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Teach Sales Reps to Sound More Natural Over the Phone

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Most prospects can tell if the caller is a telemarketer doing cold calls, unsolicited calls or a sales call. From the moment you said, “Hi, am I speaking with Bill Jones?” to the way you say your spiel.

Even if you’re an expert in sales, you may find yourself get confused and stutter when speaking with new a prospect on the phone.  That awkward conversation can make or break your prospect’s decision to listen to you or hang up the phone.

If you are a salesperson doing lead generation for a living, you have to pick up the phone to set appointments, follow up prospects, etc.—then you must learn to sound natural over the phone so your prospects, gatekeepers, or executive assistants won’t notice that you’re trying to sell something.

Here are the 5 things I did that helped me sound more natural over the phone and close more sales.

  • Know the reason why you’re calling and what’s in it for them.

Knowledge is power. I make sure I know everything about the product or service I’m offering – its features and benefits.  Before calling my prospect, I try to know my objective and why the prospect will take time and listen to me.  How to do this?

You can always ask yourself these questions before making a call:

  • Why are you calling today?  
  • What do you have to offer?
  • What will they get if they listen to you?

Preparation before placing a call helps me gain confidence. Plus, you are more likely to sound like you know what you are talking about so prospects will want to listen to you. Here’s a closer look inside the mind of your Australian prospects.


TIP: Practice your script with your colleague or with your sales manager to make sure your preparation will result to a smooth delivery when you’re talking to your prospect.


  • Be polite

Many sales reps still try to trick gatekeeper and assistants just to get hold of their prospects. And most of them are rude whenever they do this. Regardless if they are the person I wish to speak with, an assistants or a gatekeeper, I always use the following words when speaking with anyone over the phone.

  • Please.
  • Thank you.
  • May I…
  • Could you please…
  • That’s okay.
  • I understand.

Here are some phrases of courtesy that I use.

  • “Can you please direct my call to Bill Jones?”
  • “Thank you” (When Gatekeeper asked you to hold for her to transfer your call)
  • “May I have your name so I can address you properly in the email?“
  • “Could you please connect my call to Amanda Smith?”
  • “That’s okay. So when is the best time for me to call back for Bill Jones?”
  • “I understand. How about if I send you information for future reference? Would that work for you?”

You may be surprise how words like these can go a long way when speaking with anyone over the phone.

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

  • I make connections with my prospect

Build rapport with your prospect. How? Greet them and address them by their first name. It usually works for me especially if I’m making a connection with my prospects. Many sales reps are still using Mr. or Ms, Madam or Sir when speaking with prospects as their way to show respect, but I don’t agree on that. You can always show your respect with someone by being courteous and professional when speaking with them. Know the basic do’s and don’ts on telesales.


TIP: By using the prospect’s first name, you are starting the call equal without giving them all the power. Plus, you will sound like you know your prospect when you asked for their first name from the Gatekeeper.


  • Be brief: “Less talk, less mistakes”

Most sales reps get excited to say their spiel and explain the features and benefits of their product the moment they get hold of their prospect.  The more information you provide to your prospect may lead to an objection.

Be brief and direct to the point when introducing your company, saying your spiel and stating the purpose of your call.

Here’s a sample script I use when I introduce my company or state the purpose of my call:

“I’m with XYZ Company. We are a Microsoft Gold Certified partner and we specialize in MS Dynamics products.

I’d like to find out if your company has plans to evaluate or would consider changing your current software in 6-12 months?”

By being brief and direct to the point, prospect might think you mean business and is not calling to waste their time.

  • Listen actively

When doing lead generation, this is the most important of all. However, listening to what the prospect is saying is not enough. Listening and understanding what the prospect is actually saying is essential. It will help you know whether or not they are on their “buying stage” or not.

When you didn’t hear or understand what the prospect is saying, you can always ask him to:

  • Repeat what he just said
  • Elaborate what he means (for you to understand it well)

Reminder: Be careful as to how many times you are supposed to ask the prospect to repeat what he just said.  It’s a turnoff on the side of the prospect if you will ask him to repeat his answer more than twice.

