B2B Telemarketing: All You Need to Know
In 2023, B2B telemarketing is still a robust and effective approach when it comes to B2B lead generation. Reaching out to prospects through the means of cold-calling is one way of introducing products and services before prospects have expressed explicit interest. According to studies, 96% of customers want to talk to a sales representative before making a purchase. Moreover, B2B telemarketing has emerged as a powerful tactic to engage with the right audience, at the right time – gently guiding them down the sales funnel.
In today’s blog, we’ll explore everything you need to know about B2B telemarketing in 2023, and why you should consider implementing it as part of your lead generation strategy.
What is B2B Telemarketing?
B2B telemarketing (Business-to-Business) is a strategy that involves cold-calling prospective customers on behalf of other businesses. Not only does this help raise awareness of a particular service or product, but informs, and educates prospects on the phone – providing plenty of information to make an informed decision based on their pain points. As much as that sounds easy to do, telemarketing isn’t as simple as that. Instead, it involves nurturing prospects with the aim of setting up appointments.
Below are a few examples of what is involved with b2b telemarketing in 2023.
Why You Should Outsource Your B2B Telemarketing
There are many reasons why you should outsource your B2B telemarketing to lead generation companies. Whilst having an abundance of lead generation services on offer, they can also tailor them to your campaign objectives.
Below are a few reasons how we can help you take your outbound marketing to the next level.
The onboarding process is arguably the most important step of any telemarketing campaign. Getting the basics understood, and the foundation of the campaign laid out from the beginning is vital. Understanding objections to the layout of the pitch, will enable our team to kick off the campaign with full confidence.
We pride ourselves on providing quality over quantity when it comes to lead generation. Working together, we can identify your ideal lead using the BANT method (Budget, Authority, Need, and Timescale). This will give you peace of mind knowing that we can differentiate a good lead to a poor one.
As much as the calling is an important aspect of telemarketing, so is dairy management. From follow-up emails to replies – we have you covered. It’s great if you have a multitude of meetings booked, but it can be overwhelming when there is a flurry of appointments in the calendar that need to be constantly monitored. That’s why we monitor any acceptances or reschedule to ensure you don’t miss a meeting.
Reporting effectively on a campaign is the difference between success and failure. Therefore, closely monitoring metrics to identify trends based on the number of calls, lead stages, contact rates, objections encountered is paramount to success. By letting us do the number crunching, we can adjust the strategy to ensure the campaign reaches its full potential.
Advantages of B2B Telemarketing
Telemarketing lead generation can sometimes be forgotten about with the likes of inbound marketing strategies such as; email marketing, search engine optimisation, social media, and pay-per-click. What makes telemarketing an effective strategy to implement is its ability to connect with real prospects in real time.
But there are more advantages, which we’ve listed below;
Personal touch with prospects in B2B Telemarketing
Have you ever received a non-personalised email or an obtrusive advertisement? When marketing lacks personality and authenticity, it tends to be soulless, whilst offering no benefit. On the other hand, telemarketing provides a vast array of benefits to the prospect. The beauty of telemarketing is that it’s a two-way communication between the sales representative and the prospect. Each call is individually tailored to the prospect – so no two conversations are ever the same.
Getting the best results when it comes to telemarketing isn’t achieved through a script but real, genuine conversations with prospects, identifying their pain points and providing solutions. It’s safe to say, not every call will turn into a lead, but it’s an opportunity to build rapport and strengthen long-lasting relationships.
Receive real-time feedback
By conversing with prospects over the phone, a lot of business intelligence can be gathered. For example, different types of pain points, current providers, renewal dates, are the types of information that can be gathered and used to adapt strategies. For example, the sales pitch can be tweaked on the feedback gathered from prospects to make it more relevant and impactful to the prospects. Not only sales scripts, but marketing email campaigns can also be adjusted based on the feedback gathered from telemarketing campaigns – ensuring a consistent and tailored message to prospects.
Build pipelines opportunities
It’s great when leads are generated, but having a strong pipeline of leads that may need a little more information to get over line is just as valuable. Telemarketing is therefore an effective way to nurture prospects through the sales process. This nurturing process acts as an opportunity to strengthen relationships as well as answering any objections that may surface.
Additionally, if you have any email marketing campaigns concurrently running, telemarketing is a great way to convert prospects who have previously engaged with the email marketing campaign. Due to the prospects already showing interest, telemarketing can reinforce why prospects should adopt a product or service. When done effectively, you’ll have a strong pipeline of opportunities quicker than you expect.
B2B telemarketing is cost-effective for many reasons. From a cost-control perspective, you can control your budget a lot easier compared to inbound marketing such as pay-per-click campaigns. For example, the larger the audience you want to target for a PPC campaign – the more you’ll have to pay. On the other hand, telemarketing companies are able to narrowly target your ideal customers based on the brief provided. Not to mention, the amount of calls, research, diary management, and reporting carried out can save you a significant amount of time.
In conclusion, B2B telemarketing is a potent strategy for connecting with potential customers on behalf of businesses. It’s not to replace current inbound marketing activity, but instead support it. By initiating genuine conversations, telemarketing addresses prospects’ needs directly, fostering rapport and trust via multiple touchpoints. Using lead generation experts for assistance will in turn maximise leads generated as well as your return on investment (ROI).
To find out more about our B2B telemarketing and lead generation services, contact us today at 0330 808 0866 or head to our website to get in touch.