The 5 F’s of Data Hygiene for Deeper Sales Conversations

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

 

 
Data is the new oil.
Without it, your sales engine stops running.

 

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

 

The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time

 

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

 

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

 

#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter

Related: Ways to Optimize your Marketing List for your Multi-Channel Campaigns

 

#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: Get Rid of Dead Leads on your Database in Singapore

 

#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

 

#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

Related: The Secrets to Increase your Database with Qualified Contacts

 

#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

 

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

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3 SMART Calling Strategies to Get More Appointments

3 SMART Calling Strategies to Get More Appointments

3 SMART Calling Strategies to Get More Appointments

Singapore B2B companies want only the best result for their telemarketing campaigns. Aside from the fact that telemarketing is still a relevant outreach channel, organizations are using it as a means to produce better results in terms of revenue and market influence. However, to bring about the full benefits that telemarketing gives involves the application SMART Calling.

As you may all know, SMART is a basic concept in the world of business management. Business owners could hardly survive their respective markets without coming with plans that are specific, measurable, attainable, realistic, and timely. Without a SMART blueprint in mind, it would be difficult to open up new opportunities let alone generate a greater ROI for all your marketing efforts.

With SMART Calling, B2B businesses will have to make sure that their telemarketing campaigns are designed in line with their specific objectives. For one, companies in this industry aim to increase the number of sales appointments they can produce every month. To do that, they need to make sure that a good number of leads they get are nurtured and prepped up for an appointment with a sales rep.

If anything, selling isn’t always about pitching a product to someone you think is interested in your product. It’s actually more crucial to interact with your client first by initiating a conversation that strategically puts you in a position to set up an appointment.

A lot of factors are involved prior to a sales appointment. The best way to go about this is to make use of SMART Calling approaches that will surely help you produce a good number of sales appointments.  

Apply these best practices and see the volume of your appointments (and eventually, your conversion numbers) go through the roof.

 

List down your talking points

A good marketer knows better than to arrive unprepared for what’s to come. So, prior to a calling campaign, make sure you have everything you need to create effective talking points.

This involves defining the structure of your calls and anticipating possible questions. Your B2B prospects would appreciate it if you call with a purpose in mind. For one, they don’t really have the luxury of time to accept calls they don’t need from the get-go. So, it’s important to let the prospect know that you have something valuable that they would want to adopt.

Apparently, getting a sales appointment depends on how well you interact with a prospect during the initial engagement. Make your first impressions count. As a good rule of thumb, craft your call scripts together with sales and determine the most relevant questions that will lead you towards setting an appointment.

Related: A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

 

Make it natural

Call scripts are always crucial to basically any task or activity that involves calling. Still, if you aim to increase the number of appointments you generate, it’s often best to steer clear of relying too much on the script.

A SMART Calling approach entails making the conversations as natural as possible. The call script is only there for your reference. To get potential clients to book an appointment, you need to connect with them at a more casual level.

One thing’s for sure, automated messages won’t simply work, neither will “canned” questions and talking points. Instead of reading verbatim, lift only important keywords from the script and “repackage” them into natural and relevant conversational topics.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Focus on value

Nothing motivates a B2B prospect more than the amount of value they can generate for their business. In this sense, you need to provide your prospects with relevant information on your products and services. However, don’t focus too much on setting everything on the table. Choose your words wisely and provide the other person some space to talk about their needs.

Once you have the prospect talk about the issues or problems that they are currently facing, you can then proceed to the next phase of a SMART Calling session, which is to provide value.

For this, show the prospect what your products and services can do to help them save time and money, or reducing the workload. Expect more queries along the way, which is a good thing since questions indicate that your prospect has enough interest in your offers to know more.

From there, you can send them either a case study or whitepaper to further inform their decisions. On the next session, your prospect will be more likely to set a sales appointment with you.

Again, value should be your main target, so it’s always a good idea to give your prospects a glimpse of how easier life gets through your products or services.

Related: How to make Prospect Realize They Need your Product or Services

 

Leverage technology and make smarter touchpoints

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

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Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

 

Telemarketing still pretty much remains a numbers game.

