Top Marketing Tactics that B2B Cleaning Companies can get from B2C

Top Marketing Tactics that B2B Cleaning Companies can get from B2C

Top Marketing Tactics that B2B Cleaning Companies can get from B2C

For many B2B cleaning companies, getting the attention of target clients and converting them into qualified commercial cleaning leads is tantamount to cleansing a corporate restroom of grime.

They may as well try these solutions that worked best for many B2C enterprises, as outlined by New Destiny Media’s John Pate:

1) Overeducate

Many of the potential leads coming to your website aren’t ready to buy. They’re just aware they have a problem. You’ve encountered that kind of prospect, right? They may be aware their current company is not doing a top notch job, or they’ve been trying to clean using their own employees.

Draw upon your knowledge and write educational pieces that will intersect your potential customers at their pain points. That way, you build trust and perceived capability.

2) Identify Your Audience

As you publish all that great educational content on your website, make sure you keep your target audience in mind. Who is your audience? You may have to search to find out.

Go online and start entering search terms just like one your potential customers would. See what pops up. You’re looking for forums and user groups. Check out some of the questions they’re asking. To your horror, you’ll find out not every “expert” knows what they’re talking about. Fodder for your blog! This really is the key to publishing online: Find that narrow little niche everyone else has missed and share some helpful information about it.

3) Simplify your Buying Process

Successful B2C companies have this down really well. Go online to your favorite retailer, find a product, click “add to cart,” checkout, done. Many online B2Cs even save your credit card information making it ever so simple to buy.

If you’re quoting to large corporate entities, they’ll love a clean and smooth look to your sales process. Just because you’ve always done it one way doesn’t mean you can’t change.

4) Give Something Away

Have you ever bought a bottle of wine after tasting some of it? Personally, I love “supermarket grazing.” I think the local Sam’s Club has this hands-down. Sure, some people get annoyed, but if Sam’s wasn’t successful at the practice, do you think they’d be giving product away and paying people to give it away?

Here’s a cleaning supplies vendor who’s giving away some product – Procyon. If they can, you can. By giving something away you:

  •         Look like a hero.
  •         Build trust.
  •         Educate your customer about new products.
  •         Sell your service along with using the product. Make your vendor happy too.

5) Relate at a Human Level

Today, business people are looking for solutions more than the services you’re providing. So you need to be able to interact with your prospects at the level of their goals and needs throughout the entire sales process – the first seven seconds of your first touch being the most critical (source: Forbes).

Commercial cleaning organizations can also employ top notch lead generation services to help them get their message out and pull potential clients in.

The Importance of Customer-centric Storytelling toward Building your Brand

The Importance of Customer-centric Storytelling toward Building your Brand

The Importance of Customer-centric Storytelling toward Building your Brand

Every time a marketer is asked, “What can you do to propel your brand’s image?” one word instantly pops up in the head: content.

Indeed. Everyone is crazy about content, which sort of explains why a lot of companies are opting to increase their marketing spend on that area. Reinforced by a belief that lead generation relies heavily on how a brand is presented, marketers frenzy over pushing the best possible content that can attract the best possible leads.

Basically, it is all about telling people that your brand is the greatest thing that ever existed. Backing this up of course requires an effective story.

But will it ever help if you emphasize more on your product’s inherent value?

It is an aged old method, but as buyers have developed well-informed decisions overtime, it is important for businesses to realize the need to try a different approach in which the customer assumes a central role.

Mere product promotion at this point does not help but open up a lot of risks. Buyers are smart enough to know the right solutions for the specific issues and problems they are facing. Other than that, there are other advantages to think about:

Improved rapport

Creating messages that directly relate to your audience improves the way they look at your brand. It gets you closer to the heart and soul of your audience, and in a way lays the groundwork for a nascent long-term relationship.

Better strategies

When you focus on the needs of the market, you will get a more expansive picture of what it generally wants. In effect, you will be able to come up with better content marketing strategies based on what you have discovered straight from the field.

Better products

Also, learning more about your customer than your product’s value to them is indispensable for developing certain aspects of your offers. Allowing yourself to discover what a buyer particularly wants in a product that you might want to consider improving it later on.

