How Telemarketers Approach B2B Leads
Telemarketing is a valuable tool for businesses, but it can also be a bit of a headache. You need to find the right people to call and figure out how to get them on the phone and keep them there long enough for your pitch. However, just because it’s not easy doesn’t mean that every telemarketer is doing everything wrong—there are plenty of ways you can make your calls more effective.
This article will explore how most call center companies in the Philippines approach their telemarketing leads. We’ll cover some fundamental data challenges B2B marketing teams face, add some ideas to invigorate your approach with new technology and strategies, and then provide an overview of expected changes this year.
The Data Challenge
You may have heard the saying, “garbage in, garbage out.” This is a great way to describe the problem with B2B data of BPO companies in the Philippines —it’s notoriously inaccurate and outdated. Many B2B leads will miss critical information like address or phone number.
Most organizations don’t have a centralized data source where all their contact information. Instead, they rely on various marketing tools to house their customer lists and contact databases which are never synced together.
Addressing the Data Challenge
Data quality is the foundation for all companies offering outbound call center services and telemarketing efforts. It’s also the foundation for all marketing and business. But most importantly, it’s the foundation for life itself. Many things can go wrong with your data. It gets out of date. It might not refer to the right person or company or list information about one company.
However, if you ensure that your information is accurate and up-to-date at every stage of its journey, everything else will fall into place naturally. The best way to get good at this is by learning from other people who have already been there.
Put their lessons into practice. Once you’ve done so yourself successfully, we recommend taking another step back and looking at how these principles could be applied across various industries, such as eCommerce websites selling products or services online.
Ideas to invigorate your telemarketing approach
If you want to revamp your telemarketing approach and make it more effective, there are three things you can do.
Have a script
Telemarketing is easy to do badly, but it’s also easy to do well. The secret is having a script that you follow as closely as possible. If you have a script, you’ll know exactly what to say and when to say it—and you won’t waste time fumbling around trying to figure out what comes next.
Be friendly and personable
You must come across as friendly and approachable when you’re doing telemarketing because people are more likely to buy from someone they like than someone they don’t know or trust. If you’re not used to being outgoing, this can be difficult at first, but with practice, it will get easier!
Listen actively without interrupting people too much
This tip works exceptionally well if the person on the other end of the line is talking about something they’re passionate about: ask questions! Make sure that they know how much value they add by answering their questions so that they keep talking.
Telemarketers in companies offering outbound telemarketing services can often conduct a thorough, high-quality sales conversation and close the deal with their first contact. However, more often than not, this is not the case. Telemarketers must be prepared to follow up on their leads and track them until they are ready to buy.
Getting real with your B2B Leads
While outbound call centers still use many ways to approach B2B leads, the most effective way is, to be honest about who you are and what your company does. Telemarketers should promote their brand and services as well as the brand and services of their partners. They should always be transparent with their audience. By doing this, telemarketers can build trust with prospects, which will help them close more deals.