 

To deliver results, calls need to be made at scale.

 

Not convinced?

 

Let’s do the math…

 

Let’s say your funnel looks like this:

15% of contacts you reach are decision makers
25% of decision makers contacted become qualified leads
50% of qualified leads become sales-ready

 

If you want your reps to meet 20 opportunities,
you need to call up over 1,000 prospects.

 

Keep in mind that’s all based on some pretty decent conversion rates.

 

If those percentages go down,
you have to call more contacts to hit your targets.

 

That’s why you need volume to get results.

 

To manage and improve sales call volume,
keep a close eye on these 4 crucial metrics…

 

#1 Calls Per Hour

  • This shows you the average rate an agent/rep places calls.
  • High calls-per-hour numbers are generally a good sign.
  • But when this metric is too high, it indicates low-quality conversations.
  • So, don’t look at this metric by itself.

 

#2 Average Call Length (Average Talk Time)

  • This indicates how much time an agent/rep usually spends on each call.
  • You want to keep average talk times below some threshold.
  • But very low call lengths can also mean low-quality conversations.
  • To understand this metric, also look at script complexity and amount of admin work required.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

#3 Occupancy Rate

  • This is the ratio of time spent on calls versus time spent between calls.
  • It tells you how efficiently agents/reps use their time.
  • Occupancy rates greater than 1 indicate agents are spending more time calling than not calling.
  • If it’s below 1, it means something is keeping an agent preoccupied between calls.

 

#4 Calls Per Record

  • This shows how many times an agent/rep dials a record, on average.
  • It tells you how persistently agents pursue each contact.
  • Keep in mind that it takes up to 18 touches to reach a lead.
  • So, always be sure this metric is flashing on your dashboard.

Related: The Follow-up Strategies in Cold Calling to Counter the Five “NOs”

 

To start managing your sales call volume, keep track of:

  • Calls per hour
  • Average talk time
  • Occupancy rate
  • Calls per record

 

 

Drive more customers into your sales funnel using Callbox Multi-Channel Marketing Strategy

Ready to talk? Schedule a consultation 

or Dial +65 3159.1112 | WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

3 SMART Calling Strategies to Get More Appointments
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: Telemarketing: Why Singaporean Prospects Turn You Down

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.


Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]


 

 

Get more customers in your sales funnel using Callbox Multi-Channel Marketing Strategy

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

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Why Telemarketing Brings In More Qualified Leads

Why Telemarketing Brings In More Qualified Leads

Why Telemarketing Brings In More Qualified Leads

If you visit the Jobstreet website and filter your job search Telemarketing you will find more than half a thousand jobs are available, daily. This means that telemarketing has kept its popularity level despite the apparent expanse of digital marketing strategies like mobile, email, content and social media.

Of course, we’d like to give credit to new technology. In fact, these digital marketing tools largely contribute to the businesses’ goal achievement as their effectiveness are specific and measurable. See how they fare:

 

Mobile Marketing

Who doesn’t have a mobile phone these days? Statistics show that there are about 4.41 million smartphone users in Singapore this 2018 and is expected to surge to 4.82 by 2022. (Statista)

A large scale of this data comes from the business category.

Related: Callbox Rolls Out WhatsApp Click-to-Chat Integration on Website

Email Marketing

Singaporeans are more confident to engage with personal advertising via email. In fact, they sign up largely on emails (62%) over other media like SEO (47%), social networks (46%) and online banner (38%); checking their emails at least once per week. This is a good reference on how to quickly generate leads in Singapore.

Related: A Visual Guide to Email Marketing Analytics [INFOGRAPHIC]

Content Marketing

Globally, 91% of B2B marketers and 86% of B2C marketers use content marketing as part of their overall marketing strategy. Customers have become more curious about what more a product can offer aside from its usage, price, and effect. (MarketingProfs)

Related: Shocking Statistics in Content Marketing in Asia [INFOGRAPHIC]

Social Media Marketing

Singapore’s top brands rely much on social media. The top five industries that utilize facebook are Services, Retail, E-commerce, Retail Food, and Accommodation. The Shilla Duty-Free has the most number of interactions, while Singtel is the most responsive. (Socialbikers)

 

But where does telemarketing come in the picture?

