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The Problem With Telemarketing Today

 

The Problem With Telemarketing Today by Callbox

As much as we are crazy for telemarketing, we cannot ignore the persistent problems facing it today.

What are these problems?

Rejections

– B2B marketers are getting rejected as more people have cynical whenever they receive a telemarketer.

Increased costs

– Nowadays, you cannot initiate a cold calling campaign without churning out a hefty sum of money.

Tougher sanctions

– Issues on personal privacy and security have fashioned for telemarketing a negative impression of itself, forcing governments to introduce new laws and regulations on telemarketing.

Continually evolving

– As more and more B2B businesses are using lead generation telemarketing, constant enhancements in proficiency and infrastructure are vital – if you don’t mind the extra expenses.

Don’t these reasons make you want to concentrate more on social media and email? Of course, not!

Its downsides notwithstanding, telemarketing is still as important to your business as fertilizer is to an ornamental plant.

In the fast-paced world that we live in where people are being bombarded by a nauseating amount of free information, nothing still beats the nurturing touch of telemarketing. Even with high costs and rejection rates, you cannot overlook the possibilities of engaging clients who prefer real-time interactions with real and professional corps of callers to anything else.

Our 10-year experience in telemarketing enables us to drive home with real results.

Want to give us a try? Call us now.

How Can Telemarketing Help Social Media Marketing?

How Can Telemarketing Help Social Media Marketing?

 

The marketing landscape is constantly changing. What may seem to be a sure-fire marketing tactic may not be an appropriate method today. And the lead generation tools we scoff at in the past may be the latest aid we need for the modern market. Such is the case with social media. Nowadays, companies and marketers are touting this mediums ability to generate sales leads, as well as engage customers in meaningful conversations. But is that enough? Will social media be the answer all marketers are looking for? Can it replace the other marketing tools that are currently used today? Or will it be a marketing fad that will fade in time? There are just too many questions that has to be answered.

 

We must first understand what social media is all about. Social media is a marketing strategy that uses social media networks like Twitter, Facebook, Pinterest, etc. The aim here is to increase the online presence of the company, encouraging more customer engagement and conversation. While this is very effective in increasing the awareness of the market, it is just that – increasing market awareness. Social media, for all the things it can do and achieve, is still not that effective in generating qualified B2B leads. Remember the Pepsi Refresh campaign? It is a major advertising campaign used by the company to hype up its social responsibility and presence to the market., and look at what it got the company into. From being second to Coke, Pepsi slid down to the third spot. What made it more painful was the new second place: Diet Coke. Considering the millions spent on this social marketing campaign, you can tell that this was a real sales disaster. This is certainly something that you do not wish to happen.

 

In order for social media marketing to effectively generate more sales leads, you need another marketing tool to assist. It can come in many forms, but it seems like the best methods are the most disruptive in nature. In other words, these are marketing methods that actively and aggressively get in touch with prospects and help you with the task. Among the most preferred methods employed would be telemarketing. Yes, you would probably be complaining that this is an old (if not a negative) means of engaging prospects to buy or sign up to our offer. But in terms of effectiveness, when paired with social media marketing, you will see better results in terms of appointment setting success.

 

What does it tell you about social media and lead generation? For one, it tells you that social media, as a marketing tactic, cannot bring sales leads on its own. You can spend a lot of money in your social media campaign, but just like the case with Pepsi, it might not be a bright idea. In order for it to be effective, you need to combine it with other marketing tools, like professional telemarketing services. Whether done in-house or through outsourcing, it will give you the right results.

 

How To Build Credibility In Telemarketing

How To Build Credibility In Telemarketing

In lead generation, particularly where telemarketing is involved, credibility is everything. Without it, you will never be able to get the trust of your business prospects, making it even harder for you to generate qualified sales leads. Remember, you need to build your credibility from the very start. This is the key to making your appointment setting process easier to do. So, how will you do that?

