October 8th, 2015 Advice Blog
, Appointment Setting
, B2B Telemarketing
, Telemarketing Advice Comments Off on Telemarketing: How to get a sale “like a Boss”
Sealing the deal is likely to be the main objective of telemarketers. Some usually go beyond of what they are expected to do while some will just leave it to lady luck. But what makes closing successful is trying to be and act like you are the boss of the company.
Everyone respects a boss that shows leadership, initiative and trust towards its employees. Plus, they have complete knowledge of the company. So why not act like a boss for once when you’re trying to seal the deal. As a former telemarketer, I could tell you one thing that makes telemarketing fun and worthwhile, and that’s to persuade and interact with clients or prospects.
July 10th, 2015 Advice Blog
, Business Tips
, Lead Generation
, Outbound Call Center
, Telemarketers Comments Off on Facing the doubts of outbound telemarketing
Have you ever receive a phone call that is directly for you? You might be surprised to know that it’s not a random call, but you are purposely contacted by an outbound telemarketer. Companies might got your information from the web.
One of those phone call might be for a credit card subscription, where they will ask if you’re willing to avail their credit card subscription.
The main obstacle of lead generation has always been lack of information. This ranges from not knowing a prospect’s identity to not knowing the date on which to set the appointment. And despite new technologies, this old challenge still remains.
If you’ve never heard of B2B telemarketing before, then you’ve found the right place to be at this very moment. This post is going to talk about what B2B telemarketing is, how you can get it for your own company, and what you can get from it. Welcome to the noob’s guide to B2B telemarketing! Continue reading…
When you’re prospecting through means of cold-calling, then you need to be aware of how your telemarketers present themselves when finally making contact with prospects. During the whole process of the call, the prospect may begin to identify you as a businessperson of substantial intelligence, someone who is making a call to them in order to do business. However, nothing identifies you as nothing more than a mere telemarketer than with your opening line. Usually, at the first sign of the other person on the line being a telemarketer, gatekeepers are quick to do their job and find ways to block you from reaching the prospect as such is their job. That is why when you employ a third party telemarketing company; you want to make sure that their staff are calling your prospects in the right way, the same can be said for in-house telemarketers and telemarketing departments. That being said, the call flow will matter even more as it will influence how your campaign goes.
Here are two tips to help improve your calling campaign:
When you choose to employ the services of a third party service provider, a B2B telemarketing company, then you want to be getting your money’s worth of their services and productivity for your firm. And when you’re a small company that is having trouble as it is to increase your sales volume, then you really cannot afford to have failure after failure occur for you as the losses could be irreparable and could cost you your entire business. As means to increase your sales, you may heard about B2B telemarketing in order to help you do just that and as a means to communicate with your prospects. True enough, telemarketing does get results and works wonderfully for many companies as a means to increase businesses and overall revenue.
So, if you have a third party service provider to do B2B telemarketing for you, how can you be so sure that they are up to standard with their services? Well, there are three “Ts” you can use to know if they are the right telemarketing company to be working with.
B2B telemarketing is one of the best approaches to use in generating sales leads for your business. Some do it through in-house staff, some others choose to outsource. Still, telemarketing is one of those sure-fire ways for you to generate a positive ROI. The difference between in-house B2B telemarketing and outsourcing is that when you outsource, you’ll be assigning and leaving your campaign in the hands of telemarketing experts with years of experience of doing what they do. But when you choose in-house, then chances are you’ll be employing fresh new faces in the telemarketing industry, and of course, you may have no idea on where to take your campaign. So, here are a few tips for helping you run your B2B telemarketing campaign.
- Define your target and focus on it – The first thing you need to do is to determine your target industry and learn its market. B2B telemarketing can only be effective when you know your target market and focus on it. Through proper market research, you can learn all the current trends and what products and services are most sellable and build your marketing scheme to fit into the market. Using phone surveys through telemarketing is one way of doing market research, something your in-house telemarketers can do for you in the early stages of your campaign.
