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What makes a movie script get spotlighted as best screenplay by award-giving bodies?
A script that presents a story that can move an audience to a certain emotional aspect, with scenes and characters that stimulate imagination, which translate into verbal or gestured reaction.
That’s how a Cold Calling Script should be.
When writing a campaign script, one has to take note of the campaign’s main objective. Whether you are to gather factual information for a lead generation campaign, to book a prospect for an appointment setting campaign, or register attendees for an upcoming event, your script must contain keywords and substantial ideas that would stir up the prospect’s interest, otherwise you’ll be putting all call efforts into waste.
Related: Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force
Use words and phrases that will empower your script upon the prospect with trust and confidence:
- Power words to express courtesy like “Please”, “Thank you”, “That’s good to know”
- Terms from which industry your service/product belongs. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc.
- Assuring words or phrases like”sure”, “no worries”, “you are right”, can boost the prospect’s morale and would feel that his opinions and ideas are accepted.
Meaty and persuasive. Your script must contain all the important information regarding your offering and how beneficial it would be for the prospect.
- The branding carries your company’s identity which is your ticket to ride through the call
- The purpose of the call is the key to grab the prospect’s attention. “I’m calling about a new software that could lessen manpower but multiply production at a lower cost” – position a benefit so that you could get hold of the prospect’s interest to discuss further.
- Be keen to mention exact and correct details like a person’s name, company names and addresses, email information, phone numbers, rates and figures, date and time, product and service.
Campaign scripts differ.
Each campaign script is written based on the campaign type and its objective. The basic components may differ in formats depending on the person you speak with and campaign type.
Script Formats According to Person You Speak
- With the Gatekeeper/Operator
- With the Prospect/Decision Maker
Format #1: For The Gatekeeper/Operator
- contact information gathering
Format #2: For the Prospect/Decision Maker
- purpose of the call
- qualifying/probing questions
- setting up of appointment/meeting
- contact information gathering
Script Formats According to Campaign Type
Scripts are customized depending on the campaign’s requirement or need and the essential components may vary or interchange in the order, for each campaign type. Below are sample telemarketing scripts from different types of campaign:
Lead Generation Campaign
A simple lead generation campaign may require just a few important information from the prospect and often would not have probing questions in terms of budget and need. Most of this type is purposed to send whitepaper, conduct a survey, or profile contacts.
Check it out! Introducing: The Ultimate Lead Generation Kit To Jump start your Business
Appointment Setting Campaign
An appointment setting campaign’s objective is to activate the prospect’s interest to know more about the product or service, and agree for an office or phone meeting for a more detailed discussion. Criteria is set to qualify the prospect’s interest by asking probing questions.
This type of campaign script contain assumptive clauses with possible rebuttals.
Budget, need and timeframe are most common qualifiers.
Related: Lights. Camera. Appointment! Developing an Award-Winning Call Script
A call-to-Invite campaign script aims to gather attendees for an event. Event details, registration links and process are emphasized in the script. Get to know more about our events telemarketing services…
A campaign script serves as a guideline in order for the agent to deliver the spiel smoothly and confidently. It may be most of the time very technical, but telemarketers have to be innovative and creative in delivering the details based on the script, to keep a professionally trusting composure.
Takeaway: A cold-calling script must clearly and effectively describe who you are, your company, the product you offer and how it will benefit the prospect and his business. Keywords and ideas should be highlighted, that would leave the essentials in the prospect’s subconscious, translating their desire and interest into verbal or gestured reaction.
That’s how a cold-calling script gets spotlighted.
A WINNING SCRIPT with S.M.A.R.T Calling is surely the BEST combo!
Publish Date: March 31, 2016 5:00 AM
Telemarketers are THE most hated people on telephones. If you look at feedback, nobody wants to entertain telemarketers’ inquiries or have anything to do with telemarketers at all. It gets even worse as articles on telemarketing are those on how to avoid them. You cannot blame people for hating telemarketing.
However, there are a few good men out there. The blame really goes to marketing agencies that want to get results no matter what. But telemarketing, when used correctly, can become one of your most results-driving marketing tactics.
Here are reasons why you can turn it into your best lead contributor.
Telemarketing is strategic.
This might be hard to digest, but with the right direction, telemarketing can become as strategic as your favored social media plans. Like anything in marketing, telemarketing uses data to be effective. Once data is dismissed, then it becomes a dangerous tool. Data fuels all marketing tactics and through customer data, telemarketing becomes a relevant activity that prospects welcome. When telemarketers work blindly, they come up with calls without respect and clear objectives. Always remember that data makes the difference in telemarketing.
Conduct your market research, analyze your data before you start a call.
Telemarketing has fast turn-around time.
Telemarketing is active as opposed to other tactics that are reactive. When you feel that you need to contact customers and prospects fast, then use telemarketing to do that. This way, you find out what you want to find out compared to waiting for people to come to you for the information that you want. When things need urgency such as important, life-threatening information, don’t wait, pick up the phone and call.
By underscoring urgency in setting appointments, you could get more sales and improve your revenue.
Telemarketing can be a tool to build brand awareness.
When you need prospects to recall your brand, telemarketing can help you start that process. In addition, even if you don’t get to talk to your specific target, you can always leave a message on their voicemail.
