7 assured ways to dramatically improve your B2B Telemarketing Results
Having a marketing team in place is essential for generating leads for your business. With the world going digital, marketing has evolved and has taken on many forms such as email marketing, social media marketing, content marketing. While most of these marketing has proven to deliver promising results, they fail to match the personal touch a telemarketing team provides.
Though there are chatbots available in place, many clients still prefer to have a personal touch of interaction. Having a vocal conversation is still the most effective way to gain your prospects’ trust. Hence, having a team of telemarketers is your most reliable asset when it comes to achieving targets and goals.
If you are still struggling to yield required results from telemarketing then follow the below steps which will dramatically improve your chances:
- Keep an updated Database
It is no secret that telemarketing is a numbers game. The more prospects you call, the more your chances increase to convert them into leads. But, if you are approaching the same prospects again and again, then you might get attention as a spammer rather than a genuine firm.
Ensure to remove the details of prospects who are no longer interested in your services. By having an updated list of ‘contact people’ in place, your telemarketers have better chances of converting them into customers. Apart from that, some industries also have strict regulations to keep your database clean. Hence, use your existing list of prospects to your advantage by filtering out the ones who are no longer interested.
2. Create an exceptional strategy
For any business to thrive in today’s competitive world, having a exceptional strategy in place is essential. Hence, before approaching the prospects via telemarketing, ensure that you have devised a plan, such as an awareness of your prospects’ pain points, have something valuable to offer and have tailored your message to match their needs.
A careful understanding of your prospects’ problems can help you to stand out as an expert in the industry. Also, having products and services tailored towards your prospects will increase the conversion chances.
3. Have Clear Expectation
If there is one thing that keeps your telemarketers from achieving the exceptional result is you having an unrealistic expectation. Hence, if you are expecting a killer deal closed by your telemarketers with a single cold-call, then it is time to reassess your approach towards marketing.
A properly formulated plan alongside achievable goals can put you way ahead of your competitors.
Always ensure that you have a realistic expectation about the outcomes of your campaigns. Accordingly, set goals for each call in the sequence, resulting in the outcomes such as appointment, sale, renewal, etc.
Always track your campaigns; analyze why some prospects are interested while others are shying away. Such timely audits improve your process and allow you to grow vertically.
4. Have a Compelling Pitch in Place
A pitch can go a long way to boost your conversion rate. It keeps the conversation sales focused and leads it in the right direction. However, if your pitch is more about the offer and less about solving prospects’ issues, then your telemarketer will have a hard time converting and engaging with them. Thus, it is imperative for you to have a sales script in place that is simple, short, purposeful, relevant and to-the-point.
A two-way conversation with your prospect increases the chances of engagement and often ends up getting an appointment with them regarding your mail or a demo.
5. Determine what would keep Your Prospect from saying Yes
While assessing the performance of a campaign, ask your telemarketers why some prospects are refraining from engaging or are disinterested. Even if one agrees to a demo or an appointment, ask your telemarketers about why do they lose their interest along the way?
Prepare a list of all the problems, hesitations, doubts, and objections your prospects have about your offers. Brainstorm a few answers for each and update your pitch accordingly. You’ll be surprised to see the improvement and engagement of your agents next time they approach such prospects.
6. Approach old clients
Having a database of your present clients as well as those who were your customers in the past but are not actively buying products from you, has the potential to dramatically increase your sales. With telemarketing, you can approach such dormant prospects and can pitch your offers to them. As they have brought products in the past from your firm, they’ll have a higher chance of being interested in your current offers. It is estimated that you can win up to 50% of your past customers with telemarketing. Hence, periodically pitching your inactive customers is a great idea.
7. Follow-up in a timely fashion
Once you have gained a prospect’s attention and details, make timely follow-ups with them regarding the offer. However, ensure that you approach your prospect in a manner that they are comfortable. If they say that they want to take the discussion over the email instead of phone call then make certain you do so.
Ensure that after each follow-up your prospect has something valuable to gain — they are one step closer to their ultimate offer.
Telemarketing is a great way of increasing your businesses’ growth and revenue. But, you have to put that much effort and have to be passionate about the process. If done correctly, it yields returns that are much more rewarding than other forms of marketing.
If you feel that I have missed something, drop them in the comments below.
Thanks for reading.
