Callbox - ContactCenterWorld.com Blog Page 2
Page: 1 | 2
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
Within the B2B telemarketing world, there are rules to follow. And often, we are made to believe that such rules constitute the straight path towards attaining short-term and long-term business goals. They should be regarded as Gospel truth; otherwise, expansion and increased revenue generation are rendered impossible.
Especially in B2B lead generation, rules are needed to steer a business towards the right path. But it has become evident that, with drastic changes in the marketing landscape, newer techniques have begun to supersede or revise these rules.
B2B telemarketing has changed a lot since the digital revolution. And although email and social media have become widely used marketing platforms, B2B telemarketing is still a relevant B2B lead generation channel. But can we say the same about the rules that govern it?
Today’s decision makers are tricky to begin with, considering that most of them have already adapted to new marketing innovations. And it wouldn’t do you any good to stick to conventional systems of B2B telemarketing conduct to satisfy their need for business solutions.
So, if you’re still dedicated to the following rules in your B2B telemarketing, consider breaking out of your comfort zone.
Apologize for the call
Apologizing for calling your prospect on such an inconvenient time is passé. In this day and age, you either call someone because you have something important to say or not call at all. There’s really no need for apologizing. But for your prospect’s sake, ask whether he or she has the convenience to talk with you.
Give complete details
This is another unnecessary move. Every B2B telemarketing cold call should have a sense of urgency. And you just cannot attain it when you are bombarding the prospect with too much information he or she can consume. Often, less is better. As an added tip, only relay the most industry-relevant information in your arsenal.
Overemphasize your business
The problem with many businesses is that they see cold calls as opportunities to brag about themselves. This is taboo today, considering that people can get easily fed up with messages repeated over and over again. So, instead of focusing on your business’ capabilities, ask your prospect about the issues they themselves are facing.
Cling dearly to the call script. Okay, so call scripts had their heyday in the past. But today, they don’t work. B2B decision makers want real and intimate human encounters, which they cannot experience so long as you keep reading on an inorganic guide. Personalization is the key at present.
Publish Date: January 22, 2015 5:00 AM
These days, anyone can become a filmmaker. All you have to do is get a camera, get the proper funding from close friends and relatives, and prepare a script.
That last part however is arguably the hardest in the production process to pull off. You will need characters and a compelling plot if you desire a seat at Sundance or Cannes.
In the same way, a great deal of planning is also involved in B2B appointment setting and telemarketing.
Creating the next Pulp Fiction and converting a high amount of good leads are not far from each other in complexity. You can install the best production software and marketing automation system, but all these would not even give you a following if the final product – in this case, your lead generation – turns out to be crappy.
It’s not about unleashing a string of cheesy one-liners or incorporating delirious twist endings with Shyamalan-esque undertones. It’s more about your crowd, the time and effort they spend in watching your film and giving in to what they generally want.
With a telemarketing call script as engaging as Scorsese’s string of box office masterpieces (minus of course the excessive swearing), you might get closer to actually achieving something than Leo.
Get to the point
Most independent films feature unending dialogues. Some, Jim Jarmusch’s Coffee and Cigarettes for instance, involve a lot of nicotine and caffeine-fueled discussions, but still come off as interesting and satisfying. There are also dragging dialogues that do not do much except to make you run to the nearest fire escape. If you don’t want your prospects to do the same, we suggest you beef up your telemarketing skills and go straight to the point in your appointment setting.
The nonlinear narrative was applied in full effect in movies like (500) Days of Summer and Reservoir Dogs. Then again, overdoing it wouldn’t do your audience any good. When scheduling and setting an appointment with a B2B prospect, make sure that your conversations follow a logical path that would end up in a confirmation. Don’t get lost in the conversation. For a nifty tip: use prompts to determine key talking points and keep the appointment setting discussion on track.
Prepare for a sequel
At the end of a certain film, people are often left unsatisfied, asking “What happened to that guy?” or “Why is the bad guy still alive?” You might consider a sequel, although you are expected to make the experience a lot better for your audience. But when it comes to appointment setting, you will also have to prepare just in case the initial contacts fail to deliver a conversion. Complement your script with teasers in the form of emails and stimulate a prospect’s anticipation. This will surely keep him glued to you until an agreement is reached.
Publish Date: January 12, 2015 5:00 AM
Companies within the B2B industry know very well that business growth wouldn’t be possible without an effective lead management platform. This is more true especially now that competition has become tighter and fiercer. Productive means of customer engagement are a necessity in achieving a good flow of revenue.
Outbound marketing methods are still widely practiced, with B2B telemarketing on top. On several occasions, marketers have found new leads via cold calling. Indeed, a majority of B2B companies that optimize their lead generation and B2B telemarketing platforms have found it either effective or very effective. But let’s consider the fact that this represents a majority and not the whole B2B landscape.
Now, while there are business executives happy with their marketing and sales infrastructure, there are also say 10 percent that are struggling with their telemarketing processes, or having none at all!
This can be due to the wrong impression that outbound channels do not present higher ROI outputs than digital channels.
In many cases, however, B2B telemarketing is not necessarily at fault here. Companies have their own CRM methods, and it is possible that these methods may have been rendered counterproductive. In other words, lead management channels are not properly handled to give their desired effects.
