Bringing New Success To Your Old Company-b2b Telemarketing

With around 13% of the marketers adopting telemarketing technique for their business

to business lead generation and acquisition, what results in few telemarketers having 80% success rate and others having only 20% success rate. Well it is the series of steps through which this process is carried out. What is the first thing that comes to mind on hearing telemarketing? It is the phone call. But every phone call is not telemarketing. Telemarketing is a much broader concept than just making a phone call after lead generation through purchase of lists. There are various preliminary steps that are required to be identified and then executed in order to make the telemarketing process a success.

The telemarketing process can be summarized as 3Cs which stands for- Client, Conviction and Consistency. All the three Cs need to be executed with the main tool of telemarketing, the telephone. Telemarketing has started to occupy a major role when it comes to B2B marketing products. In case of B2B there are no physical clients, only intangible accounts. However, the decision maker has to be convinced in the calls only that the product the business is trying to sell them in so much clutter with competitors selling the same product through the same technique, matches with the needs of the clients. This convincing and providing of reliable service has to be consistent in order to provide the right service at the right time. It is only through effective conviction and consistency in the telemarketing process that B2B appointment setting can be done in the least conversion time. In B2B telemarketing there are no ready channels through which sales can be made. A long process has to be undertaken even before the call is made. This process is all about lead generation and conversion:

Customer pooling- this step involves prospecting the market to get the maximum leads in the sales funnel

Lead scrubbing- this step ensures that the lead knows about the business and is ready to receive the telesales calls

Qualifying lead as a prospect on standard inquiries

Interacting with the prospects and resolving the objections. An important dimension of telemarketing is lead nurturing through CRM (Customer Relationship Management) and the last 2Cs.

Automate and integrate marketing efforts with sales process

Clarifying objections and convincing the clients about the product in as short time as possible and with as much detail as possible. This particular step depends completely on the art of the caller

Setting an appointment and closing the sale

B2B telemarketing is not about somehow setting an appointment and closing the sale. It is a consistent effort directed at every potential business consumer even after rejections and maintaining a close follow-up through telesales calls without being overbearing on the clients. B2B appointment depends on how quickly and effectively a business is able to convert its leads to the next levels of telemarketing process. A lead is not the ultimate demand. These leads need to be converted and qualified into sales qualified prospects which involve a series of steps in between. These prospects when sets an appointment represents the demand of the business. However, effective lead generation and conversion requires a lot of market analysis and years of experience to make the calls a success. In this regard a lead generation company services may be adopted.

by: Aedan

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