So keep everything in place in the office before you leave for a week or two, with no calls, all bustles.

Enjoy the holiday spree!

Make holidays productive, read more sales and marketing tips and tricks, visit Callbox blog.

 

Get your lead generation campaign ready for 2016! Revamp your strategy with multi channel marketing approach! Learn more how to get more customer.

Get you Lead Generation Campaign Ready for 2016!

 

Looking for a Telemarketing Company? Look for these Qualities

/in //by:

Looking for a Telemarketing Company- Look for these Qualities

There’s no question about outsourcing your B2B telemarketing. Because of the supposed benefits it brings, contracting the services of a marketing company is an attractive and convenient course for improving your bottom line.

But we want to emphasize the word ‘supposed’ here because we have a strong case to do so: Not all telemarketing companies are capable of bringing out the best of outsourcing.

There are probably thousands of service providers out there, all saying they have “the experience” and “the proficiency.” But finding the right people to handle your campaign means downplaying these buzzwords and paying close attention to these important qualities:  

Strong Customer Service Skills

The best B2B telemarketing companies treat your customers as if they were their own. Strong customer service skills means handling questions about the finer details of your business on the fly. It means knowing how and when to vary the scripts. Not every call is identical, and not every situation can be resolved in the same way.

Inbound Lead Generation

The people who take the time to call your business are often your most qualified leads. These phone calls need to be serviced promptly and professionally, and these customers need to be left satisfied. The best B2B telemarketing companies understand and value these phone calls as an opportunity to truly make a difference for the client.

Attention to Customers

 Customers have options, and competition can be high, especially with the Internet. Customers have grown accustomed to immediacy. Immediate attention and a quick resolution can make all the difference in lead generation and sales.

A Commitment to Multiple Roles

The right B2B telemarketing company can help your business with more than just sales and lead generation. That’s an important part of it, but they can also help with important communications services such as market research through outbound surveys, database maintenance, voice broadcasting announcements, and live web chat.

You see even at this era, telemarketing is proving itself against the rising digital strategies. Indeed telemarketing is unstoppable.

Quality Training

When handling another business’s phone calls and leads, it is important to be ready in any type of situation. Remember, the call handlers are an extension of your business, so training is a crucial element to a successful relationship. Call handlers should be well-versed with the company and understand client interaction. They should understand the FAQs, for quality product knowledge. They need to understand the qualifiers to be a solid lead, appointment or sale.

How do you know if a company has what it takes? Simple: RESEARCH. Visit the company’s site and rummage through content such as blog articles and case studies. Also, search for online reviews about its services and solicit opinions from its previous clients.  

Speaking of reviews, Callbox Earns #1 Spot In Two Lead Generation Services Rankings For 2015.

Source: http://www.qcssinc.com/blog/the-best-b2b-telemarketing-companies-consider-these-5-factors
 
 

Read now! Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

Keep Calm and Cold Call- B2B Telemarketing is Still an Unstoppable Force

Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

/in //by:

Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

Hopefully, the title didn’t mislead you in any way, because there is enough reason out there to say that B2B telemarketing continues to be an effective force in terms of acquiring B2B leads despite a vocal push to go digital. Is there anything new to telemarketing that it manages to stay on in every B2B campaign? Here are some insights from Lead Agency’s Kim McNeil:

MARKETING ON THE MOVE

A mobile friendly web design has become a must-have for any website owner, as has creating mobile friendly content. The more tech savvy marketers have also used location information provided by mobile phones to target prospects based on their physical position.

Here’s an illustration from comScore describing how mobile users increased from 2007 until current:

 

Statistics for Mobile Usage

 

In an article Mobile Marketing Statistics 2015, Danyl Bosomworth stated “So it’s no longer a case of asking whether mobile marketing important, we know it is!”

Related Post: Will you move to mobile this 2015?

Smart B2B marketers are harnessing new technologies and applying knowledge of mobile devices to their marketing strategies.

Smarter B2B marketers are remembering the original use of mobile phones, and using that to inform their marketing strategies.

USING PHONES FOR … PHONING?

