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The Triple A of Telemarketing, Article 3 – Animation

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The Triple A of Telemarketing, Article 3 - Animation

For every process there is a culmination. It’s the zenith of all the patience, persistence, and perseverance that transpired during your efforts in achieving your goal. In the context of telemarketing, the culmination is the part where an appointment is set, or a lead has been generated.

But right between the middle and end parts of the call, there’s a phase where the telemarketer would shift its focus from the prospect to the sales pitch. That’s usually a very difficult transition to carry out, especially when the foundation of trust and confidence is not that strong.

That part reminds the prospect that he is indeed engaged in a sales call and the pitch is naturally inevitable. If the telemarketer is unable to smoothly and swiftly make that transition, the mission would be compromised, and the conversation will end up as nothing more than a chit chat.

So how do you effectively transition from attention to animation?

First, drop the “sales pitch”.

“A ‘pitch’ typically conjures up images of a one-way presentation, with the salesperson talking at a prospect, which is not the effective way to sell,” says Art Sobczak, President of BusinessByPhone.com. After listening to the prospect regarding their company’s needs and wants, it’s your turn to “animate” the situation by offering to help them.

Avoid generic statements.

Make sure that in describing how your product or service works, include the things that the prospect mentioned, to make it sound like it was specifically designed for them. For instance, instead of saying a generic statement like “Our portal solution is the recognized leader in efficient user experience”, address specific concerns by saying, “Our portal solution can reduce your user-experience woes by implementing an integrated sign-on system and synthesized log-in portals.”

You need to make them feel that what you’re offering is a recommendation, and not a sales pitch. By using their own words and language, describe to them how your product or service can directly address specific aspects of the challenges they mentioned earlier. By doing that, they would immediately see the benefits. It will also facilitate in convincing them to agree to an appointment or give out their pertinent information.

And lastly, don’t forget to add a little sauce to your dish by patting a prospect’s back after a successful conversation. Let them know that their decision to consider your product or service was a brilliant move, and it shall not be a subject of regret. Make them feel appreciated and express your excitement towards future interactions. Thank them for their time, and end the call on a pleasant note.

The Triple A of Telemarketing, Article 2: Attention

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The Triple A of Telemarketing, Article 2 - Attention

If you ask people to list down what they think are the qualities of a good telemarketer, they would probably include things like energetic, argumentative, persuasive, persistent, good talker, has a pleasant voice, warm and friendly, and professionally articulate.

A few, if not none, would include traits like keen observer, empathetic, and a good listener.

That’s because the standard persona of a telemarketer (or anyone involved in sales and marketing, for that matter) is someone who “controls” a conversation with a prospect. It is somewhat expected that the telemarketer would do all the convincing and selling, and then wait for a yes or a no, and that’s it.

Prospects should not lie at the mercy of telemarketers – it should be the other way around.

The flow of the conversation should be dictated by the one who ultimately has the power to take things to the next level, and that power is never rested on telemarketers. The decision comes from the prospects; therefore they should be listened to, not imposed upon.

This is how a telemarketing call should go:

  1. Telemarketer introduces self and company
  2. Telemarketer asks permission to discuss things, prospect agrees
  3. Telemarketer asks probing questions
  4. Prospects answer, may elaborate freely, while telemarketer listens
  5. Telemarketer acknowledges concerns, offers help
  6. Prospect asks questions, telemarketer answers
  7. Telemarketer offers appointment, prospect agrees
  8. Telemarketer thanks prospect, ends call

As you can see, the progress of a call relies greatly on prospects. If they respond negatively to any of these stages, then the call will fail. Telemarketers should aim to serve prospects, not overpower them. Prospects deserve attention, and to do that, there must be sincerity.

Most of us don’t really listen. Sometimes we just hear words, and if we do listen, we’re often just waiting for the other person to finish talking so we could be the one to talk. We often crave for our friends to listen to us, not realizing that we ourselves never lend our ears to them.

The greatest mistake a telemarketer could do is to dismiss whatever the prospect has just said. Some telemarketers respond with something completely unrelated, or repeat something that’s already been settled. Why? Because they don’t listen, and they’re too preoccupied with how they’re going to deliver their pitch.

How to Lose a Prospect in 5 Minutes: The Ultimate Disaster Guide for Telemarketers

According to forbes.com, here are some of the ways to give proper attention by listening:

  • Be attentive, but relaxed.
  • Keep an open mind.
  • Listen to the words and try to picture what the speaker is saying.
  • Don’t interrupt and don’t impose your “solutions.”
  • Wait for the speaker to pause to ask clarifying questions.
  • Try to feel what the speaker is feeling.
  • Pay attention to what isn’t said.