It is said that close to 20% of a marketer’s day is spent leaving vm messages. Tweet this!
Telemarketer should take all the chances and start leaving effective voicemail messages that will keep prospects interested. That way, your calls aren’t wasted.
Telemarketing is your foot-in-the-door strategy.
We all need that window to an opportunity. Telemarketing can be that opening. The problem with most marketers is that they cram every objective into a tactic. Consumers cannot take that practice anymore where you seem to want everything from them without giving them something in return. The best telemarketing strategies out there are the simplest ones; those one liner scripts that save the prospects’ time when talking to you; and that single objective every time you call. Telemarketing is one step at a time and that is how prospects can appreciate calls from telemarketers, so plan your calls carefully.
Telemarketing is here to stay. It is not going to go away. Telemarketing is not dead, it is STILL an unstoppable force in marketing.
However, this goes as far as how you plan out your strategy with your telemarketing team or your marketing agency. The key is to set solid policies for telemarketers to follow and that it centers on the welfare of your prospects or customers.
Publish Date: January 20, 2016 5:00 AM
The last quarter of the year marks the homestretch of business to business marketing campaigns. The last three months of the year show monthly calendars of almost daily local and national holidays, observances, and state holidays. However, you may have to take out a to do list first of the things you need get a parking on before you take the leap to the airport and fly to your holiday get away. Take a look at the three-point list below of how to manage a B2B marketing project while catching up with the holiday rush.
Sync your working calendar with that of your prospects’
Start planning a perfect holiday spree by ticking the boxes of important dates of your business calendar for the year. The question, “Do your business prospects take holidays off” & “When”, will help you determine the perfect time on plotting the remaining working days of your campaign, and the start date of your official holiday leave. Have both your active and non-active days synced with that of your telemarketing team to get an organized schedule of pauses and start offs.
Related: Outbound Telemarketing: To Outsource or Not to Outsource?
Schedule a “Pause” on the calling activities
The pause should start on the first day of your scheduled holiday leave which should sync with that of your prospects’. Make sure that your working team’s calendar should be blocked from all appointment setting activities – this will ensure that no lead or appointment would be posted during these days off, and no chance for lost deals. The “Start” date to resume the telemarketing calls must fall on the day, you and your prospects, or most of them, come back to work.
Related: B2B Telemarketing Tip: How to leave Effective Voicemail Messages
Set an Email Auto Reply
Wouldn’t it be so relaxing to sip on a glass of vodka, while in a vacation island, without the hassle of getting bugged by email alerts – like lapsed appointments? Email is the most legit and formal medium for business to business communication. Though mobile calling and texting, and the social media come in handy for both personal and business connections, it is best that business talks are funneled into just one venue like email. This will help you avoid missed communications and even missed business transaction meetings.
Related: The 4 Worst Things You’ll Do in an Email Marketing Campaign
You may follow a very simple Out of Office (OOO) reply format like “I am currently out of the office for the holidays and will be back on (date). For urgent matters, you may reach me at (number)”. However, leaving contact information in your OOO email reply will be up to your discretion, as this should be dependent on the nature of your work or business.
Ideally, a lead generation campaign must follow a synchronized pattern workflow of tasks, reports and schedules in a streamlined process which involves you, your prospects, and your telemarketing team.
So keep everything in place in the office before you leave for a week or two, with no calls, all bustles.
Enjoy the holiday spree!
Make holidays productive, read more sales and marketing tips and tricks, visit Callbox blog.
Get your lead generation campaign ready for 2016! Revamp your strategy with multi channel marketing approach! Learn more how to get more customer.
Publish Date: November 25, 2015 5:00 AM
Part 2 “The Naked Face”
Communicate. Speak. Ask questions. Answer queries.
When ideas are conveyed clearly, actions will be performed correctly. Any assigned task, like running an IT campaign, requires team work and collaboration of ideas. One cannot perform and deliver the best results without the help of others, may it be a shared effort or just plain feedback. For an IT telemarketing campaign to run productively, we must closely work our ideas and efforts together to be able to put up a fair and smooth project run.
Take a look at the 3 most commonly discussed, and should be well-communicated issues in an IT campaign.
The Target Numbers
We very well understand that your business has specific targets to achieve and we are engaged with the same goal. This goal should be 100% attainable, for you and us. If the target you set would seem impossible for us to clock up, we will truthfully tell you so. We would not want to promise something that we are not certain to deliver. Fair enough?
Related: Creating a B2B Multi-Channel Marketing Strategy that Surely Delivers
Beyond the Success Call Criteria
During the campaign run, there could be instance/s when we would uncover exceptional leads. These are leads that deviate the set criteria but have weight on quality of interest that is quite hard to defy. Although we see this scenario as an opportunity to nurture for future engagement, still, the decision whether to pursue the opportunity or not is on you – would you look at it the same way we do?
Nurture unready prospects and get access of the latest lead nurturing technology
Appointments are set based on either your calendar or the prospect’s preferred timing. Moreover, sending calendar invites is best-practiced and less likely to incur lapses. In case of schedule change, whether forecasted or sudden, notify us at the soonest time possible either thru the team’s contact numbers or email. All stakeholders should be copied in all email communications. Loop in all stakeholders in the project. Each must be able to answer any question, and whose advice could be deemed final on the team’s behalf.