As more and more prospects own mobile phones and the capabilities of the devices are advancing, B2B marketers are starting to overlook their main function: to make and receive calls.

A recent survey by Software Advice (2013) analysed the most used communication channels by B2B marketers. In-house email marketing, SEO and Social Media took the top spots, while the use of telemarketing was significantly less, coming in at position 7 overall.


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.


ACTIVE VS PASSIVE B2B MARKETING

From this survey, we can see that today’s most commonly used B2B marketing strategies involve creating content, social media posts, and designing websites. Marketers are generating content then relying on the prospective client to find the information and act on it. This is known as passive marketing, and generally works for brand building over a long period of time. However passive marketing strategies take a significant amount of time and budget that many B2B marketing companies simply do not have.

In the B2B space where buyers have the power, active marketing efforts most often produce a higher ROI. Active marketing involves continually reaching out to prospects until you get in touch with them. As Over 80% of today’s B2B sales are made after the 5th contact, this is often a necessary strategy.

Picking up the phone and having a direct conversation with your prospect is one of the best options for an active marketing strategy and can significantly increase lead generation and nurturing initiatives. In fact, Margin Media [2013] reported that marketers qualified over 80% of leads as high or medium quality from telemarketing activity.


Cold calling might be an aggressive method but delivers fast ROI for businesses. It has helped Callbox increase its sales and revenue.

 

Learn how this 5 to 5 Calling Rule for Inbound Leads (Generated Over 40% Increase in Sales)

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales

 

However, incorporating it with other channels might boost your brand awareness and achieve excellent marketing results. Learn more about Multi-Channel Marketing and why it’s worth investing.

So it’s up to you. Whether to focus on one productive strategy or try something new, you”ll never know — you might as well double your production.

 

We have a list of case studies to prove you that telemarketing is still effective. Check them out!

 

Reach out the Right prospects at  Right time! Watch our Smart Calling video

SMART Calling (Sales & Marketing At The Right Time) from Callbox on Vimeo.

 
 

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

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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!

 

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

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


People nowadays stumble upon the words telemarketing and telesales every so often. Numerous times, if one is a stranger to the B2B industry, it is easy to say that both are one in the same.


We owe the confusion to the prefix tele, but the similarity ends there. While both use the telephone as an audience communication channel, telemarketing and telesales fill distinctly essential roles in the growth and prosperity of a business enterprise.

The real score

First of all, Integrity Business Connections points out that telemarketing is “less about volume, and more about quality, and is specifically used for setting appointments at which a sales person will attempt to make the sale. Therefore, telemarketing requires a more complex process, often taking a script and veering off as the conversation requires it.”

Furthermore, telemarketing takes a long time to work its magic. While it is not directly involved in winning a sale, it is nonetheless essential in keeping a prospect constantly interested with a product or service. Telemarketing uses lead nurturing mechanisms to verify information and determine whether a decision-maker is “warm” enough to consider buying the product or service, in which case B2B appointment setting comes in to open a can of sales opportunities.

Telesales, on the other hand, “is used, as the name suggests for taking a sales order over the telephone, for a product or service.”

It makes use of callers who are trained simply for securing a prescribed number of sales a week. Making sales pitches for products like enterprise software may look easy, but experience and an understanding of buyer psychology goes a long way in terms of bypassing any potential sales barrier.

Torn between two tele’s?

Between telemarketing and telesales, which is more vital for providing better revenue?

Integrity Business Connections makes a good point by saying that telemarketing is more suited for B2B, since the “buying cycle is much longer and their sale order value is quite high.” That leaves telesales to B2C, where speed and volume form a large part of business strategy.

Here’s a bonus infographic from Integrity to illustrate how they really differ:

 

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

 

But why not have the best of both worlds?

 

For Katie Smith, marketing communications manager of ThomsonLocal.com, the “most effective (if potentially costly) method is an integrated campaign of Telemarketing (plus a variety of other traditional marketing research initiatives) to identify lead generation followed by an outbound Telesales campaign.” This concept, she adds, is proven to deliver better results in lead generation as well as sales.

 

 

Close more deals with our lead generation services or learn more B2B marketing ideas.

