The Three Vital Ways to Make your Telemarketing more Efficient

The Three Vital Ways to Make your Telemarketing more Efficient

Despite their insistence that telemarketing is on the verge of death, some marketers would eventually find themselves in the wrong spectrum when they realize that B2B companies are still conducting cold call campaigns.

Telemarketing still manages to stay at the top of the list of the most effective lead generation and appointment setting channels. Its position is supported firmly by the prevailing demand for direct and real-time communications that succeed where social media and email engagement failed. Marketers maintain an immense degree of optimism that they could get quality B2B leads from cold calling.

What’s more, even though case studies and white papers show numbers unfavorable to telemarketing, businesses still believe they can do more in using the channel in ways that deliver high-value opportunities.

Here are three ways to make your telemarketing campaign more efficient, as seen on an article published in Target MarketingMag.com:

  1. Have Live Call Center Agents Taking Customer Calls. Eighty percent of consumers sent to voicemail don’t leave messages, because they don’t think they’ll even be heard.

Customers are still using their phones, so it’s important that businesses be prepared to engage customers on their time. Your ad dollars are working cross platform 24/7, so it is important to set up systems to ensure a potential or existing customer call never goes unnoticed.

  1. Don’t Count on Voicemail Messages Being Heard. More than 30 percent of voice messages linger unheard for three days or longer and more than 20 percent of people with messages in their mailboxes “rarely even dial in” to check them.
  2. Consider That Customer Service May Be More Important Than Sales for Retention. A customer is four times more likely to defect to a competitor if the problem is service-related than price- or product-related.

It important to keep in mind that smart devices — where the rubber meets the road in terms of apps and the use of many online portals — are phones. If a customer is having trouble with an app or with a website, the next stop is a phone call. If this function is not robust and optimized, the customer relationship is in jeopardy.

Creating a highly effective telemarketing campaign entails hard work and a whole lot of cash. In this case, opt for a lead generation company that uses cold calls along with digital channels to increase your lead acquisition rate and expand revenue.

Improve Telemarketing Effectiveness with these 3 Simple Tips

Improve Telemarketing Effectiveness with these 3 Simple Tips

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.

Get personal

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.

 

Critical Telemarketing Practices That Can Potentially Harm an Appointment

Critical Telemarketing Practices That Can Potentially Harm an Appointment

When professional telemarketers get caught up in the fundamental norms of outbound telemarketing, they tend to forget how to distinguish which aspects of their style are beneficial and which are detrimental to their goals. It is important to assess whether a certain action – whether part of a routine or an experimental move – can fulfill its purpose, otherwise it must be unlearned.

In appointment setting, especially in business-to-business (B2B) campaigns, telemarketers face the challenge of A: penetrating a target company and its gatekeepers, and B: getting a true Decision-Maker to agree to an appointment. With these goals at hand, it is crucial to appraise the plan of attack so that no wrong move could put all efforts to waste.

Here are some critical practices that need particular evaluation:

Reading off a Script. While newcomers to the telemarketing profession may be pardoned from this mortal sin, seasoned telemarketers should know better. This very act not only negatively impacts a prospect’s initial impression towards the company being represented, but also, and most importantly, towards the telemarketer itself. No one wants to talk to someone who sounds like a recording and stutters whenever caught with off-guarding questions. It pays to be mentally equipped and familiar with a product or service and not rely on suggested spiels or responses.

Voicemails. It has become part of the telemarketing culture, yet the rationale behind this practice is becoming feeble. Yes, it becomes useful when a telemarketer needs to follow-up on a prospect regarding a future appointment or some missed details. But during the “cold calling” stage of the campaign, leaving voicemails may actually do more harm than good. Prospects hardly ever return calls off a voicemail, especially once they’ve realized that it’s from someone who’s selling something. The more they keep getting voicemails, the more they keep hearing the name of the company being represented. It allows them to consciously “block” any likelihood of communication and it destroys the chances of an appointment or sales lead. Leaving messages with a secretary is still preferred whenever possible – it’s more professional and usually more productive.

Talking to the wrong person. It wastes time, energy, resources and opportunities. Nothing could be more damaging to a campaign than spending precious minutes on the phone with someone who doesn’t make choices for the company. It may be reasonable to do so during lead generation, but definitely a no-no when it comes to appointment setting. There is no point in discussing things over with a non-decision maker only to find out in the end that there is someone else who needs to hear everything all over again. One other mistake is when a telemarketer talks to someone from the target company whose job might be compromised should they acquire services from the outside. It’s illogical and nothing short of rude.