Open all lines of communication at all times as this will ensure that everyone is on the same page on campaign status updates, reports and action plans. Keep an open mind and put on the naked face.
Did you missed? SEE: Pages of Success for IT Telemarketing Part 1: The Best Laid Plans
Generate new customers. Our skilled agents can help you set your next appointments!
Publish Date: October 13, 2015 5:00 AM
Running an IT campaign requires thorough management. How each campaign requirement is handled could impact target results, and would be points of analysis for further actions. Challenges may come along, but those can be countered, and preventive steps can even be taken before these challenges range up to the worst.
Take a look at this two-part in-focus discussion on how to run an IT campaign.
Part 1 “The Best Laid Plans”
First, let’s talk about the Kick-Off meeting.
Among any other verticals, Kick-off meetings for IT campaigns require more time and points to discuss. So make sure that everything is well laid out, understood and agreed by both parties.
The Campaign objective
Specify your appointment preference whether a phone or office, the number of appointments that you can take in for a day, the time interval between appointments, and the specific timing for each meeting.
Since IT projects require detailed and thorough discussions, for office meetings, it is best to consider proximity – the distance of travel from your office to the prospect’s place should be allotted ample time to avoid missed appointments or rushed proposal presentation which may result to a lost lead. You can’t afford to lose one customer for just being tardy, would you?
The Database Criteria
Know your exact target location. Identify ZIP codes, city, or state, as well as industry type, size, employee size or annual income. Note that the just filtered and approved database is still to be updated by the time the agent starts to use it for calling, where all contact information are profiled/verified during the actual call. This is exercised throughout the campaign period to keep the database clean and accurate for your further usage.
Put more emphasis on data quality. Have a regular data cleanup!
The Target decision maker
Commonly targeted decision makers for IT campaigns are IT Managers/Directors, Chief Financial Officers, Finance Managers or anyone who is in charge and makes decisions for their IT system set up in the company. These are individuals who are knowledgeable on the specifics of the company’s IT system like set up, status, challenges and planning on adding or replacement, as well as the budget allocation for such project.
Reach more potential IT and Tech Buyers!
Identify your Success Call criteria
Budget, Authority, Need and Timeframe or the “BANT” criteria, completes a success call qualification for IT campaigns in most cases. At some points, we may have to consider classifying leads into Hot, Warm or Cold, or A, B, C, or D, where 1 or 2 out of the 4 BANT criteria maybe absent, due to some factors like market trends and financial status of the business.
The Call Script
IT scripts should be comprehensive and convey a complete idea to the prospect of how your product or service could be beneficial to the prospect’s business need. Make it short and easy spiel for the agent to get hold of the prospect’s interest in just 1 sentence. Be certain of the jargons used in the script – terminologies which the prospect should be familiar with. People understand each other better when they speak the same language.
Related: Lights. Camera. Appointment! Developing an Award-Winning Call Script
At Callbox, we provide you access on all available resources for you to be able to track statistical reports. The Pipeline CRM is your central resource for tracking data, aside from the email notifications and the automated tools that act as virtual workforces for your campaign.
We will get all these requirements prepared within a week or two before your target campaign start date. Once everything is ticked on your checklist, then we’re off to get the agent on board to start the calling.
Now what’s next? Pages of Success for IT Telemarketing Part 2: The Naked Face will be released next week. Stay tuned!
Do you have better ideas for setting up your telemarketing campaign? Share it below the comment section.
Publish Date: October 9, 2015 5:00 AM
Logan Strain underscored in his article on nextgenleads.com, that there are different types of salespeople. Based on his observation there are four; academics, empaths, closers and grinders.
For sales coaches, it pays to know which category each member falls and how to take advantage of their potentials. Each might have unique abilities to pin down sales and closes, so you might as well check and assess.
How you sell is deeply rooted in who you are. More than other professions, your preferences, your temperament, and your point of view shape how you approach the day-to-day business of selling. Your fingerprints are on every call. That’s why we can see salespeople with wildly different styles hit the same sales numbers. And that’s also why sales coaches and managers need to be sensitive to how each person on their team sells. Advice that might lift one person up to reach their potential might discourage another.
But as variable as they are, salespeople tend to fall into a handful of categories, based on my personal observations of them in the wild. Here are the four sales styles I’ve seen in action.
To the Academic salesperson, sales isn’t an art, it’s a science. They subscribe to dozens of blogs and trade publications. They’ve read books by every sales guru on the planet, and they have an opinion on all of them. In fact, Academics have their own theories about their trade that they’re hoping to turn into a book one day. They know the products they sell better than just about anyone — and that includes the people who developed them.
Data driven and meticulous, they know how to zero in on processes that work and toss off methods that don’t. They’re a master of their CRM, making comprehensive notes and use some features you haven’t even heard of. They’re quick on the phones and can answer virtually every question the lead has without looking anything up. They see themselves primarily as an educator, and believe that a well-informed lead is a lead half closed. Academics believe that they are a work in progress, and strive to be a better salesperson today than they were last month.
