Why You Should Not Settle with Cheap Telemarketing Services

Why you should not Settle with Cheap Telemarketing services

Letting your target audience be aware of your product or services can be a challenge and reaching out to potential customers is expensive and time consuming. Making calls, looking for target prospects, marketing your products or services needs effort which can take away your employees productivity on their main responsibility.

Telemarketing is the fastest way to communicate with your prospects and provide them information about your product before they can be influenced by others. However, there are a lot of telemarketing companies who offer pay per lead or appointments and claiming they can provide the same quality of service at a cheaper price.

Related: Customize Cold Calling Script to Earn More Appointments in Singapore

When looking for a telemarketing company for your business, you want someone that can provide you with the services that fits your organization’s needs to ensure the success of the campaign. In order to improve the status of your business, consider having a telemarketing company to do lead generation campaigns for you but never settle for a cheaper service just to help you save money. Low quality of service can ruin your business.  

Related: It’s NOT the End of The World: Nor ‘Telemarketing’ in Singapore!

Here are some reasons why companies should not settle with cheap telemarketing service.

They don’t have database to use.

Having the right database to call is important in every telemarketing campaign. Cheaper telemarketing services don’t have database for you to use, which means you’ll be the one to provide this for them.  This is time consuming time consuming.  At the same time, additional money from your pocket since you’re going to purchase or rent the database to use.

Related: A Need For Customer Profiling In Reaching Much Targeted Audience

Poor Quality of Service.

As what the saying “You only get what you paid for” goes, cheaper service means poor service. If you want your company to leave an impression, the sales reps who will represent your company should be professionals. Companies who provide good quality service invest on their people. They hire professional, highly trained salespeople who are experienced to handle different types of calls for you business.

Related: The Many Pleasant Responses in Calling Irate Prospects in Singapore

High volume of appointments or leads but with poor quality.

There are a lot of telemarketing companies who provide large number of leads or appointments but with poor quality.

Related: The ‘PERFECT’ Time to Call a Prospect in Singapore

Not having the right tools to monitor your campaign.

Having the right tool is essential in the success of a campaign. Cheap telemarketing services ask their clients to pay less because they don’t have enough resources to manage, monitor and nurture their leads and appointments. They only provide leads and appointments at the end of the campaign. All of which cannot be considered as a good qualified leads than can be converted to actual sale.  

Check out Callbox Lead Management and Lead Nurturing Tool!

Good telemarketing service is important as it helps generate sales-ready leads for your business. Leads generated by a telemarketing company are the lifeblood of every business.  Companies want what’s best for their business. Money spent on telemarketing pays off handsomely in almost every case. So never settle for a cheaper telemarketing service that doesn’t guarantee good quality service for your business.

You might also like: Get it Right: Increase Sales Leads Numbers x2 with Multi-Channel Marketing

 

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Strengthen Core Lead Generation Processes with these Suggestions

Strengthen Core Lead Generation Processes with these Suggestions

In every business, there is always a need to streamline important processes in order to meet industry demands. And it is worth noting that telemarketing is an essential aspect that translates B2B leads into sales goals.

Telemarketing has crucial elements that deserve full attention. Unfortunately, many B2B marketers fail in giving their campaigns a needed revamping. This is partly due to a failure of knowing the critical points of their strategies. Don’t get yourself wrong. Focusing your resources on content and branding is not a bad thing. However, focusing too much on that aspect alone would diminish the quality of other processes.

The B2B landscape is ever changing in proportion to social media’s continuing growth. With that said, discussions on generating qualified B2B leads continue to permeate business plans. Adapting to current trends helps, but more concrete measures are needed. B2B telemarketing trends will tend to change. Often, these changes take place abruptly and entail drastic paradigm shifts that would cause successful campaigns to lose their potency.

While content is king, lead generation telemarketing agencies are struggling with uncertainty. There is no escaping this fact. However, businesses can always strengthen key elements of their telemarketing.

Lead generation telemarketing should take these suggestions to a more profitable B2B operation.

Learn your industry. In the IT industry, you are engaging prospects who might know software better than you. The same goes for other industries as well. Now, this is not a reason to be pessimistic. A highly informed audience helps in improving your products and strategies. Thus, there is a need to take every issue into account and leverage these issues to drive home an appointment.

Prepare. There is no denying that preparation goes a long way. Do it right and you might go further than just a few miles. Data-gathering procedures maintain a high level of prominence in the B2B industry. This is so because market research ensures that you are targeting the right people. Too often, telemarketing endeavors encounter too many rejections because of slight mishaps in industry data.

Follow-up. In many cases, telemarketing and sales efforts are rendered fruitless by poor follow-up on B2B leads. Telemarketers would have let go too soon. Sure, there are risks attached to cold call campaigns, but they shouldn’t keep you from warming up a prospect for an appointment. In this respect, it is imperative to maintain your target’s attention long enough for a sales meeting to happen.

Lead generation telemarketing can only bear profitable fruits when it is approached properly. For cost-efficient and productive B2B processes, outsourcing firms would fill critical areas in your operation.

How to Improve your B2B Lead Generation Telemarketing for Better Sales

How to Improve your B2B Lead Generation Telemarketing for Better Sales

In recent years, telemarketing has seen a boom in usage despite pessimistic notions that it is being phased out by social media and email. Within the B2B industry, the practice is very much alive, particularly for lead generation purposes.

However, not all of these businesses are doing it right. Marketers are always hard-pressed for surefire solutions that can produce the best results in the form of high quality B2B sales leads. The usual issues often pertain to decision-maker dynamics.

Improving one’s lead generation program can be difficult, considering that there are factors to consider. The most compelling of these is obviously the nature of B2B prospects. Their decisions are based on several conditions such as the issues they have at hand. Their purchase potential is also based on the way a telemarketer approaches them and the information being relayed.

Indeed, it is a complex undertaking requiring rigorous application. From first contact to the appointment setting phase, proper ways should be employed in order to guide the decision-maker through the purchase funnel and ultimately agree to a closed deal.

As a start, try these telemarketing tips that can improve your lead generation and sales performance.

Be courteous. This is already a giveaway. But in many instances, it is a fact that is sometimes ignored. Courtesy and respect for the prospect’s time goes a long way, especially towards fostering a long-term business relationship.

Be informative. What does a telemarketer give during a five minute cold call? Obviously, it is not a sales pitch. It comes much later. The first thing that should be presented in fact is information about the company, its target audiences, its capabilities and the recurrent problems of the prospect.

Never let go just yet. Getting rejected? Well, does not come as a surprise. Telemarketers after all eat and spit out rejections on a daily basis. But the thing is most of these rejections are not strictly negative. Apparently, a declined prospect might not need your services at the moment. Maybe, he or she would consider tapping you on a much later time or certain conditions necessitate it. Either way, it would always be a better idea to have an efficient lead nurturing program for following up on qualified-decision makers.

These are just the tip of the iceberg. Surely, there are many more to consider in terms of generating qualified B2B leads through telemarketing. And you might also consider having a competent outsourcing partner by your side for an improved marketing performance.

Top Reasons Why B2B Telemarketing Strategies Fail

As long as there are phone lines across giant buildings and stretching underground beneath our feet, and as long as there are cell towers, satellites and fiber optic cables connecting us to the web, people will always be making and taking calls.

Even in the near future, when all of the business people in the world are those who grew up in the digital age, they would still need to talk to people from remote distances. In short, telemarketing will never die.

It’s a traditional yet highly effective B2B lead generation channel. Telemarketing and appointment setting bridge marketers and potential clients in a way that no other medium can. Nothing beats phone calls.

But why do some telemarketing campaigns fail? According to a blog post at EConsultancy.com, these might be the culprits:

Lack of segmentation

Savvy online marketers know how important segmentation can be, but it’s just as important — if not more important — to outbound telemarketing campaigns. Without segmentation, targeting the right people is all but impossible and entire programs can fail as a result.

Failing to collect data

Not every call that gets made as part of an outbound telemarketing program will produce the desired action, but every call is an opportunity to collect valuable data. This data can be used to develop a better understanding of the market, improve strategy and make the type of adjustments that are required to turn an underperforming program into a performing program (see below).

Staffing

Nothing is arguably as important to a telemarketing program as the people on the phones. Put simply, a telemarketing campaign is generally only as good as the people making the calls. Unfortunately, for obvious reasons, finding folks who are capable of doing a good job can be very difficult.

Poorly-defined goals and expectations

Setting the right goals and establishing the right expectations are crucial if an outbound telemarketing program is to succeed. Far too often companies have unrealistic notions of what a telemarketing campaign can produce, and how fast. One of the most common: the notion that you should try to take an initial contact with a prospect from start to close in the first call.

Timing

Effective marketing involves hitting the target audience with the right message at the right time. While timing is often a challenge in many channels, it’s more difficult in the context of telemarketing for obvious reasons. As anyone who has received a phone call from a telemarketer at 9:05 a.m. on a Monday morning or 4:50 p.m. on a Friday afternoon can attest to, telemarketing campaigns don’t always appropriately factor in timing well enough.

Source: 10 reasons why outbound telemarketing programs fail

Handle Price Objections The Telemarketing Way

Handle Price Objections The Telemarketing Way
When doing a B2B lead generation campaign, it is always part of your job to deal with the objections.

Still, this is just part of the norm. You cannot just sell your products to potential sales leads that easily. Most will probably object to the price. When that happens, it is your job to silence the opposition (figuratively). It is all about handling the objections smartly, and with patience. You also need to talk to them as much as possible.

Now, if this is your first time to start such a campaign, it is always good sense to study the ways on handling price objections. Some of these ways are what you can find below:

  1. Being PreemptiveAnticipating what your prospect might say as an objection to your price will allow you to state the benefits of your offer.

    You should be clear and concise in what you say, and focus on the tangible and immediate benefits of your offer. Usually, once you have said your piece, your sales leads prospects will not say anything anymore. Sometimes, they even ask you to explain further.

  2. Keep Your PersistenceIn the event that your prospect is still complaining, well and good, they are actually interested.

    The only snag that they see in this is the accompanying price tag of your offer. It is up to your B2B appointment setting specialist to come up with sensible and correct counters to the objections raised. But you have to remember that this is a positive step. It is up to you and your marketing team to make a deal happen.

  3. Veer Away From the PriceOne way to counter price objections is by not dealing with the price at the start.

    There is always another way to convince your B2B leads prospect that you have a better deal for them. It is only after the objection is raised twice or thrice should you stop and think why they are still objecting.

  4. Learn More About the ObjectionsIf the prospect is has objected again regarding the price, ask them why.

    It could be for a lot of reasons, like budget allocations or restrictions on expenditures. It could even be unrelated to price, like the need does not exist or if they are already using a similar product that the competition has made. Knowing about these things can help you and your telemarketing team to come up with a better solution to their concerns.

    Related: What To Do With Sales Lead Rejection

  5. Talk About the ValueIf price is a non-negotiable point on your part, you need to raise the value of your offer itself.

    Talk to them why they should purchase your product. You can explain to them why your product is much more expensive, like the quality of the materials, the craftsmanship involved, and the after-sales service that is bundled along, even the value of it as a collector’s item over time.

There are so many ways to deal with price objections in your B2B lead generation campaigns. You just have to think more about it.
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