Advantage over the competition

If a rival brand focuses on drawing more traffic through content, you best keep off that road. Instead, focus your efforts on actually educating your public and sharing with them technical knowledge, the stuff they have not yet learned from anywhere else. This builds buyer confidence which eventually leads them into engaging you further down the funnel.

With buyers becoming more articulate in their choices for solutions, would you still insist on forcing your products on them?

Apparently not, because customer-centric content is the most important aspect of marketing at present and marketers need to come up with lead generation strategies that put them in the shoes of their public.

 

Top Reasons Why your Clients don’t Buy

Top Reasons Why your Clients don’t Buy

Top Reasons Why your Clients don’t BuyIt is not every day businesses encounter a declined purchase. But when they do, it has the effect of a sledgehammer to the face.

We’re exaggerating of course. But it brings an uncomfortable feeling that despite your best branding and lead generation efforts, there are clients who suddenly decide to back away from your offers.

For goodness’ sake, why?!

Don’t hit the bars just yet. Writing for About.com, here’s Laura Lake with the “Top 5 Reasons Customers Don’t Buy From You.”

They are not aware of your product.

Consumers cannot purchase products they are not aware of. If you are marketing, but consumers still don’t know about your product it may be time to evaluate why it’s not working. It’s important to remember that the solution is not always more marketing, because the problem may lie with where you are marketing at, and what marketing vehicles you are using.

They don’t understand the benefits of your product.

Consumers don’t buy products solely based on price. Now, this does not mean that they don’t factor in price, they do. Consumers buy based on the benefits your product brings them. Create a list of the top three benefits of your product and use those in your marketing message.

They don’t feel your product has perceived value.

Consumers will not buy products that they perceive as having no value. Why should customers value your product? You can use the benefits of your product to create a perceived value and it is that perceived value that helps in the sales of your product. If a customer cannot see value they will simply pass your product by. You must create that perceived value in your marketing message.

They don’t see how your product meets their needs.

We’ve talked about benefits and perceived value, now let’s talk about needs. Do consumers know how your product meets their needs? Does it make their life easier, save them time, make them feel better? What need does your product satisfy? You have to tell consumers that, don’t make them guess or come up with the answer on their own tell them and help educate them on why they need your product.

Your product is not accessible to them.

Consumers cannot buy what is not available to them. If they hear about your product but it is not accessible, forget it. Consumers want ease in obtaining and using your product. Evaluate the accessibility of your product and see if you need to make changes.

Do you want to upsize your sales efficiency? Have us handle your B2B lead generation and appointment setting. We’re just a phone call and a fill form away.

Romantic Telemarketing- A Surefire Guide towards Effective B2B Courting

Romantic Telemarketing: A Surefire Guide towards Effective B2B Courting

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

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.

B2B Marketing Trends for 2015

b2b marketing trends

 

Today, the landscape of B2B market is in constant state of flux, making it crucial to keep track on the significant shifts of trends every day. But merely identifying these trends isn’t enough; marketers should identify which will give opportunity or threat to the business. And eventually find ways to maximize the opportunities and neutralize the threats.

We’re about to enter the 4th quarter of 2014, and 2015 is under way. Marketers should already start drafting their marketing plan that can adopt to 2015’s marketing matrix. In laying the foundation for their 2015 marketing strategy here are the trends to be considered.

Micro targeting
Marketers should focus on designing marketing strategies for small but are comparatively profitable subsets of the market. They should divide the target market into smaller segments with different needs and preferences. The marketing messages should be designed based on every segment’s attributes to emphasize the benefits of the product. Rather than the one-fits-all marketing, this approach is a lot more efficient because it allows marketers to deliver the right product with the right features to a certain segment that needs it.

Mobile Dominance
Global Smartphone use will reach 2 billion by 2015. This is the challenge to B2B marketers, to give a different digital experience to its target businesses. Of course inside every business are individuals who, outside their work, are consumers hoping for an improved digital experience. Marketers should start focusing on the mobile-optimization of their resources, especially websites.