With increased profitability in mind, it is hence imperative to explore more effective ways to achieve efficient B2B telemarketing:
Research your niche
Not gaining enough revenue? This could be attributed to targeting the wrong personalities to enter your pipeline. Call yourself lucky to have generated a good amount of fresh B2B leads, but how sure are you that at least one of them is willing to buy your offers? You will need to identify certain demographic groups that express a demand for your brand of solutions.
Reinforce your marketing arm
A poor influx of interested prospects is a consequence of poor demand generation. For this reason, you will need to improve your branding platforms by providing up-to-date and industry-relevant content. Doing so will prompt the right decision makers to expect a call session from your telemarketing team.
Personalize your telemarketing messages
During a cold call, your staff will need to stay focused, not on selling but on building a nascent business relationship. Studies have pointed out that discussions centering on a prospect’s needs help build interest. So, as a tip, try to ask about issues and the types of solutions needed and build your sales pitch from there.
For an even better and more profitable experience in B2B telemarketing, it is always best to outsource to a lead generation company that offers the needed infrastructure and competency for lesser the cost.
Publish Date: December 14, 2014 5:00 AM
In B2B marketing, you can never refuse the ability of traditional inbound techniques, most especially telemarketing.
If anything, telemarketing continues to be a preferable channel for many decision makers. It is seen as an effective way in fostering nascent business relationships. At least 28% of decision makers say that telemarketing makes them feel valued, based on a slideshow by SCI Sales. On top of that, the ROI it delivers is unmatched by that of any other B2B platform.
But however one sees it, the main issue is more of application. It matters if the company that is handling effective telemarketing operations for B2B lead generation and appointment setting. In many cases, not many marketers are that skilled or lucky enough to maximize their telemarketing opportunities. More often than not, opportunities to set a sales appointment are lost along the way, entailing a waste of time and resources.
No doubt rejections are a fact of life this side of the B2B world. But this shouldn’t hamper you from realizing short-term and long-term company goals.
There are concrete ways to turn rejections into better opportunities, and here’s how:
Re-assess along the way
Your telemarketing strategies need revamping from time to time. And it is necessary for a business to perceive subtle trends in its campaign’s progress. Key metrics such as conversions and ROI should be taken note. Knowing such trends can help in revising your present telemarketing strategies.
Improve your led nurturing via email
On the first contact, it is likely that a prospect defers his or her decision to set an appointment. They will rather reserve their decision for subsequent contacts. In between contacts, your marketing program should send out personalized emails that touch on topics that weren’t discussed during previous engagements. Moreover, emails allow you to control and influence a decision maker’s willingness to buy.
When rejected, move on
Much to your chagrin, you simply cannot do anything about sales prospects who are simply not interested in buying your products. In such a case, it would be best to leave it at that. You can always depend on your B2B lead generation campaign to prospect for decision makers that are sure to partner up with you. It’s tough choice, but with a little persistence in generating B2B leads, you might just improve your sales performance.
Telemarketing is not that easy. It’s not just about calling someone to make a sale. It is more about influencing others and solving pressing issues, tasks that an independent and highly competent outsourcing firm can live up to.
Publish Date: November 30, 2014 5:00 AM
Communication is as essential as air. And as organic beings, we have this impulse to talk or write or gesture, due to the fact that “no man is an island” (unless you are Tom Hanks living on one with a volleyball for a best friend).
Moreover, human ingenuity has created ways in which we can surmount the geographic boundaries that challenge B2B telemarketers from achieving a closed sale. We have telephones now, and that’s a good thing.
But still, as much as we want to praise such innovations, we are still confronted by the psychology involved in making a done deal with a client.
Fortunately, here are some basic telemarketing ground rules to guide you before you go on a warm call campaign.
Show respect; Earn respect. Telemarketers are one of many groups subject to jokes at the office water cooler or the local watering hole. The fact that they are “annoying” or at times “needy” have prompted many prospects to simply hang up, say “I don’t have time for this,” or make wise cracks just for the hell of it. It may sound rather discouraging to aspiring sales reps, but really, the problem is more in the approach. Aggressiveness is a driving force for success. But if you take it to the extreme, it can only be misconstrued as annoying. Thus, always think of your clients as busy people who have a lot of time in their hands, and they may think of you with high esteem.
Be cordial. This could be listed under the previous item, but we should examine it as an independent fact. Being polite is the same as being professional. You want to be decent because you want your customers to know that you are not a typical B2B salesperson. As a matter of fact, you are talking to your client as a provider of solutions, whether the issues involve customer relations management or IT products for shipping companies.
Be clear and concise. There is a thin film separating annoyance and an actual purchase. And it would take a wrong choice of words to puncture through that film and lose a potential buyer. Telemarketers are supposed to be masters of the spoken word. Whether you are reading through a call script or invoking the powers of spontaneous sales speak, you should be able to talk about your company’s offers clearly and reasonable without striking a mental chord.
There are perhaps many more tips where these three came from, but these would suffice to give you that edge to in making communication work between buyer and seller.
Publish Date: November 1, 2014 5:00 AM
Page: 1 | 2