These are the 5 things I usually do to sound confident and natural over the phone. They are easy to implement, so you won’t have a hard time adjusting your way of calling. Incorporate these to your own telemarketing techniques to minimize call reluctance and start making more connections by increasing your phone time with your prospects.

 

You might also like: Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

How do you make your reps sound more natural over the phone? Share with us your story.

Read more interesting sales and marketing ideas on Callbox Australia Blog!

Teach Sales Reps to Sound More Natural Over the Phone

/in //by:

Most prospects can tell if the caller is a telemarketer doing cold calls, unsolicited calls or a sales call. From the moment you said, “Hi, am I speaking with Bill Jones?” to the way you say your spiel.

Even if you’re an expert in sales, you may find yourself get confused and stutter when speaking with new a prospect on the phone.  That awkward conversation can make or break your prospect’s decision to listen to you or hang up the phone.

If you are a salesperson doing lead generation for a living, you have to pick up the phone to set appointments, follow up prospects, etc.—then you must learn to sound natural over the phone so your prospects, gatekeepers, or executive assistants won’t notice that you’re trying to sell something.

Here are the 5 things I did that helped me sound more natural over the phone and close more sales.

  • Know the reason why you’re calling and what’s in it for them.

Knowledge is power. I make sure I know everything about the product or service I’m offering – its features and benefits.  Before calling my prospect, I try to know my objective and why the prospect will take time and listen to me.  How to do this?

You can always ask yourself these questions before making a call:

  • Why are you calling today?  
  • What do you have to offer?
  • What will they get if they listen to you?

Preparation before placing a call helps me gain confidence. Plus, you are more likely to sound like you know what you are talking about so prospects will want to listen to you. Here’s a closer look inside the mind of your Australian prospects.


TIP: Practice your script with your colleague or with your sales manager to make sure your preparation will result to a smooth delivery when you’re talking to your prospect.


  • Be polite

Many sales reps still try to trick gatekeeper and assistants just to get hold of their prospects. And most of them are rude whenever they do this. Regardless if they are the person I wish to speak with, an assistants or a gatekeeper, I always use the following words when speaking with anyone over the phone.

  • Please.
  • Thank you.
  • May I…
  • Could you please…
  • That’s okay.
  • I understand.

Here are some phrases of courtesy that I use.

  • “Can you please direct my call to Bill Jones?”
  • “Thank you” (When Gatekeeper asked you to hold for her to transfer your call)
  • “May I have your name so I can address you properly in the email?“
  • “Could you please connect my call to Amanda Smith?”
  • “That’s okay. So when is the best time for me to call back for Bill Jones?”
  • “I understand. How about if I send you information for future reference? Would that work for you?”

You may be surprise how words like these can go a long way when speaking with anyone over the phone.

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

  • I make connections with my prospect

Build rapport with your prospect. How? Greet them and address them by their first name. It usually works for me especially if I’m making a connection with my prospects. Many sales reps are still using Mr. or Ms, Madam or Sir when speaking with prospects as their way to show respect, but I don’t agree on that. You can always show your respect with someone by being courteous and professional when speaking with them. Know the basic do’s and don’ts on telesales.


TIP: By using the prospect’s first name, you are starting the call equal without giving them all the power. Plus, you will sound like you know your prospect when you asked for their first name from the Gatekeeper.


  • Be brief: “Less talk, less mistakes”

Most sales reps get excited to say their spiel and explain the features and benefits of their product the moment they get hold of their prospect.  The more information you provide to your prospect may lead to an objection.

Be brief and direct to the point when introducing your company, saying your spiel and stating the purpose of your call.

Here’s a sample script I use when I introduce my company or state the purpose of my call:

“I’m with XYZ Company. We are a Microsoft Gold Certified partner and we specialize in MS Dynamics products.

I’d like to find out if your company has plans to evaluate or would consider changing your current software in 6-12 months?”

By being brief and direct to the point, prospect might think you mean business and is not calling to waste their time.

  • Listen actively

When doing lead generation, this is the most important of all. However, listening to what the prospect is saying is not enough. Listening and understanding what the prospect is actually saying is essential. It will help you know whether or not they are on their “buying stage” or not.