Can Be Heard Saying
“Contrary to conventional wisdom, studies show that salespeople who exhibit both introverted and extroverted tendencies perform better than those who are purely extroverted.”
When Not Working, Academics Can Usually Be Seen
With a book in their hand.
Empaths have a knack for getting inside people’s heads. They can pick up on subtle social cues, and read the subtext underneath everything a prospect says. They don’t just view themselves as someone who is pushing a product, but also as someone who gives exceptional value on every sale. Their goal is to understand their prospects’ needs, so they can show how the product will make their lives easier.
The Empath’s main selling strength is getting on the same wavelength as their lead very quickly.They listen very closely to everything that their leads say. Then the Empath can select a few choice words that light them up inside. The Empath’sintuitive understanding of human psychologymakes them a gifted persuader. They know that every person has a slightly different motivation for buying a product. So they make it their mission to connect product benefits to their leads’ inner emotional lives.
Related: The Winning Sales Pitch: 5 Pillars of Telemarketing Calls
Can Be Heard Saying
Empaths prefer listening to talking. But when Empaths do speak, they like to ask questions that help them better understand other people’s desires and passions.
When Not Working, Empaths Can Usually Be Seen
Charming everybody at a low key dinner party.
The Closer lives for one thing: speaking directly to the lead. Every word that comes out of their mouth has one goal in mind: getting the lead to say “yes.” They have Zig Ziglar’s Secrets Of Closing The Sale memorized back to front. They know every single objection to buying the product that has ever been said, and they’ve even thought of a few new ones (which they of course have a ready counter to). They’re masters at keeping a lead on the phone for as long as necessary, and they never take “no” for an answer.
While all salespeople get a rush from closing, the Closer gets particularly excited from winning. They have their sales numbers for the past year memorized, and make it their personal goal to break their sales record every month.
Check this out! Close the biggest sales by getting qualified leads!
Can Be Heard Saying
Alec Baldwin’s entire speech from the movie Glengarry Glen Ross, if you ask them to.
When Not Working, Closers Can Usually Be Seen
Cheering on their favorite sports team. Closers are natural competitors, so they love seeing talented people do their best in a high stakes game.
Grinders crush their quota every month through the sheer force of their work ethic. They view the world as a sea of endless opportunity. It’s just a matter of hustling hard enough to grab it. They get in early, stay late, and make every single second count. They revel in every part of the sales process. They go on high energy, caffeine-fueled sales sessions where they sometimes even forget to eat.
Grinders can do fantastic work through numbers alone. And since they have boundless enthusiasm for their job, they’re impossible to discourage. If they hit a bad streak, they simply get back on the phones and get right back to it. Grinders are always are great to have on a team, because their energy in infectious.
Can Be Heard Saying
“The harder I work, the luckier I get.”
When Not Working, Grinders Can Usually Be Seen
Building an additional room in their house, volunteering, or trying out a new hobby. Since grinders have boundless energy, they love finding productive ways to use it.
The Taxonomy Of Sellers
Wait a minute, you might be saying. All of those describe me at least a little bit.
And that’s a good thing. It’s healthy to invest in learning the trade, developing deep connections with people, closing vigorously, and working hard. But all salespeople have a preferred style that helps them close more deals.
Logan Strain is a writer for NextGenLeads, a lead provider and knowledge resource for sales professionals.
27 Sales Experts Reveal the Single Best Piece of Sales Collateral For Closing Deals
Publish Date: September 30, 2015 5:00 AM
A colleague of mine said that pristine sushi is his choice when dinning out in restaurants, while soulful Italian cooking would be a nice option to consider.
Sounds interestingly tasty…
Sales and Marketing come in many different media forms and strategies, but all have a single objective which is to promote and sell a brand. As an avid marketing critic, only a few brands could steal my hesitant attention – those brands that convey a clear message, able to draw my interest and bring about a personalized approach that could tap on my sublime mind.
Broadcast, Print and the Web are highly recommended promotional media outlets and have gained reputation on effectiveness.
But what’s in Telemarketing that still, many businesses like IT & Software companies keep coming back to?
Let me give you 3 important reasons:
Maximized Time and Effort
With telemarketing, dissemination of information about products or services is delivered to the target prospect or customer at a specific timing. The time of the day in your target location and the assumed availability of the prospect are considered before an agent make an outbound call. Prospected clients would not remember a word from a calling spiel, neither recall which company is represented, if they were called during their busiest hours. It is advised to speak with prospects at their most convenient schedule, for which a telemarketer will be able to clearly convey the message to them, and chances of gaining interest is at its peak.
Related Post: B2B Telemarketing Tip: How to leave Effective Voicemail Messages
No spilled beans. The campaign data base tops the priority list of the required materials before a campaign run. The data base is carefully filtered with reference to the business targets like location, industry, company size and revenue. Unlike other media marketing channels where brand promotion maybe spread to a broad audience but untargeted, telemarketing will deliver the product or service to the right audience at the right time.
“Need” is identified. The product or service being offered is exactly what the prospect needs for his business to grow. The brand’s value proposition will address every pain point of the business – a stimulus for gaining interest for the prospect to see and learn, or even experience the stated benefits. Although budget and time frame maybe factors that could setback target results, the Lead Nurturing Process would then be the best recourse to scale up sales impact. It’s a fact that customers would easily consider highly advertised and recommended brands but strongly-founded, reputable ones will never cease the market.
