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.