When you didn’t hear or understand what the prospect is saying, you can always ask him to:

  • Repeat what he just said
  • Elaborate what he means (for you to understand it well)

Reminder: Be careful as to how many times you are supposed to ask the prospect to repeat what he just said.  It’s a turnoff on the side of the prospect if you will ask him to repeat his answer more than twice.

These are the 5 things I usually do to sound confident and natural over the phone. They are easy to implement, so you won’t have a hard time adjusting your way of calling. Incorporate these to your own telemarketing techniques to minimize call reluctance and start making more connections by increasing your phone time with your prospects.

 

You might also like: Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

How do you make your reps sound more natural over the phone? Share with us your story.

Read more interesting sales and marketing ideas on Callbox Australia Blog!

B2B Tip of the Week - Use Data Profiling for DNC Compliance in Australia

B2B Tip of the Week : Use Data Profiling for DNC Compliance in Australia

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B2B Tip of the Week - Use Data Profiling for DNC Compliance in Australia

This year and beyond, B2B companies in Australia will have to live under the strict regulations of the Australian Communications and Media Authority as new inclusions in the Do Not Call Register Act of 2006 have been officially implemented early this year, dramatically limiting the lead generation telemarketing efforts of these companies.

The new amendments include permanent untouchability to anyone wanting to opt out of telemarketing calls. ‘This means that the more than 10 million numbers currently on the Register will never need re-registering,’ said ACMA Chairman, Chris Chapman in a press release posted on the agency’s website.

He added, ‘For anyone wanting to opt out of unsolicited telemarketing calls and marketing faxes long term, any new registrations will also be valid permanently.’

This, however, does not entirely mean the end of B2B telemarketing in Australia. In reality, the new regulations indicate a need to outline DNC compliance. One approach is to use data profiling for making necessary precautions and avoiding complaints.

A partner in building effective lists

The ACMA requires businesses engaged in telemarketing to present their contact lists and compare against current DNC files. To make sure none of your contacts are included in ACMA’s database of restricted contacts, you can verify names, addresses, and telephone numbers effectively. This will avoid possible lapses that may lead to violations and eventual penalties.

Ensuring your lists contains legitimate contacts

As mentioned by Chapman, there are around 10 million telephone numbers currently in the DNC registry. The chances of having one of them in your contact list is extremely high, so you are always hard pressed to second guess every lead that comes your way. You can use client research to scrub your lists of any names and contact numbers considered off-limits to your telemarketers.

Choosing and using the best software

Software products now come with features allowing marketers to effectively filter out unwanted targets. The choice of a sophisticated auto-dialer can provide advantages as well, especially if your choice of brand allows you to review a contact’s profile and other pertinent information about it while the call is being placed.

Prioritize inbound calling

Inbound campaigns offer safer ground for businesses that need to increase their bulk of high quality B2B leads. Maximizing this area means structuring relevant web and social media content to resonate well with current trends. Using data profiling, you are able to identify audience pain points and create content in line with their current needs and preferences. This allows you to discover contacts not yet in ACMa’s list.

 

Source: http://searchcrm.techtarget.com/news/920042/Do-not-call-list-changes-game-for-marketers

Romantic Telemarketing- A Surefire Guide towards Effective B2B Courting

Romantic Telemarketing: A Surefire Guide towards Effective B2B Courting

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Romantic Telemarketing- A Surefire Guide towards Effective B2B Courting

In marketing, whether B2B or B2C, communication is an important factor since the main goal is to build long-term relationships. Thus, different methods of communicating one’s brand to a target audience should be harnessed.

In many cases, content marketing provides the appropriate avenues for audience stimulation. Most marketers now rely on social media platforms such as blogs for their B2B lead generation. But these prove to be ineffective owing to the lack of direct contact. Telemarketing, on the other hand, is still a popular channel for audience nurturing. This is because direct person-to-person communication is preferred in building interest and awareness.

But to truly succeed in “snaring” a prospect, one needs to have the appropriate attitude. Now, different marketers have their own approaches in lead generation telemarketing. But one tip seems to stand out from the rest: be romantic.

Now, this is not about courting a prospect the way you do with someone you are eyeing. But contacting a lead falls under the very same conditions, the common denominator of which is attraction. You are attracted to a prospect which suits your profiling scheme, thus you exert a lot of effort in attracting it towards you. It is a process that requires a lot of skill and charm.