It’s a simple give and take relationship. If prospects feel that you’ve given them the attention they deserve, they’d be more open to consider what you have to say in the end. That makes it easier for you to better understand your prospect, establish a relationship and achieve your goals.

7 Habits Of Successful Telemarketers: No. 7 – They Are Humble Enough

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7 Habits Of Successful Telemarketers: No. 7 – They Are Humble Enough

If there is also a quality that you have to emulate from successful telemarketing representatives, then it has to be their humility. Even the best among men can make a mistake, but it takes exceptional people to admit that they did. But that is the secret for a successful relationship building with potential B2B leads. It is good to really be knowledgeable about your business, but you cannot really have everything at your fingertips. In case you are lacking, admit to your short-comings and make sure that you get back to your lead generation prospects once you have what they need.

It is not that hard to imagine just how difficult it is to be honest and simply admit that you have made a mistake, or fail to deliver. That is bad news for business. And it is only natural that you would try to deny it or make excuses for it. Now that would be much worse.

Also, it does not really hurt if you ask help from others, especially if those people are much more knowledgeable than you in terms of business and market experience. Yes, you might look stupid at the start, but once you got things right, you will also look right.

Another thing, remember that appointment setting requires some level of negotiations, so be prepared to give some compromises to your prospective sales leads.

True, being humble and really willing to help your prospects can help you be more successful in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 6 – They Know How To Sell

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7 Habits Of Successful Telemarketers: No. 6 – They Know How To Sell

Of course, not all successful telemarketers possess the same qualities. There will be some who would be different from others, in terms of how they conduct their lead generation campaign or the kind of sales leads they wish to generate. Still, the one common tie that connects them all is this: they can sell. And when it comes to selling, they are actually very good at it. Despite the negative perception of the term ‘selling’ in the minds of a lot of people, there are things we do that actually possess the nature of selling, not to mention these are the very things that we can emulate for ourselves.

For example, good sellers can explain their side properly. You do not have to actually sell something, but the mere fact that you can get your ideas across other people is actually a very good habit. Also, good sellers are excellent listeners. This is something you will need in your appointment setting process, since you will definitely be making some negotiations at this point. Another quality of selling that you can follow is the act of compromise. No one can have everything in this world, and that is the same thing with business. You have to adjust to the needs of your prospects before you get them to become B2B leads.

There are other qualities is selling that you can emulate from successful marketers, and you can learn these along the way. Anyway, if you actually deliver what you promise, your telemarketing campaign would be more successful in the end.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

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7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

Another habit of excellent lead generation specialists is with regards to momentum. Once they have started their work, rarely will you see them stop. If they did, they would probably be switching gears or improving their offer, which would translate to better sales leads. A good marketer would be content with the success of their current campaign. An excellent one would try to find more ways to improve and make more money. This is a habit that will surely bring you more benefits in terms of B2B leads generated. But the question here is this: how will you go about it?

First, you need to actually start something. No matter how good you are in getting the telemarketing job done, if you did make any effort to actually do something, then nothing will come out of your efforts at all.

Second, try shutting off all distractions during your work. Be it your cell phone or emails coming in, once you are in the middle of your work, you should only concentrate in what you are doing. Answering all your emails (which will never end) or looking at your phone (which can pretty much be all the time) will not only waste your time, but will also reduce your productivity.

And lastly, look to do better. A hallmark of successful appointment setting campaigns is the constant improvements done to maximize impact on the audience.

Do these things, and you can be sure to be successful in your overall lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

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7 Habits Of Successful Telemarketers: No. 4 – Aiming High

The mark of an excellent telemarketing representative also consists of having a high aim. That is an essential part of a successful lead generation process. After all, having a goal can concretize your efforts, helping you maintain your pacing. Of course, when it comes to goals, you need to know what exactly it should be. Setting your sales leads aims too high will lead you to fail, while setting them too low will also cause you to be mediocre. In this case, you need to remember a few important points.

One, it must be a personal goal. Sure, you should follow the general aim of your marketing team, but if you do not put a personal intent in it, then you will lose steam in the long run. You have to make your aims your very own.

Second, it must be feasible. As I have mentioned earlier, your aim will determine the success of your campaign. So, if you set your appointment setting goals too high, you might not be able to reach it, discouraging you. Set it too low, and you will not be able to shine.

Lastly, it must also be measurable. You need to quantify the success or failure of your campaign, which means you need to conduct it through a measurable medium. For example, you can use telemarketing. It is very affordable, and it can reach a lot more prospects in a single day. Plus, you can measure it, too.

