Outbound telemarketing is back in fashion. As B2B marketers find out that inbound marketing models featuring social media, eflyers and websites aren’t the total answer to their prayers, so outbound telemarketing comes back into vogue. With highly personalised one to one communication – no other form of contact offers such a great way of learning about customer wants and needs.
Outsourcing some element of telephone based account management is an effective way of maintaining dialogue with customers – both present and past for limited investment. And think what the marketplace feedback would tell you. And you just might sell some more products and services on the back of it.
The power of vocal tone and energy can’t be underestimated. It is one of the liveliest modules on our training courses for both customer service and telesales / telemarketing. Demonstrating how NOT to deliver lines and then characterising them as vocal ‘colours’ is one of the enduring parts of the course according to the delegates. Ensure your vocal tone and energy is giving the correct impression to your customers.
Telemarketing appointment setting in tough times. Listen carefully to what the other person is saying and think through the implications of their situation and how you could help them. More tips on appointment making for telemarketing and lead generation teams as well as field based sales teams here.
Data cleansing is vital to ensuring your CRM data and your marketing is well targeted and accurate. Chances are you don’t have the time or resources to carry out this work yourself. We can help with a time-bound campaign to clean up your data. Improving the overall success of your campaigns and marketing.
Telemarketing has a place in the marketing mix for growing business to business companies. It offers a higher quality of contact and market place feedback than any other type of contact than face to face sales. And yet it’s a lot cheaper.
Contacting your lapsed customers is generally reckoned to be the second best place to get additional business. It is worth asking them why they’re no longer trading with you. Using some independent outsourced telemarketing can help you achieve this.
Selling benefits on the phone rather than waffling on about features is key to success. Develop words and an approach which sounds relevant, thought provoking and beneficial for them. Also use creative and imaginative language to lift the tone of what you’re offering. The first few seconds are vital and so getting their attention early on makes everything a lot easier.
Outsourcing your telemarketing or telesales may be the right thing for you to do to develop new sales opportunities in these cost-conscious times. Many agencies operate in many different ways in terms of their fee scales. Payment by results may appear to be the best option – a no brainer. But before you sign, consider this, it may not always be as good as it first appears.
10 of our top tips on getting past the gatekeeper, from a recent telesales course in Leicester. Some will work better than others for you, and different situations will require different remedies. Nevertheless getting past the gatekeeper is an occupational hazard for telesales, telemarketing and other people developing new business in B2B markets.