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Is it Time to Shake-up Your Marketing Strategy?

Maximize your Lead Generation to enable Sales Transformation.

telemarketing

To Outsource, or not to Outsource? The Benefits of Outsourcing

  •  Have You Hit A Wall in Merchant Services Lead Generation?

    Have You Hit A Wall in Merchant Services Lead Generation?

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Quoting Shakespeare with “to be or not to be? That is the question.”, let us now paraphrase it into “to outsource or not to outsource? That is the question.” Business owners and their marketing executives sometimes face this one question, wondering to themselves on which is the best move to make in getting telemarketing services for their business. So here are some things you may find helpful in seeing why outsourcing is a good choice.

  • Set rates and lowered costs – Unlike when it comes to organizing and setting-up your own in-house telemarketing department, B2B telemarketing firms offer their services at set monthly rates, and of course you’ll be able to save on your budget because you wouldn’t need to pay for anything else but the prices that are indicated by these telemarketing service providers.
  • Immediately work with professionals – Telemarketing firms don’t just hire and assign fresh employees to campaigns, no, they train their telemarketers before assigning them to calling tasks. And at often times, a telemarketing company’s staff may perform their jobs even better than any of your in-house telemarketers can. The people whob2b telemarketing services, telemarketing work in this industry are experts and professionals which can become an asset to your firm in the long run should you choose to outsource.
  • Open contracts – If you’re not getting a positive ROI from your B2B telemarketing campaign, then you’ll end up losing money in the long run. Due to this, you may want to terminate the campaign before you end up incurring more losses for your company. Third parties like telemarketing firms usually work on an open contract basis, meaning you can terminate the campaign and services after the agreed run-time of the campaign.

 

Outsourcing is not always the best option, but neither is it the wrong one to make. It really all depends on what you need, also on your current budget. So what will it be? To outsource, or not to outsource?

How to – Scale the Effectiveness of your B2B Telemarketing Campaign

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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 ROIB2B telemarketing, telemarketing, telemarketers, telemarketing company 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.

3 Steps to B2B Telemarketing

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appointment setting, lead generation, telemarketing, telemarketing companyAchieving a successful b2b telemarketing campaign is quite doable. Although from acquiring the services to planning them, then all the way down to execution, you need to makes sure that you have the right approach. So, here are 3 tips on how to get these services and lead it into being a successful business venture.

  • Acquiring the Services: Outsourcing – When you have no prior experience with making use of B2B telemarketing, then outsourcing is your best bet to get what you need. When it comes to knowing and planning a telemarketing campaign, who better to rely on than the experts themselves. When it comes to readying your campaign and plotting it down to the very minute of details, then leave it to your chosen professional telemarketing company to handle. With your cooperation and own information on your target industry, then you’ll find that outsourcing will get you the telemarketing campaign you need, an added benefit to it being that it is a great way to obtain such services at a good price.

 

  • Planning your Approach: Lead Generation Through Appointment Setting – The ideal path to take would be with using appointment setting as a means to do lead generation. When tackling the field of B2B, appointment setting is your best bet to getting closer and closer to a good business deal with your prospects. Rather than give prices on the get-go, why not nurture them until they become sales-ready and then swoop in to close the deal! Appointment setting gives you the chance to do that. After all, business appointments are still the way that transactions and exchanges go down between two companies, so why not make it for you through a telemarketing approach? With the help of expert appointment setters, your campaign can flourish.

 

  • Executing your Campaign: Pick your Targets – Before you execute your campaign, you’ll need to pick out your targets. Of course, you have a target industry, and that is exactly who you should be targeting with your B2B telemarketing campaign. With the help of your chosen telemarketing company, you can finalize your approach and finally make your move into the market of your target industry. Focusing on the market you will most likely be profitable will bring much wanted success to your firm, as well as help your telemarketing campaign become even better and effective.

Remember though, plan your approach carefully and work in tandem with your telemarketing services provider in order to achieve the best marketing methods possible through telemarketing. You may soon find that telemarketing works well and gets the results you want to see.

Politeness and Professionalism in Doing B2B Telemarketing

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B2B telemarketing, telemarketers, cold calling, telemarketingWhen prospects answer their phones, they don’t really expect to be hearing telemarketers. However, telemarketers do find ways to reach their target decision makers and key contact personnel. That being said, a sales call can go the wrong way when a telemarketer does not practice politeness and professionalism. When you hear the other person on the line talking about a product/service, you can’t help but question the credibility of their claims. And of course, if they sound too casual, they come off as impolite. So, if you’re using B2B telemarketing as a way to reach your prospects, here are some tips to keep your B2B telemarketing campaign and telemarketers on the right path.