So, are you that skillful and charming in handling prospect engagements? If not, then consider these important tips and win B2B hearts and minds.

Have a positive attitude. The first thing to do before picking up the phone is to be positive. Yes, most marketers find it difficult because they will not know whether they get rejected. But anticipating a rejection can diminish one’s morale, thus it is always a good idea to think of things other than a rejection.

Plan ahead. You do not approach someone you like spontaneously, catching them with their defenses down. Before deciding to contact a prospect, it is essential to know whether it is the right person to call. Check if it matches your criteria and subject it to your lead scoring system. If it proves to be a qualified lead, then make the call.

Discuss about needs, not wants. The problem in telemarketing usually stems from the actual conversation. Marketers often make the mistake of not focusing their topics on one particular subject, resulting in poor retention. Avoid this scenario by framing the conversation on the present needs of your prospect. Give them reasons that you are needed to fill the void in their lead generation and not just a partner for the short-term.

B2B Telemarketing- How to make your Cold Calls Cause Conversions

B2B Telemarketing: How to make your Cold Calls Cause Conversions

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B2B Telemarketing- How to make your Cold Calls Cause Conversions

Fancy alliterations aside, any business wouldn’t just deny the many benefits of an efficient and persistent B2B telemarketing campaign.  For all its worth, it is deemed as the lifeblood among B2B companies that are eager to grow their industry following and revenue generation.

The thing is that capital growth is partly attributed to a consistent marketing plan. This is a shared truth among marketers in lead generation and appointment setting as it really does matter to have a stable marketing structure in place.

But, no doubt, the practice of lead generation telemarketing considers additional apparatuses. Aside from an efficient lead management database, it is imperative for B2B enterprises to have competent individuals handling their cold call campaigns.

Apparently, many businesses have failed to optimize their appointment setting processes. This is demonstrated by poor sales closes. One compelling reason for this is attributed to poor telemarketing conduct.

Cold calling is a risky venture. The lack of initial engagement with a prospect comprises the danger of getting a rejection. Because of this, marketers should have to approach their cold calls expertly.

But expertise is something too general a word. Indeed, concrete ways should be considered for your lead generation telemarketing to drive you towards your goals.

Greeting.

It only takes one word to get your audience’s attention. Say a few more, and you might just drive home an appointment. Courtesy is an important facet that your telemarketing personnel should possess. Customer engagement after all is professional and personal, and it makes a very significant difference to choose your words carefully.

Information.

Always assume that your cold call contacts lack a thorough understanding of your company and your products. What they possess, however, is a thorough understanding of their own industry. Cold calling is all about interpersonal sharing, where one benefits from the other. The prospect is facing issues, and your role as a solutions-provider is to help them resolve these issues. For the satisfaction of both parties, business discourse has to revolve around industry-related facts. Your prospect clearly wants concrete results, so make sure that your messages are comprehensive in content and short in length. And speaking of short, a time element has to be considered.

Gatekeepers.

B2B leads are a tricky bunch. Some of them rely on gatekeepers like voice messaging services in order to segregate relevant messages from the irrelevant. Indeed, these often take the ire of most marketers. But you might as well leave a compelling message that would merit an eagerness to engage.

Lead generation telemarketing is really worrisome. Small companies often struggle with the fact that they lack the necessities to be efficient at it. However, one can always go for an independent outsourcing company that has lead generation and appointment setting capabilities to fill up business vacuums and ease out intricate elements.

Using Mentoring For Your B2B Telemarketing Services

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Using Mentoring For Your B2B Telemarketing Services_DONEIt is good to have mentors. You just cannot underestimate the knowledge and experience that mentors can share with you. This is especially true if you are in the B2B telemarketing services.

This so happens to be a business that, although many are saying is fast disappearing, is still getting a lot of positive reviews from the companies that use them. In the search of qualified B2B leads, this is said to be the best. If you want to be successful in your marketing efforts, you might want to get someone to help guide you in the intricacies of this business. You might find yourself having lesser problems with regards to generating sales leads for your business. But how will you make this mentorship work with you?

