When we employ the use of lead generation telemarketing, we need to make sure that we do it the right way. For many businesses, lead generation is an important part of how they can continue to seek out potential customers and clients.
As such, effective lead generation is truly required by many companies. But when we start talking about lead generation done through telemarketing, then we have a different story to talk about.
If you’re one who’s making use of B2B telemarketing for lead generation, then you’re in luck. This post will teach you about how you can effectively perform such a task. Here are a few things to keep in mind when doing lead generation telemarketing through cold calling:
Find your target market and start focusing on it.
Depending on what type of product or service you offer, you have a target market. As such, you need to make sure that you define what that market is, who your audience is, and start focusing solely on that market. Well, depending on how many markets you plan to target, then you can spread your focus evenly across the board. It is imperative to your cause that you find your target market, understand it, and focus on it. To help define your target market, you can also make use of buyer personas. We found this nice post over at ContactDB about buyer personas. Read the full post here.
Carefully plan your call script.
Your call script is what your telemarketers will be using as reference for their opening spiel. As such, it is very important that you word your call script well. Here are some things to remember when planning your call script:
- Be detailed, yet brief – Your prospects want to know what you have to offer. They deserve to know what you have to offer. As such, you need to give them details. However, keep it short. The longer your telemarketers keep talking, the more your prospects will loose interest, and eventually stop listening.
- Find out what your prospects need – Rather than pushing to sell your products and services, you need to know what your prospects are really in need of so you can come up with the best offer to give them. Make sure to include probing questions in your call script. These questions should be beneficial to you in finding out what you need to make a sale, and beneficial to your prospect in that it allows them to get what they need from you.
Always qualify your prospects.
Aside from finding out the needs of your prospects, you need to qualify them accordingly. How else could you determine whether a prospect company actually has the financial capacity, or even the minimum requirements, to work with your firm? Take for example that you are an IT company and that you find a prospect that doesn’t even implement IT in their company. See the point? As such, make room in your call script for your qualifying questions. As for what questions you should ask however, that’s up to you to decide on. Using your own criteria as your basis for formulating your qualifiers is a good start.
B2B telemarketing is one of the most important tools for lead generation. Nowadays, we have email marketing, social media, and a whole lot of other mediums for it. Still, cold calling exists to be one of the best ways of generating good and high-quality leads.
Is your lead generation telemarketing campaign paying off for you? How do you play out your lead generation campaign?