Every opportunity to make contact and create a good initial impression should not be wasted by meaningless practices that could have been avoided in the first place. Professional telemarketers should make it a habit to “run a scan” of their common practices to see which ones are to be capitalized on and which ones are corrupted and need eliminating.

The Psychology of Outbound Telemarketing: Assessing Prospects’ Personalities

The Psychology of Outbound Telemarketing - Assessing Prospects’ Personalities

Talking to another person is part of human’s basic natures. It’s not supposed to be a complex system or an art to be perfected. However, in instances where the manner of conversation would determine how a certain goal is reached, it is very important to know various types of personalities. In the commerce of b2b outbound telemarketing and lead generation, talk is money. And conversations run the business.

Sales leads are generated prospective clients are contacted by professional telemarketers and attempt to engage them into a meaningful, information-oriented discussion of a potential business partnership. But because each person is so dynamic – and sometimes erratic – there should be a structure of profiling and assessment for telemarketers to craft the best approach towards each personality type.

 

There are four established social styles that customers may employ:

The Driver
Drivers are talkers. They like to run the show. They don’t want to be dictated on what they need to do, and they don’t want to be told what they already know. They want telemarketers to get to the point in the least amount of time, and then they throw a lot of unrelated questions simultaneously. Some of those questions need not be answered, and the challenge is to have them listen – which could be a difficult task especially if they’re not interested by default. It is very uncommon for Drivers to admit that they are interested with the product, but once they do, it’s genuine. The rule is to never interrupt them in their streak of monologues.Wait for that rare, miniscule window of opportunity.

The Analytic
The term itself can be intimidating, and indeed, this social style is a no non-sense type. Analytic ones dwell on the most specific of specifics, and unlike Drivers, they only throw questions which are relevant. They actually like to be drawn into a thorough discussion of the goods or services, and they don’t mind if the telemarketer does all the talking. Are they interested? One can never tell. They just like to gather as many information as they could and analyze them in a discreet, swift manner. These are common in software and IT products and services companies where most decision-makers are experts in their field and are usually subtly technical in the way they converse.

The Amiable
Talking to Amiable ones is a walk in the park, but usually unproductive. These are people who have absolutely no problem with spending precious time on the phone with telemarketers who may or may not present benefits to them or their company. They are not necessarily talkative; they just enjoy the “act” of talking to people. They would answer any reasonable questions, agree to appointments if they have the time, and even respond to surveys, emails and follow-ups. The quality of their interest can be dodgy and tentative,therefore, this level or receptiveness doesn’t automatically equate to sales leads.

The Expressive
Expressive ones have all four social styles rolled into one. They like to talk, analyze and make friends. While Drivers may bombard telemarketers with all the questions and objections, Expressive ones would blab about how their business is going, what’s happening with their current provider, or how they indeed require such external services, etc. They’re the type who knows what’s going on with their business; they are open to ideas and services and would consider every one of them as much as they can. They can be very accurate on describing their business needs, and with the right questions, they may turn into solid sales leads.

Every unique individual deserves a distinctive approach to telemarketing, and it all comes down to having the right knowledge and skills to “assess” common behavior. The last thing a telemarketer wants is to employ a style that would “clash” with the prospective client’s personality, thus reducing chances of a potential business opportunity.

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How to Win in Outbound Telemarketing Just Like Miami Heat Wins the NBA

How to Win in Outbound Telemarketing Just Like Miami Heat Wins the NBA

Miami Heat is currently winning the NBA, 23 times in a row. The 2013 NBA Champions are on a roll and if you can win in telemarketing the same way as they dominate against other strong teams, you are definitely going to be a champion. Telemarketing is a lot like a basketball game, you should keep the ball on your side and keep scoring while battling  the pressure of time and the defense of the other team. In telemarketing you have to take control of the call, score number of sales while taking  the time constraints in consideration.

 

Listen to  the Decision Maker
Miami Heat has a smart coach that the players consult when they need to carry out a play. In telemarketing there is a final decision maker, and it is best that he/she must be contacted regarding the sales effort. Hence he/she is the one you need to impress with the advantages that they will surely be getting.  If you are not contacting the final decision maker your effort will probably go to waste.

