The Tenets Of B2b Telemarketing

Call center units face the toughest challenge when they have a B2B lead generation projects

. Such projects pose difficulties for a BPO because it is not easy to seep through the corporate red tape and establish contact with a business head or entrepreneur. There are several channels of communication between the BPO service agent and the person that needs to be contacted. The BPO service planners have to devise some strategy keeping these factors in mind. Let's find out how B2B telemarketing services can be optimized to get better results for the business process outsourcing unit.

1.Time: A call center agent cannot hope to contact a business head during the peak office hours. They have to be contacted at those hours when they are not really doing something important. Finding out such a time is the challenge for the BPO agent. Some pointers help. For example, if the contact person has responded positively at some time of the day on a previous occasion, the outbound call center guy can call at that same time. If it's the first time that contact is being established, avoid calling at the first hour. That's when people do the most important work of the day. You cannot expect them to give you time. Better try towards the later half of the day. Of course, when you talk to the person, make sure you ask if it's the right time to talk.

2.Priority: When the lines of communication are open, the call center agent must not waste time talking about irrelevant points. Get to the main idea as soon as you are done with the introduction. The first few seconds will be of vital importance. If the telemarketing agent can impress in these few seconds, the call will go off well. If not, the business head will lose interest and feel distracted. Or simply hang up! When you have captured the attention of the receiver, only then talk about the finer points. BPO agents must always talk of the macro ideas before the details of the telemarketing services that they are offering.

3.Efficiency: Before you make that telemarketing call to a business head, make sure you know the facts and figures. You cannot mumble and cook up data when you are asked to validate the claims you make. You have to be armed with authentic statistics that will appeal to the entrepreneur. Hard-boiled data works in business, the rest are headed for the trash bin. The BPO agent must know about the competition in the market as well. No one will invest money in your firm unless you can prove that you are the best in the market or emerging powerfully enough to topple the current number 1.

4.Follow-up: Business heads have work to do. They may forget about that BPO service agent who called one afternoon. It's the call center agent's duty to follow up and remind them of their conversation. Keep the leads warm for a successful B2B telemarketing campaign. Also, make them feel part of your company by sending regular emails with added and new features/services/products.

by: Ivana Lewis

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