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.

Network Effectively In Three Ways

Network Effectively In Three Ways

Networking, while a necessary business activity in Singapore, can be a real bother for those not familiar with this type of work. But it had to be done, as this is one part of a lead generation campaign. How you do your networking work will determine the success or failure of your campaign in terms of generating B2B leads. But it is need not have to be that difficult. As long as you know what methods to use, like in telemarketing, as well as the people you need to meet, then you will be able to succeed.

  1. Get out of your comfort zone – networking requires some degree of discomfort, since you will be speaking to prospects for the first time. Staying in your comfort zone will only make your productivity languish.
  2. Know where to make the introductions – whether you are on the phone doing appointment setting work, or maybe meeting prospects already in person, knowing where to introduce yourself and the business you are offering is important. An ill-timed sales pitch will only result in you losing sales leads.
  3. Be prepared – in cases where you will meet prospects face to face, always have a business card at the ready. Also, study the business of your prospects, as well as how your product offer can help them grow. That way, you will not be taken by surprise.

These are tried and tested tactics that can help in your networking work. Do it right, and it can make your lead generation campaign in Singapore more successful.

Trouble With Singapore B2B Leads? Use Telemarketing

Trouble With Singapore B2B Leads? Use TelemarketingOne of the reasons why foreign investors fail in gathering B2B leads in Singapore is because they lack the tools necessary for an effective lead generation campaign in the country. While it is true that Singapore presents a lot of business potentials, the problem here deals with how to best contact them. Considering that the best modern marketing tools available, like social media and email, can take a long time to produce the desired results, you know that a better solution is needed. It may be necessary to employ a rather old-fashioned, but still effective, marketing tool – telemarketing. It can get you the desired results faster.

Yes, you may be howling in protest over this suggestion. It is a fact that telemarketers have created a rather unsavory reputation with the masses. It is also the fact that sales leads are built upon trust and confidence, something that telemarketing services have, in the past, been unable to deliver. But still, there is a reason why it is there.

For one, it can speed up the response rate of your campaign. You just have to make a call, and the business prospects will just give the reply. Second, you need a marketing tool whose effectiveness is easy to measure. And lastly, you will need an aggressive appointment setting strategy that is affordable enough. These are just some reasons why you should call your prospects on the phone.

As long as you choose the right set of telemarketers to do your work, things will be all right in the end.

Three Signs Your Customers In Singapore Are Leaving You

Three Signs Your Customers In Singapore Are Leaving YouDoing business in Singapore is never that easy, especially now that information about different companies is more available through the internet. While most of us would assume that B2B lead generation is all about getting new clients into your business (a task usually done in appointment setting), these also have the important task of keeping your current ones interested in your new offerings. And if your business deals with search engine optimization (SEO), this becomes even more challenging. It is tough enough looking for new SEO leads, so it will be wise to keep the ones you already have. But how can you tell if a client wants to leave?

There are at least three signs to watch for.

One, the client requests a copy of the contract. This should start you thinking, since something must have happened to compel them to review the terms both of you have agreed on. It is best if you head that off from the get-go.

Two, the client suddenly becomes nonresponsive. When your only source of communication with them is through the phone, like in a telemarketing campaign, it means they are thinking of business options other than you.

Third, you or the client has changes in organization. It is normal for either you or the client to have changes in the organizational structure. But when that happens, and especially if it affects your primary contact with the firm, then you have to sell yourself all over again.

Generating sales leads is hard work, so you have to work hard to keep the ones you already have. You will have to perform a more thorough B2B lead generation and appointment setting campaign.

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