Follow these, and you can aim high in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

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7 Habits Of Successful Telemarketers_No 3 – Go Against The Flow

There are many good habits that successful lead generation representatives can practice. The third point to consider would be the idea of going against the trends. Following trending topics is fine. Come to think of it, this is an important part of the marketing process. You need to know what is foremost in the customers’ mind, and use that knowledge to craft a better plan in generating qualified sales leads. Failure to do so would only weaken your appointment setting capabilities. What do you think made marketers stand out? What made Steve Jobs, Jeff Bezos, Bill Gates, and Warren  Buffett win?

They went against the flow.

Despite what the market trends showed, these people decided to go ahead with their revolutionary changes. The result is an astounding increase in sales and profits. Sure, these did not occur overnight, but the mere fact they went against conventions of their time changed the world we are living in today. Instead of following a sure trail, blazing a new path can bring you better results. It can be in the form of products you offer, or the marketing tools you use, even the likes of telemarketing. All these things can play a big role in your success in B2B leads.

Do not be afraid to go against the flow. Yes, the risk of failure is high, but the rewards you get if you succeed will more than make up for it. Just do your best, perform your research, and believe in what you do. That will give you success in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 2 – They Work

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7 Habits Of Successful Telemarketers #2  They Work

Another habit of very successful telemarketing representatives is that they actually do some work. Unlike the average worker, these marketers really do their best when they are in the production floor. This could best explain their ability to generate a lot of sales leads at the end of the day. A little productiveness can be a real benefit for those involved in B2B leads generation. And usually, the ones that work a lot during their shift tends to finish their job earliest. You can do that too. All you need is to follow these simple tips:

  1. No phones – turn off your phones when you are already in your work station. Unless someone needs to contact you by phone, there is no need for it in the usual run of the day. Besides, if your phone receives a call, it can create a nasty feedback with your telemarketing equipment.
  2. No emails – checking emails is good, but doing that all the time will just waste your time. You can just open it at the start of the shift, and then check in again before the day ends. That would be enough to tell you if there are any tasks to be done.
  3. No gossip – really, that should be the last thing you should be doing, since it wastes a good amount of your time, not to mention giving you useless information. Better concentrate with your own lead generation work, which is a better idea.

Really, just do these things, and your appointment setting campaign will be all right.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

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Successful Telemarketers - No  Back-ups

One of the most important components of a successful lead generation campaign would be the people leading the frontlines. They are the ones responsible in generating qualified B2B leads, so they have to be the very best in the business. There are different kinds of successful people, with qualities that made them so. You can be one of such people, provided that you know how to actually pull it off. You see, the secret to a successful appointment setting process lies in your business habits. Developing these would be to your advantage. Now, let us discuss one of these points: having no back-up plans.

Back-up plans are good. It provides you with a fall back platform in case your initial lead generation plan fails. While this can give you some breathing space as you plan your next marketing move, a disappointing trend has been developing among many marketers, especially those in telemarketing – they always depend on the back-up plan. Because of this, they end up slacking off or slowing down in their work, which translates to a reduction in sales leads production. Truly, if you want to be at your lead generation best, you should work like you have no back-up plan. Having such a mindset will compel you to do your best at the initial business campaign.

A lot of successful telemarketers have done that in the past. Besides, in this fast-paced business environment, creating a back-up plan can be an unnecessary burden. Better give you best at the first try, so you have fewer problems to think about.

Get Better Success On Trade Fairs With Event Telemarketing

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Get Better Success On Trade Fairs With Event Telemarketing

Trade fairs are a popular way to network with new and existing clients, and are great places to find hot sales leads. However, it’s no secret that trade shows can be quite expensive, which is why you have to make sure that when you attend or host a trade show, a good quantity of qualified sales leads must be present.

Invitation methods to these events can vary, and there are various options you can choose. One good choice is to hire professional telemarketers to increase the number of attendees of your event. These outbound telemarketing professionals help to make sure that your targeted leads actually attend so that you don’t just end up with a venue full of absentees.

Anyone who’s been through a trade fair before knows that invitees have a tendency to promise an attendance, and yet when the scheduled date arrives, they suddenly have an important matter to attend to instead. Professional telemarketers from a reliable lead generation company can increase the likelihood of your sales leads attending by reminding them of the event a few days or even a few hours prior so that they don’t forget. But that’s not all they can do to help you. These outbound telemarketing professionals can also follow-up on your leads right after the trade show, which further increase your chances of closing a sale with your leads.

So for your next trade fair, find the right telemarketing company that can provide you with professional telemarketers who have years of experience doing event telemarketing, and you will have better ROI on your next event.