 

Sources: Telesales vs. TelemarketingWhat is the Difference Between Telemarketing and Telesales?

Increase Telemarketing Efficiency with Auto-Dialers

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Increase Telemarketing Efficiency with Auto-Dialers

Businesses in the B2B market depend on their telemarketing platforms for effective lead generation and appointment setting. Aside from that, effective dealings with B2B prospects can only be attained through an effective calling infrastructure that realizes quality customer experiences and hence business possibilities.

But the main challenge has always been the same ever since: How can businesses achieve better ROI influx as well as produce quality clientele relations? This is worth investigating ad should be easily remedied by recent innovations in the field of CRM.

Along with smart marketing software, auto-dialers can be your tools of choice for improving your telemarketing performance.

Many companies in fact adopt auto-dialing software, integrating them with their existing lead management program for a solid marketing and sales operation.

But the reasons don’t end there. To increase telemarketing efficiency, we can point to numerous other instances in which auto-dialers save more money and provide a higher rate of conversions from prospects to paying leads.

A big productivity boost

Characteristic of a highly efficient call center is a highly productive team of callers. Using a combination of an automated lead management and nurturing database, businesses can eliminate the idle time waiting for a contact to pick up a call. Moreover, no longer would callers occupied with managing a large pool of prospect data than with honing their CRM abilities. They are able to get better at customer interactions.

Saves a ton of money

We’re not talking about a few bucks here. No, we’re talking about stashes of money that would have been wasted due to dropped calls. Consider this: you invested a large sum for setting up a telemarketing platform, expecting that you would at least be able to earn enough deals to cover your outlay. But without an auto-dialer, you would most likely experience high drop rates or to put it loosely, missed opportunities and a waste of a good investment. Auto-dialing software on the other hand ensures that each call would result in a sale.

Better sales prospects

Another fact to consider in telemarketing is that quality customer engagements likely end in a purchase. It has been revealed that automated process, from lead prospecting to lead nurturing, present optimistic buyer likelihoods. This is due to the ease with which an automated system provides personnel, as explored in the first point.

Streamlined and transparent lead database

This year will highlight the need to manage big data, therefore requiring bigger lead management budgets. When put to effect, auto-dialing can provide clear and accurate reporting on each successful call with an agent, thus encouraging better strategizing.

 

The Lifecycle of an Effective Telemarketing Call

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The-Lifecycle-of-an-Effective-Telemarketing-Call

We know for a fact that customer engagements via phone are essential in lead generation and appointment setting. But drawing down a potential client’s defenses and attracting him or her to your offer makes for a two-punch combination. Without proper execution of telemarketing processes, you wouldn’t be able to knock a prospect out in a close.

The truth is: an effective telemarketing does not revolve much around mere application of what is listed in a call script. Rather, it points to an entire process.

Telemarketers should be able to follow the best practices involved in a phone engagement with a business opportunity, from first contact to appointment setting. In other words, effectively facilitating the lifecycle of a single telemarketing call can also secure the life of the entire business.

It is therefore important to review and execute these steps perfectly to increase the chances of winning a qualified sales lead.

Introducing yourself

Introducing yourself to another person is part of social convention, an act aiming to communicate your interest in building an exchange with said person. No big deal about that. But in telemarketing, the first few words you utter puts you right smack between a hang up and an inquiry where the time element is but essential. After you tell the prospect your name, it is wise to follow up by talking about the organization you represent and the purpose of your call. Never linger too long, or else you’ll give the prospect enough reason to put the phone down.

Talking about your solutions

In a regular telemarketing call, the introduction should take you about a few seconds. After which, you should be able to ask the prospect if his or her organization is seeking solutions. Give enough time for the prospect to answer your first question before moving on to another, narrowing down your inquiries until you arrive at a specific preference. Pro tip: don’t sell during the first engagement. After finding out what the prospect wants, follow up with an email blast before calling to set up an appointment.

Setting the appointment

After the prospect confirms interest, move in for the “kill.” Thank the prospect for his or her time. Designate an agreeable time and date for an appointment with a sales person. Thereafter, take a deep breath and move on to another prospect.

Seeking for an enhanced lead generation and appointment setting program? A competent lead generation company has the appropriate expertise and tools to drive better business results.

 

Telemarketing Turning Points: How to Optimize Lost Opportunities

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Telemarketing Turning Points- How Lost Opportunities can be Optimized

In B2B marketing, you can never refuse the ability of traditional inbound techniques, most especially telemarketing.

If anything, telemarketing continues to be a preferable channel for many decision makers. It is seen as an effective way in fostering nascent business relationships. At least 28% of decision makers say that telemarketing makes them feel valued, based on a slideshow by SCI Sales. On top of that, the ROI it delivers is unmatched by that of any other B2B platform.

But however one sees it, the main issue is more of application. It matters if the company that is handling effective telemarketing operations for B2B lead generation and appointment setting. In many cases, not many marketers are that skilled or lucky enough to maximize their telemarketing opportunities. More often than not, opportunities to set a sales appointment are lost along the way, entailing a waste of time and resources.

No doubt rejections are a fact of life this side of the B2B world. But this shouldn’t hamper you from realizing short-term and long-term company goals.

There are concrete ways to turn rejections into better opportunities, and here’s how:

Re-assess along the way

Your telemarketing strategies need revamping from time to time. And it is necessary for a business to perceive subtle trends in its campaign’s progress. Key metrics such as conversions and ROI should be taken note. Knowing such trends can help in revising your present telemarketing strategies.

Improve your led nurturing via email

On the first contact, it is likely that a prospect defers his or her decision to set an appointment. They will rather reserve their decision for subsequent contacts. In between contacts, your marketing program should send out personalized emails that touch on topics that weren’t discussed during previous engagements. Moreover, emails allow you to control and influence a decision maker’s willingness to buy.

When rejected, move on

Much to your chagrin, you simply cannot do anything about sales prospects who are simply not interested in buying your products. In such a case, it would be best to leave it at that. You can always depend on your B2B lead generation campaign to prospect for decision makers that are sure to partner up with you. It’s tough choice, but with a little persistence in generating B2B leads, you might just improve your sales performance.

Telemarketing is not that easy. It’s not just about calling someone to make a sale. It is more about influencing others and solving pressing issues, tasks that an independent and highly competent outsourcing firm can live up to.

 

Communication Solutions: How to Succeed as a B2B Telemarketer and not as a Chatterbox

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Communication Solutions- How to Succeed as a B2B Telemarketer and not as a Chatterbox

Communication is as essential as air. And as organic beings, we have this impulse to talk or write or gesture, due to the fact that “no man is an island” (unless you are Tom Hanks living on one with a volleyball for a best friend).

Moreover, human ingenuity has created ways in which we can surmount the geographic boundaries that challenge B2B telemarketers from achieving a closed sale. We have telephones now, and that’s a good thing.

But still, as much as we want to praise such innovations, we are still confronted by the psychology involved in making a done deal with a client.

Fortunately, here are some basic telemarketing ground rules to guide you before you go on a warm call campaign.

Show respect; Earn respect. Telemarketers are one of many groups subject to jokes at the office water cooler or the local watering hole. The fact that they are “annoying” or at times “needy” have prompted many prospects to simply hang up, say “I don’t have time for this,” or make wise cracks just for the hell of it. It may sound rather discouraging to aspiring sales reps, but really, the problem is more in the approach. Aggressiveness is a driving force for success. But if you take it to the extreme, it can only be misconstrued as annoying. Thus, always think of your clients as busy people who have a lot of time in their hands, and they may think of you with high esteem.

Be cordial. This could be listed under the previous item, but we should examine it as an independent fact. Being polite is the same as being professional. You want to be decent because you want your customers to know that you are not a typical B2B salesperson. As a matter of fact, you are talking to your client as a provider of solutions, whether the issues involve customer relations management or IT products for shipping companies.

Be clear and concise. There is a thin film separating annoyance and an actual purchase. And it would take a wrong choice of words to puncture through that film and lose a potential buyer. Telemarketers are supposed to be masters of the spoken word. Whether you are reading through a call script or invoking the powers of spontaneous sales speak, you should be able to talk about your company’s offers clearly and reasonable without striking a mental chord.