Related Post: Lights. Camera. Appointment! Developing an Award-Winning Call Script
Maybe I’d try Sushi Nakazawa in New York soon, but I crave for Peking duck – crispy on the outside and tender in the middle, which comes with crab and scallop-laced fried rice, that I would enjoy during late night or early morning dinning, so I’m heading back to my all time favorite Chinese food hub – Decoy!
Publish Date: August 26, 2015 5:00 AM
There’s no question about outsourcing your B2B telemarketing. Because of the supposed benefits it brings, contracting the services of a marketing company is an attractive and convenient course for improving your bottom line.
But we want to emphasize the word ‘supposed’ here because we have a strong case to do so: Not all telemarketing companies are capable of bringing out the best of outsourcing.
There are probably thousands of service providers out there, all saying they have “the experience” and “the proficiency.” But finding the right people to handle your campaign means downplaying these buzzwords and paying close attention to these important qualities:
Strong Customer Service Skills
The best B2B telemarketing companies treat your customers as if they were their own. Strong customer service skills means handling questions about the finer details of your business on the fly. It means knowing how and when to vary the scripts. Not every call is identical, and not every situation can be resolved in the same way.
Inbound Lead Generation
The people who take the time to call your business are often your most qualified leads. These phone calls need to be serviced promptly and professionally, and these customers need to be left satisfied. The best B2B telemarketing companies understand and value these phone calls as an opportunity to truly make a difference for the client.
Attention to Customers
Customers have options, and competition can be high, especially with the Internet. Customers have grown accustomed to immediacy. Immediate attention and a quick resolution can make all the difference in lead generation and sales.
A Commitment to Multiple Roles
The right B2B telemarketing company can help your business with more than just sales and lead generation. That’s an important part of it, but they can also help with important communications services such as market research through outbound surveys, database maintenance, voice broadcasting announcements, and live web chat.
You see even at this era, telemarketing is proving itself against the rising digital strategies. Indeed telemarketing is unstoppable.
When handling another business’s phone calls and leads, it is important to be ready in any type of situation. Remember, the call handlers are an extension of your business, so training is a crucial element to a successful relationship. Call handlers should be well-versed with the company and understand client interaction. They should understand the FAQs, for quality product knowledge. They need to understand the qualifiers to be a solid lead, appointment or sale.
How do you know if a company has what it takes? Simple: RESEARCH. Visit the company’s site and rummage through content such as blog articles and case studies. Also, search for online reviews about its services and solicit opinions from its previous clients.
Speaking of reviews, Callbox Earns #1 Spot In Two Lead Generation Services Rankings For 2015.
Read now! Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force
Publish Date: August 19, 2015 5:00 AM
I found this great article on how you can avoid falling into that “Send me more info” trap on a sales call, published by the folks at Close.io.
If you’re doing any cold calling at all, this is one of the most common obstacles you’ll be confronted with once you actually reach someone. Pretty early on in the call, many people will ask you: “Can you send me some more information? I’ll review it and get back to you.”
New and insecure sales reps respond: “Of course! I’ll send it your way.” They send out the email, and that’s it. Maybe one or two timid follow ups, and they file the lead away.
So how do experienced and successful sales reps respond to “Please send me more information”?
Watch the video: Cold Calling Jiu Jitsu: How to Respond to “Send Me More Information”?
Many sales reps don’t even see their prospect’s requests to receive some info materials as an obstacle.
The painless way of losing deals
To insecure sales reps, it doesn’t feel like it’s a lost opportunity. There’s still hope, right?
Maybe the prospect will review the info you sent him, find you’re selling exactly like what he needs, call you up, asking one or two clarifying questions, and a subtle nudge of your elegant salesmanship is all it takes to close the deal.
Think positive, young sales man!
What does “Please send me more information” really mean?
It means “I’m not interested, and I don’t want to give you my attention and time.”
It’s simply the most convenient way for the person on the other end of the line to get rid off you. They don’t want to be rude – you don’t want to be rejected. You both know it. Thus, the unspoken agreement is reached between the two of you.
Why you shouldn’t just send more information when they ask for it
You haven’t learned anything about this prospect yet. You haven’t qualified him. You don’t know what his wants and needs are, which problems he faces, whether he can afford your solution, etc.
Based on this lack of knowledge – what kind of information will you send them?
Just generic stuff about YOUR company.
What do you think will come out of that?
When you send info materials to a prospect, you want to be sure that it’s custom-tailored to the recipient, so that it actually hits the mark.
How should you respond when someone requests more information?
#1 – Use the power of yes
First of all, tell them: “Yes! Can I have your email?”
This is the jiu jitsu part. You use the momentum their request has to your advantage, and then redirect it the way you want it.
#2 – Get them invested
After they tell you their email address, speak these words:
“I want to make sure that I send you the most relevant piece of information. Can you tell me, _______ [easy to answer qualifying question, e.g. are you guys more interested in X or Y]?”
This is a tiny, little follow up question that most prospects will answer. And by this, you’ve shifted the momentum, because they lowered their guard.
They gave you a bit more information, invested a bit more time and energy into the conversation – and thus are more likely to stick around.