 

How NOT To Manage Your Telemarketers

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There are plenty of avoidable mistakes that business managers make when managing their telemarketing teams. The allure of gaining new clients or customers and achieving high revenues can lead business owners to disregard proper management practices that eventually add to the negative image of professional telemarketing. To get better results from this direct marketing channel, here are six suggestions on how NOT to manage your telemarketers:

  1. Hiring telemarketers en masse – hiring a large number of telemarketing people within a short period of time means you spend less time evaluating the skills of each person. This will only jeopardize your business and require you to pay people for work that they are not qualified to perform effectively.
  2. Giving them a calling list that includes…just about everyone – your telemarketers receive the full force of rejection and anger from irate sales leads everyday, strive to reach quotas and yet still manage to assume a happy disposition for every call. The least you can do to help your professional telemarketers do their job properly is to arm them with a well-targeted list to give your telemarketers a better chance of reaching their quotas and limit the number of unrelated, irate calls, effectively reducing stressors.
  3. Setting unrealistic goals – setting impossibly high quotas that your telemarketers could never reach will cause a huge blow on their morale. Eventually, they’ll just stop trying to get even one successful sales lead because they feel all efforts towards reaching your absurdly high quotas are useless . On the other hand, giving them realistic goals will encourage them to strive harder and even surpass the limits you’ve set, which means more sales leads and higher revenue for your company.
  4. Undermining a telemarketer’s free will – give your telemarketers some space to actually use their own God-given skills to solve problems. Hawking over them to monitor every little detail of their work will only increase their stress levels, which means they are not in optimal shape to qualify leads, handle technical support issues or even sell products and services.
  5. Eagerly promoting top performers to management – do you really expect your sales leads to soar by removing your best telemarketers from the production floor? Unless you are confident that your top performers have the skills to become great managers, you might want to keep them burning the phone lines a little longer.
  6. Scrimping on additional training – experience beats training, you might argue. But keeping your frontliners regularly updated with current trends in telemarketing best practices will help improve their overall work performance in the long run.

How to Generate Quality Technology Leads from Singapore

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How to Generate Quality Technology Leads from Singapore

Singapore – derived from the Malay term Singapura which literally means the Lion City, is known for their wealthy and highly developed economy. A lot of industries contribute to the growth of their economy. In the Singapore economy section of guidemesingapore.com, they have a report on the city-state’s key industries. A snippet of their news article states:

“The manufacturing sector contributes anywhere between 20-30% to Singapore’s GDP annually. The major industries include electronics (semi-conductors, precision-engineering, etc.), pharmaceutical, chemicals, construction, and ship-building. Beginning in the last quarter of 2007 and until the second quarter of 2008, the manufacturing industry’s growth was quite sluggish. The slowdown can be attributed to various factors such as the weakening of the US dollar, general slow down of major economies and in turn, decrease in overseas demand.”

Among the stated industries, the electronic or technology sector is perhaps the most sought after market in this Southeast Asian city-state. The sector contributes to a large amount of Singapore’s economy in terms of GDP and PPP. It is no wonder that many are trying to contact the companies in this city-state that are dwelling within the information technology sector. They know that whenever a business successfully transacts with other companies located in Singaporean soil, they are bound to acquire a huge impact within their sales output. More sales mean more revenue, and an increase in revenue means a higher chance of achieving growth for the business.

In order to effectively get in touch with these Singaporean IT companies, there is a need for professional help and this can come in the form of well experienced telemarketers.

Why is there a need for the services of a telemarketing company?

First of all, it does not necessarily mean that only companies in Singapore are allowed to target other organizations and firms located in the same locale. There are times that even foreign companies would like to target IT companies within the Lion City. However, spending on airfare is definitely out of the question.

For this reason, telemarketing in Singapore can come in handy. Call centers can contact potential clients easily and effectively through the use of the telephone. So it would not matter if the business or the prospects are miles apart from each other. With the aid of the telemarketing firm, distance means nothing. Because of this innovation, large number of calls can be completed per day, more than a hundred in fact. So if the campaign would last for thirty business days and the average number of calls are around 160 a day, then the total number of prospects that can be contacted is around 4,500 by the end of the campaign period. Try doing that with traveling alone.

Lead generation with the aid of telemarketing is not only limited to just contacting prospects once. Once a potential client has been seen to have an interest in the purchase, telemarketers continue on with many other processes, like lead nurturing and lead qualification, to maximize the chances of the potential client to become a certified customer of the business.

Cold calling Singaporean IT companies is the best way to generate technology leads and even set business appointments with their decision makers or maybe just their sales representatives. Nonetheless, the services of these professional telemarketers should be acquired to lower down costs while still managing to increase a company’s ROI.

Source:

http://www.guidemesingapore.com/relocation/introduction/singapores-economy