subject: Is B2B Telemarketing Dead? [print this page] Is B2B Telemarketing Dead? Is B2B Telemarketing Dead?
Is B2B telemarketing dead? That's question call center managers are asking themselves. Telemarketing services are known to produce tangible results. The sales charts show improvements and there are sales that can be recorded on any given metrics. However, when it comes to B2B telemarketing, the scales dip into oblivion. Telemarketing seems to be drawing blanks in making headway when it comes to B2B lead generation.
Entrepreneurs are out of bounds when it comes to contacting them over the phone. The telemarketing calls made to their business firms are not replied and no one returns those calls. In fact, there are chances that your call center may earn a bad name because you are making unsolicited calls. So how does one tame the telemarketing business in this aspect? Let's find out.
It would be presumptuous to say that B2B telemarketing is dead. There are results to be seen from telemarketing calls if the call center making those calls cares to target the entrepreneurs intelligently. Timing is important. You cannot expect a business head to respond to a telemarketing company at the start of a business day. Schedule your calls in the afternoon when the entrepreneurs have some free time to think about talking to your outbound call center agent.
When you get through, be prompt and professional. Cut to the service you are going to sell. Beating around the bush is just a lazy way to introduce yourself. The telemarketing call center can achieve precious little if you consume time talking about matters that hold no relevance in the sale that you aiming to make.
A key tip to telemarketing success is to study data. You can find a lot of information about the business firm you are planning to approach. Read their websites. Look for the services they offer. Check their statistics. This is part of an outbound call center agent's homework. Once you make the telemarketing services call, it looks good if you are well aware of the company.
While it's a bad idea to rattle off data, interpreting that data and suggesting how the telemarketing company can be of help will earn you brownie points. Every business head wants to know how a particular service will benefit their business. Talk in their terms. Talk about their profits. Talk about their convenience.
There is a slightly paradoxical point to this as well. Don't go overboard talking about the business firm's benefits only. That would mean that your telemarketing company cannot add any value to the business that is already there. Entrepreneurs look for business partners that take them forward. They will scarcely want the telemarketing services they hire to live off the successes already achieved. No one wants a partner who rests on past laurels.
This is especially true in the B2B telemarketing sector. Train your outbound call center agents to be well-versed in the products you have handled in the past. It pays if you have industry experience. Finally, follow up regularly. Even when you have bagged a particular telemarketing contract, check up on the contact person till the project gets underway.