#3 – Ask more follow up questions
Elegantly engage them in a conversation by – sensitively – asking more follow up questions. The secret to success here is to fine-tune your antennas – but it’s really not rocket science. If you’re in a good state, and you genuinely care and listen, you can do this.
Some people will cut you off and tell you to just send you the information, and if they do – that’s fine. Thank them for their time, and get them the info they’ve asked for.
Many times you can really get them engaged into long sales conversations. I do this all the time when people ask me to send them more information because they’re “too busy to talk right now” – 20 minutes later, they’re still on the phone with me.
People actually often LIKE this – because rather than a high-pressure sales call with a sleazy telemarketer, they’re having a real conversation with a knowledgeable person showing interest in their opinions, problems and wishes. (I’m assuming you have subject matter expertise).
#4 – Take the next step
Usually you’ll still end the call by telling them that they’ll get more information. But now you’ve moved the sale ahead much further. You know more about them, they know more about you, you both determined that there’s some real potential for mutual value creation. You’ll be able to send them much more relevant information to them, and they’ll study it much more attentively.
I’ve had many sales calls where a prospect tried to get rid of me by asking for more information, and using the simple engagement strategy I shared with you here, I re-engaged and closed them on that same call. And if you practice this enough, you’ll see similar results.
This article was originally published here by Close.io.
Publish Date: August 4, 2015 5:00 AM
Hopefully, the title didn’t mislead you in any way, because there is enough reason out there to say that B2B telemarketing continues to be an effective force in terms of acquiring B2B leads despite a vocal push to go digital. Is there anything new to telemarketing that it manages to stay on in every B2B campaign? Here are some insights from Lead Agency’s Kim McNeil:
MARKETING ON THE MOVE
A mobile friendly web design has become a must-have for any website owner, as has creating mobile friendly content. The more tech savvy marketers have also used location information provided by mobile phones to target prospects based on their physical position.
Here’s an illustration from comScore describing how mobile users increased from 2007 until current:
In an article Mobile Marketing Statistics 2015, Danyl Bosomworth stated “So it’s no longer a case of asking whether mobile marketing important, we know it is!”
Related Post: Will you move to mobile this 2015?
Smart B2B marketers are harnessing new technologies and applying knowledge of mobile devices to their marketing strategies.
Smarter B2B marketers are remembering the original use of mobile phones, and using that to inform their marketing strategies.
USING PHONES FOR … PHONING?
As more and more prospects own mobile phones and the capabilities of the devices are advancing, B2B marketers are starting to overlook their main function: to make and receive calls.
A recent survey by Software Advice (2013) analysed the most used communication channels by B2B marketers. In-house email marketing, SEO and Social Media took the top spots, while the use of telemarketing was significantly less, coming in at position 7 overall.
Grab a guide! How to Make your Outbound Campaign Standout
ACTIVE VS PASSIVE B2B MARKETING
From this survey, we can see that today’s most commonly used B2B marketing strategies involve creating content, social media posts, and designing websites. Marketers are generating content then relying on the prospective client to find the information and act on it. This is known as passive marketing, and generally works for brand building over a long period of time. However passive marketing strategies take a significant amount of time and budget that many B2B marketing companies simply do not have.
In the B2B space where buyers have the power, active marketing efforts most often produce a higher ROI. Active marketing involves continually reaching out to prospects until you get in touch with them. As Over 80% of today’s B2B sales are made after the 5th contact, this is often a necessary strategy.
Picking up the phone and having a direct conversation with your prospect is one of the best options for an active marketing strategy and can significantly increase lead generation and nurturing initiatives. In fact, Margin Media  reported that marketers qualified over 80% of leads as high or medium quality from telemarketing activity.
Cold calling might be an aggressive method but delivers fast ROI for businesses. However, incorporating it with other channels might boost your brand awareness and achieve excellent marketing results.
Callbox introduce multi-channel approach, an integration of telemarketing, social media and email marketing used to reach prospects in different mediums. Here are the proofs:
B2BMarketing.net reveals that using two devices for brand exposure can boost ad awareness by up to 60% and brand recommendation by up to 15%.
- Multichannel Marketing: Is It Worth Adopting To?
Multi-channel marketing is definitely the path B2B enterprises should take. With the modern buyer being more well-informed and meticulous, there is a need for marketers to utilize every available means to increase visibility and generate B2B sales leads.
- Creating a B2B Multi-Channel Marketing Strategy that Surely Delivers
So it’s up to you. Whether to focus on one productive strategy or try something new, you”ll never know –you might as well double your production.
Publish Date: July 30, 2015 5:00 AM
It’s easy to get anxious when you talk to someone, especially if it’s a business executive that needs an attitude adjustment.
In this post by Revenue 365’s David Mackey, we examine the five important steps to cancel out anxiety and boost the confidence levels of cold callers.
Identify why you’re anxious.
Is it because you don’t like talking on the phone? You’re afraid of something thinking you’re annoying and pushy? You don’t want yet another person to hang up on you? Once you can nail down the actual reason you get anxious, you can confront it head on. A lot of times, the anxiety comes from taking the whole situation personally. When you can identify the real reasons you get anxious, you can sort of coach yourself to think about the whole situation in a more positive (and realistic) manner.