  • Be Polite – It never hurts to say “please”. Since telemarketing involves a lot of cold-calling, the word “please” could very well affect the flow of the entire call and where it goes. The first person that a telemarketer will most often come into contact with is the gatekeeper, and they’ll need to get past them in order to get to their target contact person. That being said, putting “please” into the right areas of your calling script should give off the impression that you are polite and mean well, which could also very well just get you through that gatekeeper who is trying so hard to keep your telemarketer from reaching your contact person.
  • Be Professional – Being polite can get you almost anywhere when doing sales calls in B2B telemarketing, and professionalism in doing so is all part of the deal. When dealing with prospects, gatekeepers, and other contact persons, aside from being polite, you should also come off as sounding professional. Telemarketers that sound like they are reading right out of the call script will most often not be taken seriously by the people they are talking to. Professionalism in doing sales calls is a key factor in doing B2B telemarketing. If you want to sound credible with your claims and have your prospects take your campaign and telemarketers seriously, then make sure they sound and act like professionals while on the phone.

Telemarketing and making sales calls is an art in itself, an art that is mastered only by a good few every now and then. Keep your telemarketing campaign and telemarketers on the right path through politeness and professionalism when dealing with prospects.

Four Tips on Using Telemarketing Tools to Conduct Effective Market Research

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telemarketing, telemarketing companyMarket research is the backbone of any sound business plan, whether for start-up or expansion. In turn, market research depends on the quality of information and its sources in order to be of any use. A telemarketing company can be one of your best partners when putting together market research. Take a look at the following tips to integrate telemarketing tools into your market research process.

Clearly define your goals and objectives. Clear goals and objectives are what separate effective market research from pointless data gathering. You need to precisely define what you’re trying to measure or observe, whether it’s a trend, potential demand, competition, etc. You also have to identify who you want to include in your survey, e.g., customers, prospects, other vendors, and so on. Although the power of telemarketing enables you to reach any respondent you want, you should be very specific in your objectives and goals.

Give incentives for participation. Telemarketing belongs to the interruptive category of marketing. Thus, it really pays to offer something to respondents in return for their participation. There is a whole universe of incentive ideas you can use in your market research. However, you should be very careful not to influence your respondents’ judgment with your reward scheme.

Consider all possible sources. There are other sources of information to help you maximize your market research. Telemarketing works best with direct mail survey questionnaires and field research. You should consult other secondary sources of information such as relevant industry publications and reports. These can give you a better and clearer picture of the market you’re studying.

Get as much help as possible. The assistance that marketing consultants and professional researchers provide is highly valuable in any circumstance. If you think your research can greatly benefit from experts’ inputs, then do not hesitate to make this investment. Just make sure to carefully select consultants and to always consider ROI in the process. A good telemarketing company can also give you some consulting or advisory services for your research.

How to Apply SWOT Analysis to Your Marketing Campaigns

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lead generation, telemarketingYou don’t need an MBA degree to effectively carry out SWOT analyses, although having one would be a definite advantage. All you need is a systematic SWOT analysis approach and the discipline to follow it. Knowing your company’s strengths, weaknesses, opportunities, and threats helps you come up with more appropriate courses of action, especially for marketing activities such as research, promotion, lead generation, and others. Here is an ideal way to conduct a SWOT analysis.

  • Look internally. The first half of the SWOT acronym stands for “strengths” and “weaknesses” which refer to internal conditions in your business. This implies taking a long and hard look at your brand, your business processes, and your company as a whole to see which areas you excel in and which aspects you need to improve on. For example, one of your company’s strengths might be having a sound brand that captures your mission and vision while a weakness might be that your lead generation process veers away from your company values.
  • Examine external factors. Your interaction and relative position with your competitors and customers constitute much of the second half of the SWOT analysis, which relates to “opportunities” and “threats.” These external factors include such things as a competitor’s telemarketing activities, shifting customer preferences, new industry regulations, changing technology, etc.
  • Draw some insights. After you have identified every possible internal and external factor that currently affects your business, you now determine how they interact. This means determining relationships between internal and external conditions to see how they impact one other. This will help you define problems, discover solutions, and set objectives as you go along. In our example, one vital insight might be that our lead generation methods do not adequately represent our brand and thus affect how our customers and prospects view the organization.

A SWOT analysis can help you assess and redirect your marketing efforts to address changing conditions. It should be conducted using a number of perspectives to really get the full business picture. Also, a SWOT analysis should be written down preferably in tabular form for a more thorough and insightful assessment.