Automated marketing
Then, we rely on manual calculation using historical data to project marketing direction. Now, we have integrated traditional marketing activities like customer management, email marketing, content management, search engine optimization, lead generation into holistic tools to intensify marketing efforts. B2B industry has lead to the usage of marketing automation tools. Such advancement increased lead conversion rates by more than 50%.

Quality Content
Marketers will become writers and publishers. More than their purpose of selling their product, they should also focus on the quality of their published contents. Aside from the grammatical value of the content, marketers should also focus on how compelling the content is to the reader.

More marketing trends will hit the mainstream culture of 2015, from marketing technology trends, evolving business structures, changing customer behavior, and a lot more aspects of B2B marketing. The market will keep on reshaping based on these ever-shifting trends. Marketers should use logical approaches partnered with innovative ideas to predict future movements of trends.

 

Source: http://blog.visual.ly/five-b2b-marketing-trends-2015/

A Question for B2B Lead Generation Marketers: Are you Competitive?

A Question for B2B Lead Generation Marketers: Are you Competitive?

02_A Question for B2B Lead Generation Marketers- Are you Competitive_DONEThere’s always room for competition in any business undertaking – even in industries monopolized by a business giant, there should be at least one sole competitor. But there’s a difference between being competitive and aggressively assaulting your competition.

As lead generation marketers, how competitive are you?

There have been a lot of stories that tell us how being too competitive could backfire in the long run. You wouldn’t want your campaigns to rely on dirty tactics and just focus on getting ahead rather than improving your own offers. There has to be a delicate balance between monitoring rivals and minding your own business – no pun intended.

So when is being overly competitive justified?

  1. When your competitor is famous. You can go ahead and “try” to topple down big names because chances are they won’t retaliate even though they have more to lose.

  2. You have what it takes to be unique. Evaluate yourself. If you have absolutely no advantage whatsoever compared to your competitors, then you also have absolutely no right to be aggressive in name-dropping them in any of your campaigns. Before you get your hands dirty, make sure you have the ability to back it up.

  3. You’re the new kid on the block. If you’re a freshly built company, then people will forgive you for being aggressive and cocky. Make sure, though, that your marketing message is compelling enough to make them even consider listening to you. If you are to mention seasoned competitors, focus on the fact that you are there to embrace modernization and that you are able to meet the rapidly-changing demands of your industry. Capitalize on the old-school, new-school concept.

  4. When a spark of opportunity arises. Let’s say your competitor decided to increase the prices of their products, or there have been public outcries of their poor quality of service, or they have recently made a move that drew flak among critics. This is an acceptable opportunity to temporarily shift your campaign’s focus on uplifting your brand’s name in direct contrast to your competitor who is currently under some bad light. But be careful: being too harsh can also draw negative attention toward yourself, which would be counter-productive to your lead generation goals.

Retargeting: 5 Tactics from Drip Email to Lead Generation

Retargeting: 5 Tactics from Drip Email to Lead Generation

Retargeting: 5 Tactics from Drip Email to Lead Generation

The sad truth in inbound lead generation is, only 20% of the visitors to your website are converting. But if you want the remaining 80% to revisit your website in order to get a chance to present your offer again, then you should consider retargeting.

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

What is retargeting?

Retargeting or remarketing, as referred by Google, helps build awareness for your brand, drive clicks to your website and convert visitors into prospects. For example, 5% of window shoppers were converted on their first visit to your website. Retargeting will keep track and bring back the remaining 95% of these visitors by displaying your retargeting ads when they search online and visit other sites.

retargeter-story

(Image credit: Retargeter)

Retargeting can be done in multiple channels such as email, online advertising, and paid search.

Related: Top 3 Benefits of Multi-Channel Marketing Every CEO Must Know

Here are 5 retargeting tactics from drip email to lead generation according to David Kirkpatrick, Senior Reporter at MarketingSherpa.com

 

#1 Lead nurturing and drip email campaigns are retargeting

In order to nurture your leads and convert them into sales, you need to have a content with relevant information that your prospects are looking for. You can create a retargeting flow that matches with your lead nurturing campaign. For example, a lead nurturing campaign that is based on a specific trigger event that encourages your prospects to engage with your content or email campaign.

