There has been a general consensus among the marketing community that it is always hard to carry out Business to Business / B2B promotion and lead generation compared to B2C campaigns. B2B telemarketers face many challenges when they carry out lead generation campaigns for B2B where prospects are other businesses.
Implementing key techniques and avoiding some of the notorious ‘danger zones’ of B2B telemarketing will ensure that you reap maximum success from your B2B lead generation campaigns.
Know your audience
Knowing your audience and target market is key. Each target lead will have a different way of working and a different way of spend time planning each call and what your desired outcome is based on the audience you are targeting, Always ensure that you are able to allow for changes to your pitch as you get more information from the prospect on their needs.
Take control of the call
During your business to business 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.
Avoid Hard Sales Tactics
The hard sales tactic is not generally considered a good marketing practice. Spamming email inboxes, bombarding the prospects with messages and making being aggressive with call quantities won’t help you in making any progress with your B2B telemarketing campaign. Always be polite and professional.
In summary some key best practice pointers are as follows:
- Always answer the prospects questions in a professional and upbeat manner
- Allow the prospect time to answer fully
- Where possible get commitment to follow up
- Avoid the hard sell
By following these key guidelines you are more likely to gain conversions from your B2B 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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