 

Just Go Ahead and Score
In basketball there is a 23 second shot clock so as much as possible just don’t go around dribbling the ball.  Aside from it’s going to be a waste of time, it’s going to give you space to make errors.

Telemarketing calls should be concise.  Although the nature of the prospects business may be mentioned do not lengthen the call by engaging the decision maker into a conversation about their company. Time is important in business. Make the offer or the reason for calling detailed and set the decision maker’s expectation. Just go ahead and aim for the goal, which is to score a sale or appointment.

After you have convinced the prospect, try to get a sale or set an appointment. Watch out for the phrases that indicates positive response to your offer and take advantage of it.  Once you get that affirmation, try not to ask more questions that might affect your prospects decision.

 

Focus on the Game Plan
Every call must have a plan and as much as  possible stick to the plan.  Do not let irrelevant topics distract you. Just ask only questions with context to the product or the services that you are offering.  Miami Heat’s strength is their ability to pull off their game plan and close quarters. Stick to the call flow and once you have gained the prospects trust just go ahead and wrap up the call and move on the next. If you are setting an appointment let the prospect choose the time and date of their convenience, if possible give them options.  If the prospect show signs that they are not interested just thank them and end the call and move on the next prospect.

Basketball may be a bit harder than telemarketing marketing actually. Just as long as you have a game plan and skilled sales people that delivers, you have the chance to score big.

7 Habits Of Successful Telemarketers: No. 7 – They Are Humble Enough

If there is also a quality that you have to emulate from successful telemarketing representatives, then it has to be their humility. Even the best among men can make a mistake, but it takes exceptional people to admit that they did. But that is the secret for a successful relationship building with potential B2B leads. It is good to really be knowledgeable about your business, but you cannot really have everything at your fingertips. In case you are lacking, admit to your short-comings and make sure that you get back to your lead generation prospects once you have what they need.

It is not that hard to imagine just how difficult it is to be honest and simply admit that you have made a mistake, or fail to deliver. That is bad news for business. And it is only natural that you would try to deny it or make excuses for it. Now that would be much worse.

Also, it does not really hurt if you ask help from others, especially if those people are much more knowledgeable than you in terms of business and market experience. Yes, you might look stupid at the start, but once you got things right, you will also look right.

Another thing, remember that appointment setting requires some level of negotiations, so be prepared to give some compromises to your prospective sales leads.

True, being humble and really willing to help your prospects can help you be more successful in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 6 – They Know How To Sell

Of course, not all successful telemarketers possess the same qualities. There will be some who would be different from others, in terms of how they conduct their lead generation campaign or the kind of sales leads they wish to generate. Still, the one common tie that connects them all is this: they can sell. And when it comes to selling, they are actually very good at it. Despite the negative perception of the term ‘selling’ in the minds of a lot of people, there are things we do that actually possess the nature of selling, not to mention these are the very things that we can emulate for ourselves.

For example, good sellers can explain their side properly. You do not have to actually sell something, but the mere fact that you can get your ideas across other people is actually a very good habit. Also, good sellers are excellent listeners. This is something you will need in your appointment setting process, since you will definitely be making some negotiations at this point. Another quality of selling that you can follow is the act of compromise. No one can have everything in this world, and that is the same thing with business. You have to adjust to the needs of your prospects before you get them to become B2B leads.

There are other qualities is selling that you can emulate from successful marketers, and you can learn these along the way. Anyway, if you actually deliver what you promise, your telemarketing campaign would be more successful in the end.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

Another habit of excellent lead generation specialists is with regards to momentum. Once they have started their work, rarely will you see them stop. If they did, they would probably be switching gears or improving their offer, which would translate to better sales leads. A good marketer would be content with the success of their current campaign. An excellent one would try to find more ways to improve and make more money. This is a habit that will surely bring you more benefits in terms of B2B leads generated. But the question here is this: how will you go about it?

First, you need to actually start something. No matter how good you are in getting the telemarketing job done, if you did make any effort to actually do something, then nothing will come out of your efforts at all.

Second, try shutting off all distractions during your work. Be it your cell phone or emails coming in, once you are in the middle of your work, you should only concentrate in what you are doing. Answering all your emails (which will never end) or looking at your phone (which can pretty much be all the time) will not only waste your time, but will also reduce your productivity.