There are perhaps many more tips where these three came from, but these would suffice to give you that edge to in making communication work between buyer and seller.

Trust: The Foundation of a Successful B2B Telemarketing Campaign

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Successful B2B Telemarketing

Engaging your prospects seems easy. You simply pick up the phone and you just talk your prospect into closing a deal or setting an appointment.

It may seem like it, but B2B telemarketing faces certain challenges, the most profound being that there is no perfect approach in dealing with prospects, and no manual or call script can ever set an exact amount of friendliness to seal a close.

It’s scary, but not enough to turn your fears into a full blown phobia. It is just a matter of fostering trust with your prospects, and here’s how to do just that.

Know more about your prospects. Cold calls and appointments are rendered useless if you lack any pertinent detail on the potential buyer. The lack of research can only mean that you are not that into your prospect. Thus, you need to have a thorough understanding of your target market and the right lead generation marketing campaign.

Be time-bound. One way to irritate your prospects is to make every second you engage them irrelevant. This qualifies as bad practice that only wastes time more rather than solve problems. Make every instant you engage your prospect count, and you may count on them to make a referral.

Be polite (duh). It’s a universal fact we just can’t do away with. It is an innate impulse that seeks to manifest itself almost involuntarily because we have this incessant need for interaction. And it is indeed an important aspect of cold calls and other telemarketing campaigns, the successes of which are owed to such phrases as “Please” and “Thank you.”

Let your prospects talk. People love to talk. And what better topics than their concerns like having an ineffective marketing apparatus. Marketing is all about knowing specific problems and presenting solutions for them. So, try to give your prospect a chance to vent whatever issues they are facing and listen intently.

Ask more questions. As much as the prospect would like to talk, it is also important for you as a telemarketer to keep the conversation going by asking more questions. As you progress, the customer is more likely to know more about the products you offer if you ask them about their additional needs. It goes a long way, and if you maintain your customers’ interests long enough, they might like to set an appointment.

Building trust is like building a very sturdy bridge. You need sturdy materials in order to maintain a stable structure. Because a bridge is a metaphor of the relationship you and your prospect share, and it should be constructed t last long.

Do you have a Voicemail Strategy for your B2B Telemarketing?

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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.

Want Targeted Leads? Go for Targeted B2B Telemarketing

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By using sophisticated market targeting and tailoring calls to specific prospects, B2B telemarketing companies can increase the chances of any business to increase their sales. You can measure the depth of a telemarketing firm by being prolific data analysts and effective niche marketers at the same time. As it has been pointed out many times, the process doesn’t just involve generating leads – it’s about getting it from people who matter.

The problem is that telemarketing has been a victim of its own success: the success of telemarketing in the past has attracted more competition. Now everybody wants to do telemarketing. While all that is happening, the target markets have been improving in terms of their ability to screen calls, provided by technology that surrounds them.

So the need for targeted marketing is stronger than ever. And marketers can do that by perfecting the following tactics:

  • Fresh arrivals. Shifting the efforts towards lists of new contacts in an area has two advantages. First, it can grab hold of new numbers before some other company provokes them to be registered on do-not-call lists, and second, it could help focus on an audience that is often in the market for new goods and services.
  • Tailor-fitting calls based on personas. When a sales pitch is customized to cater a specific audience, it becomes unique and it stands out from the crowd. To achieve this, though, a more effective segmentation system should be in place.  Knowing exactly what type of prospect you’re talking to is huge help in making adjustments to spiels and responses.
  • Affinity telemarketing. Marketers can build lists based on specific interests, using techniques such as running drawings and other contests at particular events. This is to put all the interested parties in one place and for marketers to obtain opt-in opportunities for telemarketing calls and identify target attributes for a more accurate targeting.
  • Data expansion. A campaign should include efforts to broaden the information stored in the pipeline to include things like e-mail addresses and other pertinent data. This allows for multi-faceted approaches and also preserves a means of contact should a given number be eliminated from a list of eligible call numbers.