First of all, you have to set clear expectations. To start with, mentors are no mind readers. They may know a lot about their business and the industry in general, but they may have no idea about yours. You have to talk to them, explain to them what you needed to know. On the first meeting, you and your mentor should be able to come up with a plan on how you can get the results you wanted, or what form of B2B lead generation strategy you should be using.

Second, have mutual respect and understanding of each other. This is, without doubt, one of the most important factors in the mentorship set up. If the two of you do not see eye to eye, instead of getting anything done, you two might end up arguing. Now that is a real waste of your time and effort. That is why, during the selection phase, you have to choose a mentor that would fit well with your personality. Your B2B appointment setting plans would be dependent on it.

Third, have some sort of reciprocity in place. Mentorship is a two-street, remember that. Both of you can learn from each other’s strengths and weaknesses. If you are, say, the best in customer service, while your operation floor needs some organizing, you can ask help from an expert in operations management. In return, you can give him tips on how to be better in his company’s customer service. This is a win-win set up, if you can do it right. It is all about reciprocating goodwill with each other.

Lastly, you and your prospects must have shared values. This will help establish a common ground between you and your prospects. Maybe both of you are very active in the community, always ready to extend a helping hand to those in need. These are just some of the things that you can share with your mentor. This can mean a big deal in building a relationship with your mentor. What is important here is that you have something common to share with each other.

Having a mentor can be a great help for your B2B telemarketing services in Australia. As long as you choose right, you will be in good hands.

What do prospects like and dislike? A Telemarketer’s Guide

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What do prospects like and dislike - A Telemarketer’s Guide_DONEPart of the job as a telemarketer is to understand the person at the other end of the telephone line. It is only through familiarity and insight that telemarketers are able to converse genuinely, probe effectively, discuss business efficiently and generate leads frequently.

Just like B2C telemarketers spend hours of research and studies to find out what their customers like, B2B telemarketers must also make an effort to be “personally acquainted” with the desires of business prospects. In fact, B2B is even more complex.

It’s really important to know what types of marketing approaches piss them off so you could learn from them and make your efforts better.

What prospects don’t like

People who are not familiar with the telemarketing industry have a negative association to the word “telemarketer”. Even if it is in their best interest to hear what they have to say, they don’t want to be contacted by one. Rule number one: don’t act like a telemarketer.

Prospects also don’t like hearing how they should be excited about a product or service you’re offering, or want to be approached in a sales-like fashion. They don’t want to hear how awesome your business is and how many awards it has earned.

They appreciate if you can get straight to the point, but they don’t want to feel as if they are being used.

They don’t want to hear the word, ‘just.’ As in “I just need a couple minutes of your time….” Customers are smarter than that; they know there is more beyond the ‘just. They also don’t want to be bored to death by being asked a plethora of questions.

What they do like

Prospects appreciate sincerity and honesty.

Let them know what you have to say and why you think they would be a good candidate for hearing it. Treat them as people, not targets. Yes, you do want to make the sale, but never forget to treat the prospects with the respect they deserve.

Be a listener before you are a speaker. Learn of the prospect’s situation, match their information against that of your goods and services, and then inform them of a solution you have. They don’t want to buy your product because it’s the best; they want to hear why they need it.

Use a call to action for them to use. If they are interested, they will want to know what the next step is. Do not push them into making a rush decision; it is better to just show them the door.

“We’ve outsourced our B2B telemarketing before –umm, it didn’t work”

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We’ve outsourced our B2B telemarketing before –umm, it didn’t workThis is what you’ve told John, a persistent telemarketer on the phone who’s been trying to convince you to hire them, a B2B lead generation company, to perform telemarketing tasks for your business. The problem is just that you don’t have enough faith left in the process because you’ve already been there, and things didn’t go as planned. You just don’t want to do it again and true enough, nobody can hold it against you (sorry, John).

But at least you’ve got to find out exactly what happened back then, right?

You don’t need to consult a detective to pinpoint the flaws in your previous venture with an external company, because there can only be 3 possible culprits:

  1. The outsourced agency
  2. You 
  3. Everything in between

That’s all there is. It could be one, two, or all of them, but for sure, the fault will not go beyond those three. You need to do a little introspection, see beyond the failure, and ask, why did it fail?