And lastly, look to do better. A hallmark of successful appointment setting campaigns is the constant improvements done to maximize impact on the audience.

Do these things, and you can be sure to be successful in your overall lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 2 – They Work

Another habit of very successful telemarketing representatives is that they actually do some work. Unlike the average worker, these marketers really do their best when they are in the production floor. This could best explain their ability to generate a lot of sales leads at the end of the day. A little productiveness can be a real benefit for those involved in B2B leads generation. And usually, the ones that work a lot during their shift tends to finish their job earliest. You can do that too. All you need is to follow these simple tips:

  1. No phones – turn off your phones when you are already in your work station. Unless someone needs to contact you by phone, there is no need for it in the usual run of the day. Besides, if your phone receives a call, it can create a nasty feedback with your telemarketing equipment.
  2. No emails – checking emails is good, but doing that all the time will just waste your time. You can just open it at the start of the shift, and then check in again before the day ends. That would be enough to tell you if there are any tasks to be done.
  3. No gossip – really, that should be the last thing you should be doing, since it wastes a good amount of your time, not to mention giving you useless information. Better concentrate with your own lead generation work, which is a better idea.

Really, just do these things, and your appointment setting campaign will be all right.

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

There are many good habits that successful lead generation representatives can practice. The third point to consider would be the idea of going against the trends. Following trending topics is fine. Come to think of it, this is an important part of the marketing process. You need to know what is foremost in the customers’ mind, and use that knowledge to craft a better plan in generating qualified sales leads. Failure to do so would only weaken your appointment setting capabilities. What do you think made marketers stand out? What made Steve Jobs, Jeff Bezos, Bill Gates, and Warren  Buffett win?

They went against the flow.

Despite what the market trends showed, these people decided to go ahead with their revolutionary changes. The result is an astounding increase in sales and profits. Sure, these did not occur overnight, but the mere fact they went against conventions of their time changed the world we are living in today. Instead of following a sure trail, blazing a new path can bring you better results. It can be in the form of products you offer, or the marketing tools you use, even the likes of telemarketing. All these things can play a big role in your success in B2B leads.

Do not be afraid to go against the flow. Yes, the risk of failure is high, but the rewards you get if you succeed will more than make up for it. Just do your best, perform your research, and believe in what you do. That will give you success in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

The mark of an excellent telemarketing representative also consists of having a high aim. That is an essential part of a successful lead generation process. After all, having a goal can concretize your efforts, helping you maintain your pacing. Of course, when it comes to goals, you need to know what exactly it should be. Setting your sales leads aims too high will lead you to fail, while setting them too low will also cause you to be mediocre. In this case, you need to remember a few important points.

One, it must be a personal goal. Sure, you should follow the general aim of your marketing team, but if you do not put a personal intent in it, then you will lose steam in the long run. You have to make your aims your very own.

Second, it must be feasible. As I have mentioned earlier, your aim will determine the success of your campaign. So, if you set your appointment setting goals too high, you might not be able to reach it, discouraging you. Set it too low, and you will not be able to shine.

Lastly, it must also be measurable. You need to quantify the success or failure of your campaign, which means you need to conduct it through a measurable medium. For example, you can use telemarketing. It is very affordable, and it can reach a lot more prospects in a single day. Plus, you can measure it, too.

Follow these, and you can aim high in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

 

The mark of an excellent telemarketing representative also consists of having a high aim. That is an essential part of a successful lead generation process. After all, having a goal can concretize your efforts, helping you maintain your pacing. Of course, when it comes to goals, you need to know what exactly it should be. Setting your sales leads aims too high will lead you to fail, while setting them too low will also cause you to be mediocre. In this case, you need to remember a few important points.

One, it must be a personal goal. Sure, you should follow the general aim of your marketing team, but if you do not put a personal intent in it, then you will lose steam in the long run. You have to make your aims your very own.

Second, it must be feasible. As I have mentioned earlier, your aim will determine the success of your campaign. So, if you set your appointment setting goals too high, you might not be able to reach it, discouraging you. Set it too low, and you will not be able to shine.

Lastly, it must also be measurable. You need to quantify the success or failure of your campaign, which means you need to conduct it through a measurable medium. For example, you can use telemarketing. It is very affordable, and it can reach a lot more prospects in a single day. Plus, you can measure it, too.

Follow these, and you can aim high in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow