We often see a fall in business activity and sales during certain seasons within every year. One of these seasons is summer. Some marketers believe that during summer, business starts slowing down and that decision makers go on vacation. However, this is not true and no study or statistics can give any evidence to such a belief. So if you are using B2B telemarketing to generate B2B leads and sales, then here are some tips for you.
Keep calling – There is no point to slowing down your B2B telemarketing activities. During the summer season, it may just be a coincidence that decision makers like to go on vacation, or that business slows down. At this time, just keep calling. Rather than to slow down your own operation, keep going with your calling campaign until you reach your target prospects. Not all decision makers may be taking a break so every call you place still counts and can benefit your campaign. Keep on calling, don’t ramp down.
Aim for influencers – Obviously, if you’re using B2B telemarketing, your targets will be company decision makers. These persons of staff, of course, are the ones who you have the best chances of winning over through your telemarketing campaign. Although company decision makers are prioritized in terms of people who you can contact, try to reach out to other possible business contacts as well. These other contact persons can be influencers to your target decision makers and thus increase your chances of converting your prospect company into a B2B lead. Almost everyone is part of the equation when you use B2B telemarketing as you can potentially reach a lot of business contacts, all you need to know is who those contacts and influencers to the decision makers are. Even if it is summer, there are still other people to talk to in offices and companies that you target. Make more calls to these people and try to communicate your message to them. Just because they aren’t decision makers doesn’t make them any less of a possible connection for you.
Use other possible means of contact – When using B2B telemarketing, the phone is not the only point of contact you can use. You can try other mediums such as email and direct mail to help in your telemarketing efforts. Email serves as a good opt-in tool for your prospects. You can send them marketing emails and ask if they would be okay with receiving a call from one of your sales representatives in order for your prospects to find out more about your products and services. As for direct mail, you can send out brochures with your company’s contact details. If the prospect becomes interested, they can give you a call and you can take it from there. With all that being said, try for other ways to communicate with your prospects and don’t just rely on your phone calls all the time. Opt-in tools work greatly when B2B telemarketing is involved as you can filter out interested prospects from dead end leads.
Just because it is summer doesn’t mean that YOUR business should slow down as well. The only reason why you may be slow is because you may have bought into the myth that your target decision makers go on vacation or aren’t in the office during this season. So keep these tips in mind and use them to your advantage in your B2B telemarketing efforts. If you want to learn more, don’t hesitate to ask a professional B2B telemarketing service provider and learn more about what else you can do.