The importance of telemarketing goes without question.
Being a channel that allows businesses direct access to the minds of their buyers, telemarketing has to be executed with the right approaches.
Here are tips from Business2Community.com on improving your B2B lead generation telemarketing.
When 70% of B2B buyers rated how vendors engaged with them as being more impactful than what they’re selling – it’s time to really get personal with your approach, including your qualifying questions.
Before you even jump into your sales pitch, make sure you understand what challenges your prospect is facing and if a need exists for your product. The easiest way to do this? Just ask.
Don’t push your luck
With the changing role of B2B sales in the digital age, B2B buyers are becoming increasingly expectant of us to understand their business challenges and needs.
And when it takes an average of 80 calls to develop a new opportunity, you need to make sure you’re adding value to your prospects every time you speak.
Don’t just push them for a yes/no answer – a maybe is always better than a no. Discuss their hesitations, business and personal goals, and use relevant industry content to showcase why your product will benefit them.
Think about sharing video testimonials or case studies of successful clients in the same (or similar) industry. And leave enough time for them to digest that information – remember they don’t know your product like you do.
Create impact that lasts
Supercharging your telemarketing campaign is all about thinking outside the box (or phone, if you will). Look at how you can tie your campaigns in with your other marketing activity and put a voice to your digitally generated prospects.
When you’re appointment setting for the next call – does it really have to be another conversation on the phone? Why don’t you invite your prospect to an exclusive webinar, or set up a new google hangout, or even drop by for a coffee. You can discuss your proposition and provide product insight to a group rather than a single prospect, and get real insight back from them too.
We all know the rising success of B2B video marketing, so why not follow up by sending them a ‘What next?’ video. Get creative with your telemarketing campaigns and break your channels out of the silos at the same time.