Tips to Correctly Calculate Cash Flows from Marketing Projects

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appointment setting, b2b lead generation, telemarketingYou don’t have to be a savvy financial analyst to be an effective marketer. But it does help to have some working familiarity with what finance people look at, especially if these things refer to or affect your marketing project. Among these items, the concept of cash flows is one of the most important things to know something about, particularly when making decisions on marketing mix for B2B lead generation and appointment setting. While you may have a general idea of what cash flows are, here are some tips to help you get a more solid footing when dealing with them.

  • Categorize cash flows properly – Cash flows need to be segregated and classified according to their relevance and applicability to your project. Only those cash inflows and outflows directly resulting from your marketing project should be considered in your computations. This means that only the incremental costs and revenues associated with your B2B lead generation project are analyzed. Also, you need to make sure that each cash flow matches the time period which it takes place in.
  • Consider the effect of taxes – Analysts tend to study after-tax cash flows more than any other. Normally, this is computed by adding back applicable non-cash expenses like depreciation to the net operating profit (or loss) from your project then subtracting the appropriate taxes (according to your marginal tax rate). In telemarketing and related activities, depreciation depends on whether you’ve purchased equipment or other fixed assets to be used in your project.
  • Use a spreadsheet – For superior analysis and results, it’s advisable to perform your project’s cash flow calculations on a spreadsheet. Microsoft Excel is an excellent spreadsheet application for cash flow analysis because of its many finance-related functionalities. The key point is to make sure that the descriptive and quantitative aspects of you analysis are interpreted and reported in an understandable way, especially if your B2B lead generation project has multiple cash flow streams.

While it may not matter to you at first as a marketer, the concept of cash flows is an essential tool that anyone in business, regardless of specialization, should have an idea about. Doing so will not only help you out in terms of running your projects smoothly but will also help you become a better decision maker.

The Best B2B Telemarketing Approaches – Lead Generation through Appointment Setting

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appointment setting, B2B telemarketing, lead generation, telemarketing, telemarketing companyLead generation through appointment setting is one of the best methods of generating business leads for your company. When you make use of B2B telemarketing to look for prospects, then appointment setting is the way to go. You see, you are not dealing with general consumers in this field, and as you may already know, B2B means business to business. That being said, when you make use of telemarketing, you need to go about doing business and look professional. Also, prospects you come across will not be so quick as to agree to a sale when you first make contact especially when you start dropping prices right there and then.

The world of B2B telemarketing revolves heavily on business appointments and thus is why lead generation through appointment setting is one of the best ways to go about doing business. What you want to be doing here is scheduling business appointments with prospects who express an interest in what services and products your company has to offer. If you don’t have any expertise in this field or prior experience, then do not fret too much as professional B2B telemarketing companies can more than fill you in on the details of what to do and what not to do. If you want to gain better results from your telemarketing campaign, then sure generating sales leads through appointment setting is the way to go.

Here, your telemarketers make calls to your prospects and present your company to your prospects. They then proceed to asking key questions and addressing key issues within your prospects company, something which you may be able to rectify if you are given the chance to do business with them. If it all goes well, then the telemarketer proceeds to schedule an appointment between you and the prospect, either a face-to-face, phone, or even a webinar. This makes generating sales leads through appointment setting much more of a success because you are given the chance to discuss with your prospects and can nurture them until they become sales-ready. Keep your mind on B2B appointment setting, it is perhaps just one of the best approaches to use in lead generation.

B2B Telemarketing – Take on the Market for Alternative Energy!

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B2B telemarketing, telemarketing, telemarketing company, lead generation, lead generation company, lead generation services, appointment setting, appointment setting servicesThe market for solar energy is no longer a thing of the past. Perhaps for the rest of the 21st century, solar energy and other alternative energy sources may see an increase in their market because of continued increase in prices for fossil fuels and other original sources. That being said, energy companies that market these types of alternative energy would be wise to perhaps start investing more into what they are offering. The market faces not only one front, but two fronts of possible business from both general consumers and possible B2B offers. As electricity is without a doubt one of the most important resources in the world, investing into a renewable and relatively cheaper source for power is something which many people have begun thinking about.

That being said, the market is growing day by day and soon enough, there will be a large enough market for alternative energy companies to tackle. And with the rising demand comes the opportunity to get your company’s name out in the open and spread it among your prospects so that you can generate good leads as to who your potential clients are. You can do this through the means of employing certain marketing approaches such as telemarketing. Making use of the skills of a good telemarketing company should be able to get you the wide following that you are looking for, especially when your main target are other businesses. That being said, B2B telemarketing is what you will need. While we’re on the topic of B2B telemarketing for energy sales, telemarketing companies have evolved since their creation and have become completely diverse forms of businesses that can handle a multitude of services which could spur your company to the top of the bracket.

On that note, consider partnering with a B2B telemarketing company when you are looking to market your alternative energy company. They may just be what you need in order to get the word out and get that client-base you are looking for.

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