Business 2 Business Telemarketing is alive and well!
As we face the year ahead there really is no better way to get 2019 off to the perfect start than picking up the phone and speaking with your target market. But as always; it’s not what you do, it’s the way that you do it.
Implementing key techniques and avoiding some of the notorious ‘danger zones’ of B2B telemarketing will ensure that you reap maximum success and RoI from your lead generation campaigns.
- Know Your Audience
Knowing your audience and target market is critical. . Each target prospect will have different requirements so spend time planning each call and know what your desired outcome is based on the audience you are targeting. Always ensure that you are are fluid with your approach depending on how the call is going. Flexibility is key in business to business telemarketing.
- Ask, Listen and Pitch
During your B2B telemarketing activity, steer the call using your knowledge of the prospect and their requirements. Effective questioning techniques allow the prospect to understand that the product / service is indeed relevant to them and allows them to feel part of the process. In turn this is more likely to result in a successful lead conversion. Ask, listen and then tailor your pitch accordingly.
- Be Assertive, Not Aggressive
The hard sales tactic is not generally considered a good marketing practice. Spamming email inboxes, bombarding the prospects with messages and being aggressive with call quantities won’t help you in making any progress with your B2B telemarketing campaign. Always be polite and professional regardless of the prospect’s level of interest.
- Throw out the script
A well structured conversation is key to success in any telemarketing campaign especially B2B. Sticking to a rigid script, however, is an outdated practice that won’t assist your conversions. Follow loose guidelines / bullet points for each call but always be led by the prospect to ensure that the conversation meets their requirements. In turn the chances of conversion into an appointment / call / demo etc are much more likely.
In summary some key best practice pointers are as follows:
- Plan your calls and know your desired outcome
- Allow the prospect time to answer fully
- Ask, listen and tailor your pitch accordingly
- Always be polite, professional and upbeat
- Avoid the hard sell
- Where there is interest, always get commitment for the next stage
By following these key guidelines you are more likely to gain conversions from your business to business telemarketing campaigns.
Follow the tips we have mentioned here and you are sure to see your sales soar. To learn more about B2B lead generation support – get in touch.
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