19 Nov

6 Major Facts for Better B2B Telemarketing

B2B Telemarketing is a wide collection of services designed to enhance brand awareness and to generate new leads and opportunities via direct communicative conversations with potential customers. B2B telemarketing services may adopt outbound cold call conversations approach in line with telesales, but each call possesses multiple purposes that include appointment setting for inner sales teams, market research and polling, lead generation, segmentation and qualification, customer feedback and retention and finally turning leads into opportunities. Before embarking on B2B telemarketing scripts, one should be very clear about the objectives and ensure that it’s part of a multi-channel campaign, which fits your strategy. This telemarketing is primarily a marketing strategy, which is conducted via the telephone. Here ae the 6 major facts that impact the success of your B2B telemarketing campaign.

B2B Telemarketing Services

6 Major Facts for Better B2B Telemarketing Services

Here you can check out the 6 major facts that reflect the growth of your B2B telemarketing company.

 

1. Know Why You Should Use Telemarketing

You can certainly use the phone to create business leads and close deals – which is basically telemarketing, but you should understand why it’s needed and what benefits you can get. Gaining leads and sales telemarketing can raise brand awareness and provide great market value.

 

2. Recognize Your Prospects

A proper understanding of different types of organizations and the individuals within the organizations will help you in taking quick decisions related to your offers, influencers and budget holders.

 

3. Do The Right Data Funneling

Getting the right data is the foundation of all B2B telemarketing campaigns. It is thus very critical to funnel down the market by mapping it correctly with your direct target market. ‘Customer survey’ using the telemarketing is one of the methods to build the funnel and then there are lots of industry specific databases that are available now. With penetration of social media, there are lots of professional social media portals like LinkedIn that can be used for funnelling of data. The time spent on creating the right data set is like a time spent on sharpening the axe before cutting the tree

 

4. Good Transactions

Business to business telemarketing can involve appointment setting as explained above or it can also entail  closure of deals in form of e-commerce transactions between businesses such as a wholesaler and a retailer or between a manufacturer and a wholesaler. Here it is thus vital to ensure that the customer experience is professional and all the terms of the transactions are explained in details to avoid any kind of an information gap

 

5. Avoid Recurrent Mistakes

At a B2B telemarketing company, one should be well-experienced in picking up the root causes of badly managed B2B outbound campaigns. Note the pre-requisites that have to be considered before you embark on a new campaign.

 

6. The Right Approach

It’s better to avoid the use of B2B telemarketing scripts. Many sales and marketing professionals believe that using a script will ensure your call which is carried out in the best possible manner. But quality sales cannot be achieved using a script. It can only succeed if there are fluid and constructive conversations. This is easier said than done. This thus involves right recruitment, excellent training mechanisms and also a strong need for on the job improvement in knowledge of the telemarketer. There should be clearly well defined rebuttal strategy that can serve as a back up to the agent. The call escalation and intervention of senior team leaders is important in B2B campaigns

The above major facts help you generate more leads and improve your B2B appointment setting campaigns through business to business telemarketing. This in turn, elevates your business revenue to a great extent.

 

Image Credit: cdn2.business2community

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