Dig deeper: B2B Telemarketing Rules and How to Break Them (For the Best)
Change the way you think about cold calling.
Instead of thinking that your call is an unwanted interruption and a waste of time, think of your call as a way to inform your prospect about a valuable opportunity for their business. Stop thinking about you—how you sound, how well you presented the information, how long (or short) the conversation was. Make your call about educating and helping the prospect.
Dig deeper: How to Make your Outbound Campaign Standout: A B2B Telemarketing Guide
Create a rough outline of your conversation.
Notice two keywords: rough and outline. It may go against everything everyone else has taught you, but do not write out a word-for-word script. Do you ever read from a script when you’re talking to someone face-to-face? I sure hope not! With a full script, you just read right from it and lose any opportunity for deeper connection with the prospect. Conversations happen naturally, so should your sales call. However, it is wise to give yourself some guidelines. Write down a specific question, a statement that will transition you into learning about the goals or challenges of the company, or the names of connections you may have. You want your outline to be an aid, not a crutch.
Practice makes perfect.
The more you do something, the more natural it becomes. So, practice your sales calls ahead of time. Actually hold the phone in your hand (or put your headset on—whatever it is!) and do dry-runs of your calls. Practice your greeting, your transitional statements, and your questions until you’re comfortable. When you feel prepared and confident before the call actually happens, you’re much more likely to retain that confidence when it does happen.
Dig deeper: The Lifecycle of an Effective Telemarketing Call
Track your progress.
It can be easy to beat yourself up when you only remember how many failed calls you have had. When you actually record how you’re doing, you’ll have unbiased documentation of how you’re actually doing. Your results may surprise you!
Take it one call at a time.
Breathe in, and start with one call at a time. Before you know it, you’ll feel better about making sales calls.
Dig deeper: You Say Potato, I Say Patato: The Real Score Between Telemarketing and Telesales
Aside from telemarketing, employ other lead generation channels on your campaign and
Get qualified leads, contact us today!
Publish Date: June 18, 2015 5:00 AM
People nowadays stumble upon the words telemarketing and telesales every so often. Numerous times, if one is a stranger to the B2B industry, it is easy to say that both are one in the same.
We owe the confusion to the prefix tele, but the similarity ends there. While both use the telephone as an audience communication channel, telemarketing and telesales fill distinctly essential roles in the growth and prosperity of a business enterprise.
The real score
First of all, Integrity Business Connections points out that telemarketing is “less about volume, and more about quality, and is specifically used for setting appointments at which a sales person will attempt to make the sale. Therefore, telemarketing requires a more complex process, often taking a script and veering off as the conversation requires it.”
Furthermore, telemarketing takes a long time to work its magic. While it is not directly involved in winning a sale, it is nonetheless essential in keeping a prospect constantly interested with a product or service. Telemarketing uses lead nurturing mechanisms to verify information and determine whether a decision-maker is “warm” enough to consider buying the product or service, in which case B2B appointment setting comes in to open a can of sales opportunities.
Telesales, on the other hand, “is used, as the name suggests for taking a sales order over the telephone, for a product or service.”
It makes use of callers who are trained simply for securing a prescribed number of sales a week. Making sales pitches for products like enterprise software may look easy, but experience and an understanding of buyer psychology goes a long way in terms of bypassing any potential sales barrier.
Torn between two tele’s?
Between telemarketing and telesales, which is more vital for providing better revenue?
Integrity Business Connections makes a good point by saying that telemarketing is more suited for B2B, since the “buying cycle is much longer and their sale order value is quite high.” That leaves telesales to B2C, where speed and volume form a large part of business strategy.
Here’s a bonus infographic from Integrity to illustrate how they really differ:
But why not have the best of both worlds?
For Katie Smith, marketing communications manager of ThomsonLocal.com, the “most effective (if potentially costly) method is an integrated campaign of Telemarketing (plus a variety of other traditional marketing research initiatives) to identify lead generation followed by an outbound Telesales campaign.” This concept, she adds, is proven to deliver better results in lead generation as well as sales.
Close more deals with our lead generation services or learn more B2B marketing ideas.
Sources: Telesales vs. Telemarketing, What is the Difference Between Telemarketing and Telesales?
Publish Date: April 7, 2015 5:00 AM
Way back before SMS was created – perhaps, even long before mobile devices saturated the telecommunications market – people were faced with the innumerable drudgeries of daily life and still had the face to accept a telemarketing call from a guy selling insurance.
Those were the days when lead generation telemarketing, even at its earliest form, was simpler and friendlier. Forward to the technological sophistry of the modern age, mentioning the word “telemarketing” is like trying to conduct a ritual to summon an undead demon.
Indeed, some businesses would state that telemarketing is not the same effective business tool it once was. We owe this to the proliferation of mobile devices and the continuing appeal of online marketing. Some would even say that generating qualified sales leads is not anymore practical compared to an email marketing campaign.
However one puts it though, numerous institutions still regard outbound calling as a relevant marketing channel – at least to B2B buyers.
Unlike regular consumers, B2B buyers prioritize sincerity and immediacy. They are companies in want of solutions that can either provide greater profitability or streamline important process that can otherwise be difficult to manage. Hence, they depend on direct communication as basis in employing the right solutions-provider.