With this tactics, prospects were able to provide their email addresses – ebook subscription or daily subscription to your content.

Related: Don’t Just Blast Cold Email Pitches, Nurture and Win Customers [VIDEO]

#2 Generate “soft” leads through retargeting

This retargeting tactic is used to reach out to prospects who failed to provide for their email address because they didn’t sign up for our ebook or newsletter that haven’t even provided an email address.

This tactic allows you to retarget these prospects by placing a tracking cookie or a tag on a web page with banner ads on other sites or paid search.

#3 Tie your retargeting program to the sales funnel

Retargeting is focused on the behavior of your prospects. The banner ads where you lead your visitors to different pages in your conversion funnel should have relevant message that your prospects want based on where they are right now in their buying cycle.

Related: Understanding the B2B Buyer: 4 Rationales of a Purchase Decision Part 1 | Part 2

#4 Tie retargeting ads and email to specific actions

This tactic is focused on retargeting website visitors based on the actions they take on your retargeting message that has links to a video or the service page of your website.

Related: 10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

#5 Organize your ad retargeting campaigns with a spreadsheet

The only issue with retargeting ad campaigns is that your prospects can see your ads on multiple sites they are and will visit. Having a spreadsheet to keep track of your ad retargeting campaign will help you make sure your prospects won’t feel they are being stalked by your ads.

If you are getting high traffic to your site but not converting much, then you should consider having a retargeting campaign. With these 5 tactics, you’ll start running a campaign with results that are looking good.

 

 

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Retargeting: 5 Tactics from Drip Email to Lead Generation Retargeting: 5 Tactics from Drip Email to Lead Generation Gaining a Friendship from your Target Audience: 6 Questions to Ask

Gaining a Friendship from your Target Audience: 6 Questions to Ask

Gaining-a-Friendship-from-your-Target-Audience-6-Questions-to-Ask1The bond between a business and its clients can be likened to a personal relationship; they need to be cherished, valued, and taken care of. No matter how good you are at B2B lead generation or any type of online and offline marketing, you will never get things rolling if you don’t learn how to stay ‘connected’ to your target audience.

It’s not just about brainstorming on what they want and then feeding it to them directly. It involves a deeper understanding of how each business move ties up with a response from the market. If you really want to gain quality B2B leads, you need to ask yourself these questions:

Who are likely to pay for my products or services?
There will always be people who need your products and services. The question is: do they know that? Business people have tons of problems with regards to their operations, but only a handful of them really know which solutions or services they need. It’s your duty to educate them on what they need to know, so it’ll be easy for you to pitch.

Who were my previous buyers?
Why is it important to look back at people who were once your customers? Because they’re the ones who can set the bar for your current lineup of goods or services. Delve deeper into the possible factors that made them decide on the purchase, and you can even use them for testing phases and valuable feedback.

Do I really know how far my reach goes?
You probably already know who your fans are, but why assume and risk? To be 100% certain (and avoid regret in the future), go out there and measure your reach. Conduct online surveys or focus groups. What you don’t want is to overestimate your influence.

Do I really understand my target market, or am I just assuming?
Thing is, your own personal experiences and knowledge can make you believe that you do understand your target market. That can cloud major decision-making steps along the way, when you could have used scientific means to remove all doubt.

How will I find them?
As soon as you determine which animal to hunt, the next thing to think about is which weapon you would use. Each target market has their own weak spots; techies are more impressed with websites and portfolio, SMBs love social media, and execs are still into old-fashioned phone calls.

Is there room for market expansion?
Getting to know an industry better only opens doors to penetrate new territories. But don’t bite more than you can chew; aim to expand only if you have mastered your own niche. A venture into unfamiliar places can be overwhelming, so if you’re planning to make more ‘friends’, make sure you know what you’re doing.

 

Qualities To Look For In An Events Telemarketing Partner In Australia

Qualities To Look For In An Events Telemarketing Partner In Australia

Qualities To Look For In An Events Telemarketing Partner In Australia

One of the most indispensable methods of marketing for companies in Australia would be organizing public events. These are special occasions where businesses get to interact with people outside their company, even outside their own industries.