The outsourced agency

Just because they’re a lead generation company doesn’t mean they are faultless when it comes to producing results. To start with, there could be a lot of loopholes in their system: incompetent agents, lack of support from leaderships, substandard equipment, lousy IT infrastructures, and so on. It is important, should you decide to give another company a chance, to seek for testimonials from businesses that have gotten their services. Investigate on the things regarding their practices that you may not like. Consult one of your own IT people to assess their systems. Make sure they’re in tip-top shape before they do business with you. If in doubt, don’t.

You

What could I possibly have done to ruin my own campaign, you might ask. Well, you may have set unrealistic expectations and goals. Most B2B telemarketing agencies won’t tell you if your targets are unreasonable (of course, they’re trying to show-off a bit, that’s all). Or perhaps, on the other hand, you may have been very vague about what you wanted to achieve. You can’t just give them assignments and leave them hanging in the air, and then pop back when the deadline’s up. For all you know, the company you’ve hired may be the best out there, but you just didn’t use them the logical way.

Everything in between

Blend it all together, and you’ll understand why it all boils down to the relationship between you and the agency. There’s the issue of trust, of transparency, of feedback, of authority, and the list could go on. Just look back during the days when the campaign was still on-going: how often do you check up on them? How are your conversations with the team leader? How did you overcome difficulties along the way? Were there any conflicts? Would you say, with all honesty, that it was a pleasant, productive relationship?

The Five Ways You Waste Time In B2B Appointment Setting

The Five Ways You Waste Time In B2B Appointment Setting

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The Five Ways You Waste Time In B2B Appointment Setting

As a manager, it is your job to ensure that everyone is doing well in their work, reaching their sales leads quotas and letting them get even better in their B2B appointment setting operations. And while you may be employing a bunch of new strategies and methods that will help them work better, you have to admit that there are some things that will never change. Among these would be the amount of work that you have to do in one day.

Since we are talking about work, you might find yourself doing things that will not help you at all. Indeed, these might actually cause you to waste precious time. It sure makes sense if you can avoid them, right? So, what are these time-wasters that you should be avoiding?

1. Working too much on the wrong work – you know that there are limits to what you can do in a single day, so we try to work on things that matter the most. The problem here is when we focus our efforts to much on the wrong part of your telemarketing campaign. That would certainly waste a lot of precious time and manpower in our work.

2. Putting off the easy ones – I tell you, the easy tasks that you put off for tomorrow will become the hardest ones on that day. A veteran marketer would take every chance he gets to finish all necessary stuff up on the day it appeared. Letting it linger for later handling would be poor time management, and will cause you to waste time later on.

3. You micromanage your employees – all right, you might want to properly manage and observe your employees, but you will not be going anywhere near your goals if all you do is breath down their necks. You have more important things to do, and your employees will need a little slack while they are working on getting more B2B leads coming in. If you really believe that your employees need guidance all the time, then you probably chose the wrong people for the job.

4. You focus too much on the details – in marketing, you should really look at the details, but focusing too much on them would cause you to miss the big picture. When that happens, well, you might start committing mistake number one or two. Try putting some perspective in your work. That would help.

5. The wheel keeps getting reinvented – if there is anything that you might want to learn about in terms of time wasters, it is that reinventing the sales process rarely gets you the right results. Truly, if you are sensible enough for the job, you will know that some selling styles are best left as is. You just have to know what these are and work on them.

Yes, these are sure-fire sources of wasted time. If you truly want to be productive in your B2B appointment setting campaigns, please try avoiding these common, but erroneous, business and marketing practices.

Bad Habits That Ruin Your B2B Lead Generation Campaign

Bad Habits That Ruin Your B2B Lead Generation Campaign

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Bad Habits That Ruin Your B2B Lead Generation CampaignYou know that a B2B lead generation campaign is dependent on the capable handling of your marketing team. You need to plan well, select the right people, target the right market, and choose the proper communication tools that can maximize your impact on potential sales leads.