 

  1. Say your name – one of the biggest mistakes made by marketers is not saying their name clearly. How will prospects know you are a credible person if they never got your name at the very start?
  2. You improvise – do you know what business prospects hate the most from telemarketers? The latter follows a sales script. Using one as a guide is good, but if you depend on it (without adjusting to what the prospects say, do, or need) then you fail to prove your concern.
  3. Stay true – pretending, padding, or excusing your way to your business prospects may work at the start, but once they put you at closer scrutiny, then the lies will unfold and you can say to your B2B leads good-bye.
  4. Listen to your prospects – if all you do is talk on the phone, without letting your prospect a chance to express themselves, then you will end up making them reject you.
  5. Be ready – that means you study everything about your product, the market, as well as the business of your prospects. This will add to your credibility, as well as encourage confidence in your from your prospects.

 

Keep these tips, plus a lot more you might learn along the way, and you can build up your credibility in telemarketing.

 

Why Outsource Your Telemarketing Campaign?

Why Outsource Your Telemarketing Campaign

Advertising about your company is one thing, but converting that interest into actually sales leads is something that you should consider as well. That is why you need to use some effective marketing tools to support your campaign. Now, lead generation is a task that should not be taken lightly when it comes to advertising and marketing. Successfully negotiating a deal with a business prospects requires a lot of telesales experience, not to mention communication skills. In case you are lacking in those two points, it might be a better idea to outsource to a professional appointment setting firm do the job for you, just to make your job more convenient.

While it is understandable that you want to personally handle the task of generating B2B leads, you have to admit that this is a task that may be beyond your skills. Besides, given the other things you have to attend to (market planning, product development, management of production floor, etc.) you just cannot afford waste your time and effort in finding business prospects, creating interest, nurturing that interest, and then converting them into actual sales leads. The overhead costs and the initial outlay to conduct your own telemarketing campaign might be beyond your capacity. You really need to get others to do the work for you.

Yes, you will hear a lot of critics saying that outsourcing is not a good idea, that it will drain your company’s resources, that the business leads produced are not good, that you might get conned by fraudulent firms, among other things. But these happen if you are not careful enough. If you are, then your telemarketing campaign would be in a better spot.

 

Telemarketing Troubles? This Is How You Solve It

Telemarketing Troubles? This Is How You Solve It

 

Yes, there will be times (it will not be surprising how often it might be) that you get a bad day when generating sales leads. You  may get a lot of rejections, curses, fails, losses, in a single day. But that is all right. Everyone gets that once in a while. And it can have a negative impact on your lead generation productivity. Now that is something no one would want to get in the long run. You will need to solve that, and to solve that fast. So here is how you do it:

 

  1. For bad calls – instead of taking a break after a particularly nasty call, why not take a deep breath and go straight to the next appointment setting call. Believe it or not, you will forget about that bad call, allowing you to concentrate better in your current calls.
  2. Telemarketing is an art – yes, there are graphs and numbers that you should consider, but when the going gets tough, generating B2B leads is dependent on your communication skills. And mind you, communicating is an art that you have to master.
  3. Remember that no one is perfect – everyone makes a mistake. What matters is how you handle it, how you rise up to the challenge (or maybe save your skin). Sharing your experiences with others might help, as well as learning from others.

Keep these tips in mind, and you will be able to handle your telemarketing troubles. It is that simple, you know.

 

Will Social Media Replace Telemarketing?

Can Social Media Replace Telemarketing ?

 

Social media is the rage, there is no doubt about it. With the Facebook, Twitter, blogs, and pictures all catching the attention of a huge number of people, it does have a lot of potentials for a professional lead generation campaign. It is new, it attracts a lot of prospects, and it can certainly help you engage them in a conversation. Surely, this is the best way to attract more B2B leads. It could very well replace telemarketing, right? Well, some marketers might disagree. Before you start saying that those who beg to differ are relics of the past, we must first identify the reasons why social media could not replace telemarketers in generating qualified sales leads.

For one, social media is just that, social. It is merely a platform in which to engage prospects in a conversation, probably about things in common and interests. While it is good to talk to business prospects, the problem here is that some marketers are tempted to replace their entire campaign process with social media – which is a very bad move. Social media is meant to communicate with prospects. Other methods like telemarketing is meant to convert prospects into qualified sales leads. Believe it or not, calling people on the phone is a much needed medium for inside sales people.

Another point to consider are the required steps in qualifying business leads. Social media will help you find prospects, yes, but it is not that efficient in qualifying the prospects. Indeed, there will be some details that will not be clear through this medium. If you want to be sure that your prospects will indeed become viable leads, then you need to perform a more in-depth check on them. And you can only do that by talking directly to them. Even if you cannot do it in person, at least you can use the phone for the job. A skilled lead generation specialist will be able to wring out the true details when the call.

Of course, there is no reason to look at social media as below telemarketing. Indeed, both should be working side by side. You can only say so much on the phone without the prospect losing you. In case you need to say a few more details, social media services can provide that. You have to admit that these can be very powerful tools for inside sales. There are a lot of opportunities that can be found this way. And there are other tools available, like email and blogging. These can help you bring more customers to your business. Which will be all good for you.

Basically speaking, the aim here is to make talking to prospects easier to make. Sure, cold calling may have its detractors, but this is where social media can help. While talking to prospects in blog posts and tweets, you can create there an opportunity, an opening in which you can directly communicate with them on the phone. That will help you get the job done better.

What To Look For In A Telemarketing Team

What To Look For In A Telemarketing Team

 

Recruiting a good telemarketing team is crucial for a successful lead generation campaign. For one, they are the people who will stand on the frontlines, getting in touch with business prospects and turning them into qualified B2B leads. The problem here, so far, is the actual recruitment of your telemarketers. While it might sound easy, putting things in motion can be quite complicated. You can interview them on the phone, or maybe do a demonstration, but these pale in comparison to more intangible qualities that truly differentiate excellent telemarketers.

 

  1. A positive attitude – generating sales leads is no joke, with stress and rejections rates on the phone pretty high. If you can find a telemarketer with a natural sense of humor, or lives with a positive attitude, you should give them a second look.
  2. Enthusiasm – the work can be draining, especially if this is a long-term campaign. Excellent telemarketing representatives are buoyed with an enthusiastic outlook, keeping them going despite the drudgery.
  3. They worked hard, and they have something to show for – this is where past job experiences come in. No matter how promising a potential hire is, if they have shown a lackluster performance, this might make you think twice. It is your call to hire them or not.
  4. Self-motivated – you cannot give your team pep talk every day. You have a lot of things on your plate. It would be a great help for you if you simply hire someone that can motivate themselves, and get things done.
  5. They have a clear and friendly voice on the phone – in telemarketing, voice quality is important. You need someone who has this quality if you want to be effective in appointment setting tasks.
  6. Willing to go on an incentives scheme – a commission-based payment system can be a win-win arrangement. If your agent does not perform well, you minimize your losses. If they exceed expectations, they earn a larger paycheck. It is a risk, but the rewards are worth it.
  7. Can work with a team – lone wolves may be good, depending on the account, but you will need team players in a campaign that can might go through several stages before getting qualified as business leads.
  8. Confident – these people are sure of themselves and their capacity to excel in their work. Such people are rarely the type to sulk or get depressed after a bad day. Hire them astelemarketers and you will save yourself from performance headaches later.
  9. Empathetic – someone who can put himself on another man’s shoes is someone will be able to build rapport with prospects. And in lead generation terms, rapport is a big deal.
  10. Persistent – not taking ‘no’ for an answer is a quality that defines an effective marketer. They will keep on going until they finally get what they want.

 

See? If you can find someone who embodies most of these qualities, then your telemarketing campaign will be successful. What more if you can find one who has them all, right?

 

Why Patient Telemarketers Win Out in Telemarketing-And How to be Like Them

Patience is important in B2B telemarketing since results won’t just happen as soon as we would like them to.  Imagine you are a professional telemarketer very eager to make a sale yet your prospect says “NO” or “NOT NOW.”  You become disappointed.  What you must realize is that your success or failure is a choice.  There is nothing you can do to push these people to buy from you at that very moment.  Sit back and wait it out.  Give your prospects a week or two to decide.  You can make a follow up call or send them an email.  The point here is, you can learn the art of patience and you can be successful if you choose to.

One of the most admirable characteristics of the most successful telemarketers today is patience. This simply means, these marketers learn to work hard and do things over and over again until they get the results they want.  In this blog, I will share just a few ways to help you be like them.  Understand them and see if you qualify.