For a purely networking perspective, this is a very good way to attract more B2B leads. Of course, since we are talking about public events, like a forum or a business fair, you need to invite other companies, right? You need to make sure that the intended visitors actually get your invite, or are persuaded to attend. This calls for some events telemarketing campaign to be organized. Now, if you do not have the means to organize such a B2B appointment setting activity on your own, you can always opt for an easier alternative, and that is to outsource your marketing campaign to a professional lead generation agency.

If you choose the right partner, then they can get you the results you sorely want. They might be able to put in a good word for you to your business fair prospects. The challenge here would be to choose the right firm as your partner. You would want them to possess some qualities that will help your own business succeed.

Take note of the following:

1. They are passionate – since they are your partner, they must possess that desire to get your business going. No matter what challenge gets thrown your way, if they are passionate enough and they share your vision, then they will get you through.

2. They are ambitious – it is not bad to have an ambition. What makes it wrong is when it gets in the way of true progress, but I digress. When it comes to an events telemarketing partner, you would want someone who has high aims and is not afraid to chase them.

3. They are nearby – in the sense that they can easily get in touch with you and vice versa. With the evolution of modern communication tools, having a marketing partner on the other side of the planet would not be a problem at all.

4. B2B lead generation – a good B2B lead generation partner would be someone who can help you in taking care of business. They know what is expected of them, and they make an effort to deliver. Without that commitment, your partner may very well just be a liability to your business.

5. They are motivated – well, events telemarketing is not exactly a rewarding work, so having a marketing partner that is highly-motivated, can be a great way for you and your business to succeed in your activities.

To be honest, if you can find a marketing company who possesses these five traits, then you should grab them. It can be really hard to find good marketing partners. For your events telemarketing needs in Australia, you have to choose well. At least there are a lot of these companies to choose from. As a business investment, you have to make sure that they deliver you the returns you need.

The Three Telemarketing Mistakes That Companies Can Make

The Three Telemarketing Mistakes That Companies Can Make

 

The Three Telemarketing Mistakes That Companies Can Make

The 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?

5 details to examine when listening to your own Telemarketing calls

 

Never mind the shame. Never mind the humiliation. Never mind the trauma of reliving hideous calls while other people are listening. Never mind the painful, unbearable horror of hearing your own squeaky voice.

Whatever it takes, you have got to listen to your own calls.

It’s a frightening, sometimes saddening experience at first, and you’re not the only one who’s ever felt that way. But after a while, you’d see how beneficial it is to assess your own performance, and before you know it, you’d be requesting your leader for more call calibration sessions.

But what aspects in particular should you evaluate in your calls?

    1. First impressions – For the nth time, a lot of emphasis is put on the first few seconds of the call. Listen to your opening spiel and assess it objectively. If you were a prospect, what would be your initial thoughts upon hearing your voice? Was the greeting effective? Are you pleasant enough to take the call further? Or do you honestly deserve a bold rejection?

 

    1. Hits and missesWas there a question that wasn’t answered? Was there inaccurate information that was provided? Were there opportunities to probe that weren’t grabbed? On a lighter note, pat yourself on the back for your gems. Which statements elicited positive responses?

 

    1. Tone and choice of words. Now this is a crucial aspect of your calls, since both tone and word choice are personality-based characteristics. These are things you don’t get to change overnight, and would take practice and self-awareness. Did you use unprofessional words? Did you, at any point, sound condescending or arrogant? Did you sound sincere when you needed to?

 

    1. Timing and fluidity. Even the best tone and choice of words become pointless if not timed appropriately. The as-long-as-there’s-no-dead-air rule is a common fallacy; dead air is not necessarily a breakdown of call flow. You’re human – sometimes you have to allow a few seconds for things to sink in or draw out. The more that you pretend to be smooth by going extremely fast like a runaway train, the more fake it would sound.

 

  1. Leaving a mark. How you end the call is just as important as the entire thing. Some telemarketers don’t see the point of sustaining energy up to the last seconds of the call, especially if it ended miserably. Bad calls still deserve a proper burial. And with good calls, make sure you finish them pleasantly not only for you (for getting a lead), but also for them (for getting the chance to talk to an amazing telemarketer like you).