Still, there are some of us who are probably mystified with the poor showing of their marketing campaigns. Why is this so? If the planning and process is all right, where could you possibly go wrong? Have you ever thought of your own team? Maybe they have some habits which, while harmless at first glance, may actually be a bad thing. As for what these habits are, maybe the ones below can give you some good ideas:

  1. Working solo – now, being the lone wolf may be good for B2B appointment setting negotiations, since this mitigates the impact of failures, but having different contact points for a single prospect can provide you with added flexibility in case one marketer is unavailable. Besides, if you let your lone wolves work on a deal, there might be no support forthcoming from you since you were in the dark in the first place.
  2. B2B leads overflow – yes, while the thought of filling your sales pipeline with business prospects in appealing, you have to admit that this could spell badly for your business. I mean, you have to know just where to stop accepting orders, before you become unable to deliver to them all. It would be really embarrassing if you fail to deliver what you promise your prospects.
  3. Chasing bad leads – all right, there will be times when your telemarketing team finds a prospect that is so irresistible that they would chase it to no end, even if there are signs that this is already a lost deal. When that happens, well, you might have to step in and make them stop. There are other prospects that you can chase, other business opportunities that you could earn.
  4. Over-promising – yes, you want to impress your business prospects, but you telling them things that you would be unable to deliver are an even much worse practice. Unfortunately, a lot of marketers make that mistake, causing them to lose the deal. Better be straight, tell your sales leads prospects what you can or cannot do. That would be more appreciate by your prospects.
  5. Acting all high and mighty – this is one aspect in business that cannot be avoided, especially in cases where a single person seems to be getting all the deals. It might be a really good idea to talk to that person and let them know that, though they may be very successful, working well with the team is also important. If they cannot manage that, then you might have to let them go. Keeping such people in your marketing team will only poison the workplace and affect your work.

Sounds familiar to you? These are just some of the bad habits that you should get rid of in your B2B lead generation campaign.

Five Lead Generation Myths To Get Rid Of

Five Lead Generation Myths To Get Rid Of

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Five Lead Generation Myths To Get Rid OfIn the course of our B2B lead generation campaigns, we would often encounter various practices that seem to help us do our work. While these may be rooted to tradition, cultural dictates, or just probably got feeling, these are not to be taken lightly. If these can bring us the B2B leads that we need, then by all means we should use these. But what about those marketing tactics that cause us to lose sales leads? Maybe we need a closer look to understand this. These may sound like real appointment setting advice, but these may actually be nothing more than myths. And there are a lot of these myths you should get rid of, mind you. And of those myths, the most damaging are the ones listed below.

1. “You need to be pushy to make a sale” – recall that one time when you have a really good experience while making a personal purchase. Was the seller being pushy to you? If not, there you go, that confirms that the above quote is just a myth. You see, to be effective in lead generation, it is not enough to have something to sell. You also need to know if your prospect is going to buy. If not, give them a reason to, but in a very subtle and gentle manner.

2. “I cannot directly reach my buyers” – now, this is a problem that one often encounters in a telemarketing campaign. You call, someone else answer the phone, and pretty much most of your conversation is spent on that person. Now, most amateurs would see this as an obstacle and give up, but veterans would see this as an opportunity. They could use this contact to mine more information about the target prospect, making your next call more successful.

3. “I do not want to bother the B2B leads prospect” – again, this is an erroneous assumption. You see, if you have something really good to offer, then who are they to reject your call? In fact, they might even hold it against you if you do not immediately contact them. Actually, you can integrate other marketing methods, aside from the phone. You can use social media in tandem, subtly informing your prospects about your business.

4. “I am not that quick on the reply” – if you fear that you are too slow, that you might not be able to answer quickly any inquiry of your prospective sales leads, then you will be. The mind has quite an influence on reality. But, if you think you can, if you think you can do it, if you think you can be your best, then that will also become a reality. So be confident and just do it.

5. “I cannot find the right words to ask for the sale” – honestly, you are asking for the sale, nothing can be simpler than that. No need for fancy words or the like. Just ask them if they are interested with your offer or not.

Really, you can do away with these details, for the sake of making your lead generation campaign a success.

