subject: How Telemarketing Can Improve Your B2b Leads Generation Campaign [print this page] How hard is it to generate B2B leads these days? It can be intimidating for some of those involved in lead generation and appointment setting campaigns especially in Australia where business competition is very tight. And it is to be expected. After all, we are talking about generating sales leads. This is a business operation that requires a level of delicacy for those who know how to do it. One wrong move and you might end up ruining any chance you get in the market of Australia. But how will you be able to generate B2B leads? That is a good question. The key here lies in your handling of calls. What should you do to earn the confidence of prospects? There are several ways how:
1. Add one more day of sales training you have probably made your sales team undergo product and customer service training, but what can really make a difference is another day of sales induction training. It can help your people further tune their lead generation skills.
2. Hire more sales-oriented people not all telemarketers are the same. That is why you should hire more people that have more experience in selling. If you can get the attention of prospects quickly, then the negotiation part of your work will be easier.
3. Recruit the right people this is one important investment. How will you succeed in generating sales leads if you work with people who are not that skilled enough? In case you are not able to hire your own team, you can always outsource the work to acompetent telemarketing firm.
4. Practice a little patience lead generation and appointment setting can be a really tough task, with B2B leads slow to arrive. Being patient and persistent is a must for any telemarketing representative if they want to stay in this business longer.
5. Use a pilot team when trying out a new process or technique, it is best to get a few people to act as the pilot team. In this way, you can figure out what is working and what is not.
6. Prepare enough people for cross-sales if there is a need to move a prospect or sales leads to a different department for handling, you should make sure that there are enough people at the other side to prevent queuing.
7. Prioritize transfers over call-backs if you want to be more effective in getting prospects to turn into a real deal, do consider transferring the call to the appropriate personnel more than calling back. Sales are better achieved in this manner.
8. Check qualifications of personnel at the forefront sales and marketing people often antagonize each other if they do not know what exactly are the qualifications needed for the up-front calls to prospects. By clearly defining the line, the ambiguity can be reduced and efficiency increased.
9. Get the team leaders involved in training in this way, they can enforce and check the progress of agents better when on the floor. They will know what is required, and they will be able to formulate better tactics to help agents improve.
All these are just suggestions to be more effective in your lead generation and appointment setting in Australia. You can add more along the way as you go about your business. There are various options that you can utilize as a vehicle in generating business leads from online marketing such as email and search andb2b telemarketing campaigns. Traditional media such as print, TV and radio still works. But choosing the right channel for your lead generation campaign still depends on the nature of your business.