  • Patient telemarketers stick with all their goals yet they don’t expect them to happen overnight. They know that time is their best asset and that all their goals can be achieved as long as they give themselves a realistic time frame.
  • Patient telemarketers are not easily discouraged by momentary delays. They make use of this idle time to reevaluate themselves and to work on other important tasks.  For example, they try to nurture the relationships they have with their prospects through social media or email.  They do more in research and improve their calling scripts to be more effective.
  • Patient telemarketers are not “pushy”. They don’t urge prospects to decide right away.
  • Patient telemarketers plan their calls. They think well before they act, listen well before they speak and research well before they cold call.  Consequently, they make wise and sound decisions.

Practicing patience is important not only in telemarketing, but also in B2B lead generation and B2B appointment setting.  Remember business is a process and it takes time (sometimes longer time).  Hang back and wait patiently. And when the perfect day comes your way, just grab it.

 

How To Convert Hit And Run Inbound Telemarketing Calls Into A Sale

For those in the inbound telemarketing business, you will most certainly have experienced having business leads calling you simply asking for the price of your products or services, and then hanging up. This is what I call “hit and run” inbound calls.

First of all, why are these callers important?

There is a large chance that these callers are qualified business sales leads as they have already decided on a “solution” and are now canvassing for a good price. If you know how to respond properly to these telemarketing calls, you can prevent these calls from being a case of “hit and run” and actually turn it into a sale.

How can you turn these calls into productive telemarketing inquiries?

There are two important things you must remember: getting the contact information from the caller and not giving them the price right away. If you give the price for your products and services the moment your caller asks for it, then you lose control of the telemarketing call entirely. The b2b lead will no longer need your help and they can easily hang up on you. If you withhold the information they need, you will have a chance to get necessary information and find out if they are a qualified b2b sales lead and eventually convert them. Asking for their contact information allows you to add them to your telemarketing list for possible lead nurturing or so you can call them should the connection suddenly get cut.

How do you keep your caller from pushing for the price?

It’s inevitable that your caller will insist by saying that they just need the price. You (or your professional b2b telemarketers) can inform them that you follow a specific procedure to find out the exact needs of potential clients and then base your pricing depending on their situation. You can also give a rough range based on their initial description of their need. Once they agree to going through your process of sales leads qualification, find out as much about their problem as possible so that you can ask them for a business appointment or get them to convert. Make them realize that your services (and/or products) are the best solution for their problem, not just a plausible option.

When you implement this method of answering inbound telemarketing calls, you will be less likely to experience telemarketing hit and runs and be able to convert more inbound callers in the future.

Where To Get Quality Business Leads For Your Telemarketing Campaign

Your telemarketing campaign may be adequate right now, but to get the best possible results from your campaigns, you need to have all the factors that comprise a great business to business telemarketing campaign. Securing a good telemarketing script for lead generation and hiring reliable, experienced b2b telemarketers need one more thing to complete the process: a highly targeted telemarketing business list.

You can either generate your own business leads by scouring the internet and phone books, purchase a business list from a lead generation company, or you can outsource to professional lead generation service providers to look for specifically qualified b2b sales leads using your criteria.

An important thing to remember when buying pre-defined business lists from another company is to make sure that the list hasn’t already been sold to a competitor in your industry. This is often the problem with pre-qualified business lists because the buyer (in this case, you) will never know how many competitors in the same market, or even the same micro niche, have already gained access to that list of qualified business leads. Imagine if you were to buy a list that usually costs several hundred dollars; you’d expect your b2b telemarketers to be able to convert or get business appointments with these businesses because they are high quality leads. However, if your competitors have also purchased the same list, then your chances of converting these leads will be drastically reduced no matter how much they fit your criteria. Not only did you waste critical funds, but you’ve also wasted the time and effort of your employees.

The best way to ensure that your telemarketing campaign cold callers only contact qualified leads that you can actually convert and haven’t been purchased by your competitors yet is to outsource your lead generation to a professional b2b lead generation service provider. These leads you get from these companies are freshly sourced. Meaning, you get the first opportunity to offer a solution to their problem. And because the business list was generated specifically for the use of your telemarketers, you can be assured that no other competitor will present another offer to your business leads as you close the deal. All that’s left is for your telemarketers to set the business appointments and your sales representatives to close the deal.