Top Ten Tips For B2B Telemarketing

Top Ten Tips For B2B Telemarketing

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Top Ten Tips For B2B Telemarketing

Being effective in your B2B telemarketing campaigns all about being ready to address the various issues faced by both your customers and business prospects. Basically, it is all about providing quality customer service for all you call as well as those who call you. While you do need to meet your sales leads targets, you also need to make sure that the other party is happy as well. This is a very important point in ensuring that your B2B appointment setting process will go smoothly. Now, the question here is how you do your job right. Luckily, there are some tips that you can use.

1. Clarify complaints – people complain about the service or products that you offered, you should check the details. Most callers would be saying too many details that the real issue could get muddled.

2. Have confidence – this is a real boost to your performance, one that can be noticed during your call. Believe that you can do the job, and the job can be done.

3. Be positive – no matter how bad the day has gone by, thinking that things will turn out well in the end is important. A little positive outlook can mean a great deal for a person’s morale.

4. Speed up the call handling – time is precious, for both the caller and the called. It is important that you and your B2B lead generation team be made aware of that. No dilly-dallying of calls, go straight to the point, and help your prospects get things done.

5. Have a proactive system of helping prospects – some problems can be anticipated before it happens, so it pays for you and your team to prepare for it before it happens.

6. Plan your seating arrangement – this is especially important in large scale telemarketing operations with shifting work schedules. It would be useful if you can get some automated planning system that will maximise the productivity of our marketing team.

7. Know who you are calling – take note that there are different kinds of customers and potential B2B leads. Once you realise these little details, it would be easier for you to generate more sales leads for your business.

8. Make self-service options easier for users – sure, nothing beats a good marketing call, but you have to make sure that alternative sources of information is readily available in a quick and convenient manner.

9. Hire the right team – telemarketing can be a really stressful and complex job, so in the event that you have to hire people, make sure you hire those who know this business well.

10. Delegate to the right people – you cannot do everything well on your own. In case you have to do business with someone you are not skilled with in handling, leave that job to those who do.

These tips can be really simple, but they all have a strong effect on B2B lead generation campaigns that rely on them. You can follow these tips to, and you will see that this is a good investment.

The Three Telemarketing Mistakes That Companies Can Make

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The Three Telemarketing Mistakes That Companies Can Make_doneThe thing about telemarketing, and why it gives a lot of grief for countless companies, can be traced to the poor management and planning practices that one often commits in the name of marketing. Really, if you want to generate good sales leads, you have got to know how to do things properly. More often than not, we fall into marketing practices that cause nothing but trouble to us. If anything, we should avoid them. But to do that, we have to first know what can cause our B2B lead generation campaigns to fail. Knowing is winning half the battle, so to speak. It is up to us on how to correct these mistakes.

Let us start with the first error that even veteran appointment setters commit: making assumptions. But what could be even more troublesome for business would be to make a bad assumption. Marketers need to examine data most of the time in order to make sensible marketing plans. The problem here is when we make conclusions based only on an initial set of data. Or, like some marketers do, they skew the data to be obtained in order to get favorable results. That is not a good business practice. Indeed, it can pull you back. So, for you to be more effective as a marketer, be honest. Get all the data that you can possibly get. Only when you have the details should you make a conclusion.

Another error that marketers make lies with the way they plan the campaign. Most marketers today, especially those pressured to hit the numbers, are focused on creating campaigns that drive the sale. That is not a good business move. Business these days is all about establishing a relationship with your customers. And you can only do that by applying yourself in various marketing touch points. You have to be everywhere, in any medium, in order to connect with the most number of people. And instead of spending big bucks on traditional advertising, maybe a little telemarketing survey on the major influencers might be more effective. At least you know who can get to your audience better.

Lastly, despite what others say, nothing beats the original. That is the same thing with marketing. Maybe you got interested with the marketing strategy employed by another company. It was so effective that you wanted to imitate it. While trying to emulate the success of another company in generating B2B leads is not all together bad, you should also know that copying them is inviting problems for your firm. Remember, that strategy worked on them because they are ‘them’, not ‘you. See what happened to Radio Shack when they tried to copy Apple’s branding strategy. It can be that bad, really. As a sensible marketer, why not try tapping into your creative juices and come up with an appointment setting strategy that works well for you?

See? These are the mistakes that you should be avoiding in your telemarketing campaigns. Are there any other bad marketing moves that you can share?