- Formulate a good call script – Coming up with a good call script is one way of helping your campaign with generating good leads. After all, the call script is what a telemarketer would use when initial contact with your prospects is done, meaning that this would serve as their opening spiels to them. Whatever content is on your call script will tell your prospect a lot of what type of company you are so it is best to keep it short and simple. Don’t be stingy with important details but don’t get too into it as well as to ensure that you don’t drive away your prospects interests. Also, leave parts in your script for qualifying questions so you can find qualified prospects during your lead generation campaign.
- Use cold-calling – Many marketers are asking the question “is cold-calling dead?”, however, cold-calling still exists to be one of the most effective mediums of generating leads and in finding qualified prospects. Cold-calling is not dead, rather, some do it improperly thus it does not work as many believe it to. Having a good call script ready and focusing on the industry you are most marketable in is the way to go when using cold-calling. If lead generation is your aim and want high-quality leads, then use this method in doing so.
Use these tips when running and planning out your B2B telemarketing campaign. Know your target industry, research it, and focus on it to make sure you have everything mapped out before you start generating leads. Formulate your call script down to every detail and make sure that it gives your prospects and understanding of what you do all the while keeping it short and simple so as not to bore them out with too many details. Lastly, use cold-calling, the best medium for generating high-quality leads and finding qualified prospects.
In our last piece, we talked about the benefits of choosing to outsource B2B telemarketing to a third party firm. This time, let’s explore what it would be like to choose in-house telemarketing over that of outsourced services.
- What are the benefits? – For one, you’ll have total control of your campaign. You’ll be able to control all the aspects of your B2B telemarketing campaign, such as how much of your budget you allot into it, who your targets will be, what your telemarketers can do and not do, things related to how your campaign would flow and work. Other things could be:
- A controlled number of staff/telemarketers.
- Company-trained and employed telemarketers to represent your brand.
- A potentially large ROI.
- What are the disadvantages? – Of course, almost everything has a disadvantage. One such thing that you could incur with choosing in-house telemarketing is that you may have to pour a lot of your marketing dollars into the creation of your campaign. You’ll need to set-up your own facilities for your telemarketers, get all the needed equipment, and hire and train your own staff. This takes both time and money, something which could be better invested somewhere else. Here are some other things to think about:
- Increased operational costs for your company.
- Potential losses instead of gains.
- Complete responsibility for the whole campaign.
That being said, in-house telemarketing is not a bad choice to make. It has the potential to get you that increase in sales you are looking for. And if planned correctly, an in-house B2B telemarketing campaign can become even more successful than when you outsource to a third party. Still, the question remains: To outsource, or not to outsource?
You can see the effectiveness of your B2B telemarketing efforts by looking at your sales figures. You could say that you’re doing well when you’re ACTUALLY making a profit out of your campaign. Be it an outsourced or in-house campaign, you really want to be getting the most out of your investment into the B2B telemarketing field. Of course, telemarketing has been known to be an effective marketing medium but in recent times, it has become difficult for many telemarketers to do their jobs and be effective as a result of the emergence of email marketing and social media. So, as a result, even your lead generation campaigns face problems. Here’s how you can scale the effectiveness of your B2B telemarketing and lead generation campaigns through ROI computation.
- Doing it through ROI – ROI is an acronym which stands for return on investment (perhaps you already knew that). If you’re getting a positive ROI out of your campaign, then you are of course doing well with your B2B telemarketing efforts. So, let’s calculate it a bit by using this equation: Let us assume that you have invested a hard-earned sum of $20,000 into your campaign. Now, let us also assume that the campaign will last a total of 6 months. After the campaign has ended, you look at your figures and see that you made a profit of $12,000. You have just made back 60% of what you invested, thus resulting in a positive return. As a result, you can say that your telemarketing campaign is making you money, and thus effective.
You may require a different equation and a few other metrics to more effectively scale how effective your campaign is, but hopefully this simple example will give you an idea on how you can do so. Your ROI is one of the figures you should keep your eyes on as it will determine whether your efforts are going to waste or not, whether your making back or losing money.