On the part of a solutions-provider such as yourself, you will need to present your products in a way that could keep potential clients listening. This means you will definitely learn how the ways of conducting cold calls without boring or even scaring potential buyers away.
So, when you think you are already apt in B2B lead generation telemarketing, think again. Maybe you will need to follow these nifty rules to revive telemarketing’s power
Don’t just unleash a bunch of flowery words about your product. Talk about how it can help secure revenue and realize specific goals.
Dig Deeper: Happiness for Warm Sales Leads: Increase Revenue by Maintaining Satisfaction
Tone down a little on aggressiveness. You are putting your name on the line, and becoming too insistent won’t help you secure a sale.
Don’t be pretentious.
You are not calling a friend or a family member. You are calling someone in need of surefire solutions, so it could easier for you to say something awkward.
In short: Be professional when handling prospects.
Dig Deeper: The Problem With Telemarketing Today
Focus and don’t fumble.
The prospect of gaining a sale is tempting enough to get you through a five-minute conversation with a prospect, who might even consider your proposals for a sales appointment.
Make the most out of your campaign, learn more telemarketing tips or outsource to get qualified leads.
Publish Date: March 24, 2015 5:00 AM
Businesses in the B2B market depend on their telemarketing platforms for effective lead generation and appointment setting. Aside from that, effective dealings with B2B prospects can only be attained through an effective calling infrastructure that realizes quality customer experiences and hence business possibilities.
But the main challenge has always been the same ever since: How can businesses achieve better ROI influx as well as produce quality clientele relations? This is worth investigating ad should be easily remedied by recent innovations in the field of CRM.
Along with smart marketing software, auto-dialers can be your tools of choice for improving your telemarketing performance.
Many companies in fact adopt auto-dialing software, integrating them with their existing lead management program for a solid marketing and sales operation.
But the reasons don’t end there. To increase telemarketing efficiency, we can point to numerous other instances in which auto-dialers save more money and provide a higher rate of conversions from prospects to paying leads.
A big productivity boost
Characteristic of a highly efficient call center is a highly productive team of callers. Using a combination of an automated lead management and nurturing database, businesses can eliminate the idle time waiting for a contact to pick up a call. Moreover, no longer would callers occupied with managing a large pool of prospect data than with honing their CRM abilities. They are able to get better at customer interactions.
Saves a ton of money
We’re not talking about a few bucks here. No, we’re talking about stashes of money that would have been wasted due to dropped calls. Consider this: you invested a large sum for setting up a telemarketing platform, expecting that you would at least be able to earn enough deals to cover your outlay. But without an auto-dialer, you would most likely experience high drop rates or to put it loosely, missed opportunities and a waste of a good investment. Auto-dialing software on the other hand ensures that each call would result in a sale.
Better sales prospects
Another fact to consider in telemarketing is that quality customer engagements likely end in a purchase. It has been revealed that automated process, from lead prospecting to lead nurturing, present optimistic buyer likelihoods. This is due to the ease with which an automated system provides personnel, as explored in the first point.
Streamlined and transparent lead database
This year will highlight the need to manage big data, therefore requiring bigger lead management budgets. When put to effect, auto-dialing can provide clear and accurate reporting on each successful call with an agent, thus encouraging better strategizing.
Publish Date: February 15, 2015 5:00 AM
We know for a fact that customer engagements via phone are essential in lead generation and appointment setting. But drawing down a potential client’s defenses and attracting him or her to your offer makes for a two-punch combination. Without proper execution of telemarketing processes, you wouldn’t be able to knock a prospect out in a close.
The truth is: an effective telemarketing does not revolve much around mere application of what is listed in a call script. Rather, it points to an entire process.
Telemarketers should be able to follow the best practices involved in a phone engagement with a business opportunity, from first contact to appointment setting. In other words, effectively facilitating the lifecycle of a single telemarketing call can also secure the life of the entire business.
It is therefore important to review and execute these steps perfectly to increase the chances of winning a qualified sales lead.
Introducing yourself to another person is part of social convention, an act aiming to communicate your interest in building an exchange with said person. No big deal about that. But in telemarketing, the first few words you utter puts you right smack between a hang up and an inquiry where the time element is but essential. After you tell the prospect your name, it is wise to follow up by talking about the organization you represent and the purpose of your call. Never linger too long, or else you’ll give the prospect enough reason to put the phone down.
Talking about your solutions
In a regular telemarketing call, the introduction should take you about a few seconds. After which, you should be able to ask the prospect if his or her organization is seeking solutions. Give enough time for the prospect to answer your first question before moving on to another, narrowing down your inquiries until you arrive at a specific preference. Pro tip: don’t sell during the first engagement. After finding out what the prospect wants, follow up with an email blast before calling to set up an appointment.
Setting the appointment
After the prospect confirms interest, move in for the “kill.” Thank the prospect for his or her time. Designate an agreeable time and date for an appointment with a sales person. Thereafter, take a deep breath and move on to another prospect.
Seeking for an enhanced lead generation and appointment setting program? A competent lead generation company has the appropriate expertise and tools to drive better business results.
Publish Date: February 3, 2015 5:00 AM