Are you looking for ways to improve your B2B telemarketing results? Or want to know more on what is telemarketing? If so, you’re in luck! We will discuss ten hot tips to help you generate more sales leads and close more sales. B2B Telemarketing can be a great way to reach potential customers, but it’s essential to do it correctly. These B2B telemarketing tips will help you achieve success when managing a B2B telemarketing campaign.
So, without further ado, here are our top tips:
Do Your Research
Before you make any calls, it’s essential to do your research. This means learning as much as you can about your target market and understanding their needs. Only then will you be able to craft a compelling message that resonates with them. Ensure you are working from clean up-to-date B2B telemarketing data to contact your potential clients. This saves you time and helps considerably when speaking to the gatekeeper.
Target The Right Companies
Once you’ve done your research, you need to identify the right companies to target. This means finding organizations that are a good fit for your products or services. Make sure to include decision-makers in your target list, as they’re the ones who will ultimately make a purchase.
Personalize Your B2B Telemarketing Calls
When you contact potential customers, it’s essential to personalize your calls. This means using the customer’s name and tailoring your pitch to their specific needs. Generic calls are a sure-fire way to turn people off, so try to be personal. Practice being you and speaking naturally. Many people forget to breathe during a conversation especially if nerves set in. Try not to read from a script either as people can always tell, put your personality into the conversation. Practice makes perfect, by practising it will train you to discuss your products and services naturally and become more confident. Smile – it really does work.
Build Rapport With B2B Telemarketing
In addition to being personalized, your calls should also aim to build rapport. This means having friendly and professional conversations with your prospects. Please get to know them as people and build relationships with them. The more they like and trust you, the more likely they will do business with you. Make sure that you jot down and record notes that will remind you of personal circumstances during a conversation i.e. name of their dog, the holiday they have planned. This will help build rapport in future conversations.
Listen More Than You Talk
It’s important to remember that B2B telemarketing is a two-way conversation. This means that you should spend more time listening to your prospect than talking. By really listening to their needs, you’ll be able to address them better and close the sale.
Asking questions is a great way to gather information about your prospects and their needs. It’s also an opportunity to build rapport further and establish trust. So make sure to ask open-ended questions that require more than a yes or no answer. As soon as possible in the conversation, try your very best to accumulate an immediate interest from your potential client. You will have around 30 seconds to make a great first impact on the customer, so try to consider what you are going to say once the call becomes active, think of two or three sentences to impress and grab their attention immediately.
Be Prepared For Objections
No matter how good your pitch is, you’ll encounter objections from time to time. It’s essential to be prepared for these objections and know how to respond effectively. The goal is to overcome the objection and keep the conversation going. Make sure you are ready and prepared; quite a number of telemarketers deactivate the phone call when they are asked an awkward question or a question they don’t know the answer too. Make sure you are prepared and have the relevant answers at the ready. If you are asked a question that makes you are unsure of, explain to the potential customer that you will get back to them with the appropriate details.
Power Words Are Essential In B2B Telemarketing
Power words are words that evoke emotion and create a sense of urgency. They’re often used in sales and marketing materials to get people to take action. However, power words can be very effective in B2B telemarketing when appropriately used. Be conscious of using jargon within your conversation as you will leave people feeling confused and unsure about your products and services.
Incentives can be a great way to motivate prospects to act. If you offer something of value, they’ll be more likely to do business with you. Just make sure that your incentive is relevant to your product or service.
Get To The Point
When making a sales pitch, it’s essential to get to the point quickly. Prospects have short attention spans, so you need to make your pitch concise and to the end. Get straight to the benefits of your product or service, and don’t waste time with small talk. Some telemarketers have become too use to hanging up once they discover that the client is not pushing forward with an instant sale. Always ensure you finish a call politely by closing the conversation with goodbye and any details of follow-up calls. make sure you update all your notes onto a CRM or similar system ensuring that you set any follow-up calls accurately.
The Best Times for B2B Telemarketing Calls
Whether you are a business owner or part of the marketing team, you know the significance of B2B telemarketing calls in effective B2B telemarketing campaigns. Moreover, as marketers, generally you are aware that the process of building relationships with other businesses and consumers can take longer.
Business calls do not end with simply talking to one company representative. Although with closing a sale with the decision-makers; the managers or business owners. Conversely, for consumer calls, gathering B2B telemarketing data lists and upselling to potential customers require gaining their trust and considering their emotions.
In case you are wondering why the person you call hangs up on you. Or brushes you off seconds after picking up a call. Perhaps, you need to learn more about proper timing. Although, the best marketing tactic is to call them at the right time of the day.
When Is The Perfect Time To Carry Out B2B Telemarketing Calls?
For an early start, between 8 a.m. and 9 a.m.
The best time to start your B2B telemarketing calls is approximately an hour before a potential customer or a lead starts his or busy office hours. For example, attending meetings. However, don’t waste you or your contact person’s time during a lunch break. This is the hour when people are out of their desks. Therefore, they will not be very happy to be interrupted while enjoying their meals. So it is probably better to avoid calling between 12 and 2p.m.
In The Afternoon, Between 4 p.m. and 5 p.m.
Whether you are making a first or a follow-up call, or you missed the person earlier. Between 4 and 5 p.m. are ideal hours. To catch them at their desks or perhaps bringing the work day to a close. Therefore, if you are calling the office, by this time, meetings are already done and the day is almost wrapping up. And if you are calling at home, this is just before dinner. On the other hand, B2B telemarketing calls later than 5 p.m. is a time when you are most likely not to be entertained.
What Is The Best Day Of The Week?
When it comes to what days are the best to call, pick Thursday. This was according to a study conducted in 50 companies. Where results showed that Thursdays are right after the middle of the week when people are less busy and less stressed. Also avoid cold calling on Mondays and Fridays for the obvious reason that the former is the start of a busy week and the latter, either a day of office crunch or end of the work week.
Telemarketing is important to gather information about potential customers. Also aim to keep the lead person engaged while on the phone. This offers B2B companies opportunities to close a sale and convert individuals to buyers. So knowing when to make that call is vital. And having a comprehensive telemarketing data list from a strategic marketing agency results in a successful marketing campaign.
By following these tips, you will be on your way to improving your B2B marketing data results!
BDP Agency Call Centre
Telemarketing and call centre phone follow-up is often the vital final stage in your direct marketing campaign. Furthermore, it is often telemarketing that turns prospects into clients.
Fully trained telemarketing call centre
BDP Agency has its own team of fully trained, professional call centre staff who provide the telemarketing support your business needs.
Our BDP Agency call centre can provide a variety of telephone-based services:
Cold calling: Sales campaigns built exclusively around telemarketing with our business data.
Appointment setting: Setting up appointments with identified contacts – getting past gatekeepers!
Data gathering: Obtaining full contact information on relevant people within companies to update and expand data lists.
Campaign follow-up: Use of phone calls to follow-up emails and direct mail activity.
Our BDP telemarketing team is professional, focused and fully experienced in Managing Telemarketing campaigns.
If you have any questions or want to make a telemarketing data enquiry. Please contact us by calling the number above or fill out our contact form to request a call-back.
Further hints and tips on B2B telemarketing can be found on our Twitter account, and ways of getting organised will be in future blogs, and we are always happy to help you get the most from your purchase. Do you have any other information that has worked well for you? Please share them with us in the comments below. Let us know if these B2B telemarketing tips help you better your B2B telemarketing results. And if you have any additional information, please share them in the comments below.