Having an exclusive business list of qualified b2b sales leads, professionally trained and experienced b2b telemarketers, and an engaging telemarketing script are the most important factors to secure if you want to have the best telemarketing lead generation campaign for your business.

Important Tips When Creating Your Telemarketing Script

When you’re planning on having a telemarketing campaign to generate as much b2b sales leads for your business as possible, you have to make sure that you’ve covered the most important factors of making your telemarketing campaign a success.

One of the most important equipments you will need to have a productive and profitable telemarketing campaign is to have a really good telemarketing script. Every telemarketing campaign needs to have its own telemarketing script. Recycling a previous script is possible, but you have to alter the content so that it is not recognizable as a recycled script at all. Here are a few more things to remember when choosing or writing your telemarketing script for your new business to business telemarketing campaign.

  • While it’s alright to recycle, ideally, the script needs to be completely new and originally written for your current telemarketing campaign. This helps to ensure that the script really expresses the benefits of your products and services. A generalized script will do nothing to help convert your prospective sales leads, and patching up an existing script often turns out to be sounding just as that: patchy.
  • To facilitate the natural delivery of telemarketing scripts, this must be written in a free-flowing way of speech. But it mustn’t be too casual or else the leads and gatekeepers would think you’re only calling to chat on the phone. Make it professional sounding, but never too technical or haughty. Write it like how you want to tell your friends about your new product or service. If you want your telemarketers to sound natural when cold calling, you have to start with your telemarketing script.
  • Write your telemarketing script for your target market. Write responses with all the potential questions they may have, don’t just talk about what you want them to know about your offer. Yes, you can say that you have a 30% discount for those who purchase through your telemarketers, but before you get to this, you have to make them believe that your product solves their problem first. Present to them as the provider of a viable solution, and mention the discount as an added bonus; not the other way around because no matter how large the discount you offer, if your b2b sales leads don’t find your offer beneficial to them, they wouldn’t buy it.
  • Have professional b2b telemarketers practice your script until the delivery comes natural to them. Give them room to improvise (especially when a client asks a question or mentions something not included in the script), but for the most part, require them to stick to the telemarketing script. There’s an important reason why it was made, and this is why they must use it.

Reasons Why Your Lead Generation Campaigns Are Not Working

When you run a business, a lot of things can get out of hand and you will need to find out the cause immediately or it could prove to be disastrous or costly for your business. While common culprits are easy to point out, sometimes, unexpected things happen which will require you to do a double take on the cause of the problem. Here are a few examples:

  • If your qualified business leads reject your offer, it doesn’t mean that your telemarketing script is to blame. It might be that your business leads simply aren’t willing to go through the process of implementing a new process or don’t want their employees to waste any time learning how to use a new product or service. You might also start blaming your telemarketers of not doing their work properly, as it is a common reason for such problems. It could just be the business sales leads who are the problem, so don’t immediately think its your telemarketing script or your b2b telemarketers.
  • If your appointment setting campaigns are not letting you convert as much business leads as they should, the problem might not be with your script or your appointment setting service provider. Your chosen b2b sales leads may just be experiencing an emergency, such as a low economy, or a disruption in their specific industry which is why they don’t have any budget to spend. If you identify these factors as the cause of your problem, then try contacting your business sales leads another time.
  • If your lead generation campaign isn’t working as you intended it to, don’t think your lead generation methods are not effective for your chosen market niche. Perhaps you just aren’t paying attention to the right datas or statistics, or your marketing people haven’t been implementing the method properly. A lot of good lead generation campaigns are not reaching their full potential because of a lot of factors, but they end up being replaced with another lead generation method without even the proper research.

Before you consider a process or operation in your business as ineffective and decide to scrap it for a newer method, consider all the possible angles first so that you don’t waste any more effort, time, and resources to implement a new system. Especially when the problem is with your sales and marketing department, take into account all possible factors before you choose to implement a new lead generation or telemarketing campaign.