But where does telemarketing come in the picture?

Statistically, telemarketing comes less familiar to digital; indeed, the very word itself may connote a negative meaning or impression to end users. What’s worse is some marketing specialists claim that they are now fully engaged with digital innovations and even declared telemarketing dead.

However, what they have not realized is that these digital marketing tactics are just start points of the holistic lead generation process which would lead them to the capping stage – telemarketing. 


A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]


Take a look…

A lead that was generated from any of these digital marketing channels remains as is until it goes through customer profiling to validate information, and accuracy of demographic and psychographic data of the prospect. Data that were filtered with positive results would then be the qualifying factors for the prospect to become a candidate for gauging interest which is done via calling. A prospect that was confirmed as interested and identified that has a need of the product or service is then fully classified as a Qualified Lead. Note that this whole process is done by calling, talking to the prospect on his landline or mobile phone which either way, by the way, is still called “telemarketing”.

Related: Ways to Improve The Quality of Your Leads

 

In conclusion, leads generated from digital marketing tactics can only be classified as Qualified Leads once gone through the final stage of the whole lead generation process which is Telemarketing.

Related: Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

 

 

Trouble handling early sales objections? Check out our Telemarketing Tips Video 

How to Handle Early Sales Objections, According to Science [VIDEO]

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

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A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

Telemarketing boosts marketers’ performance by delivering leads at scale and producing results in real-time. Given this channel’s current function, the success of today’s telemarketing campaigns, argues Robert Howells of the Global Marketing Associates, hinges on better use of data.

One crucial data-related aspect that needs a major rethink is telemarketing performance metrics. As the channel evolves, so do the yardsticks used to measure performance. Today’s marketers rely on a dizzying array of metrics and indicators to gauge how well each component of their strategy is working, including telemarketing. Modern telemarketing performance metrics help marketers answer five key questions about their campaigns:

  • Database Quality – Is your database accurate and relevant?
  • Activity and Volume – Are you making the right number of calls?
  • Reach Rate – Are you talking to the right people?
  • Conversions – Are calls driving the desired action?
  • Costs, Revenues, and ROI – Is your campaign making or losing money?

These are the five areas to look at when evaluating telemarketing performance—whether you’re running campaigns in-house or outsourcing to an agency. In this post, we’ll go over the important telemarketing performance metrics to keep track of under each category and find out how to make informed decisions based on the numbers.

 

A Visual Guide to Telemarketing Performance Metrics

 

Transcript:

 


Database Quality – Is your database accurate and relevant?


Overall List Health

The ratio of known errors to the number of records. These errors include missing values, duplicates, invalid contacts, data entry errors, etc.

Segmentation Fields

The level of segmentation a list allows. Does your list contain valid industry codes, job titles, etc.? How well do the segments match your target buyer profiles or personas?

List Penetration Rates

The number of positive contacts, conversations with decision makers, and the number of conversions your campaign generates.

New Information Gathered

The amount of new information obtained or verified through phone calls. How many new records were you able to add? How many fields did you update or verify?

Related: The Secrets to Increase your Database with Qualified Contacts [VIDEO]

 


Activity and Volume – Are you making the right number of calls?


Calls per Hour

This metric indicates the average rate at which an agent or rep places calls. While high calls-per-hour figures are generally a good sign, the quality of each call matters more than quantity alone.

Average Call length (Average Talk Time)

This is the average amount of time an agent or rep spends on each call. To make meaningful comparisons, make sure you take factors like the length of the call script and admin work required.

Occupancy Rate

This metric refers to the time an agent or rep spends on calls versus the time spent between calls. Occupancy rates tell you how productively agents allocate their time.

Calls per Record

According to data cited by HubSpot, It takes 18 calls on average to actually reach a B2B buyer.

 


Reach Rates – Are you talking to the right people?


Positive Contact Ratio

The percentage of dialed records where agents are able to speak with the target contact.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

Abandonment Rate

The percentage of calls which aren’t picked up by the target contact.

Unique Decision Maker Conversations

This metric gives insight into data quality as well as lets you compare initial contact versus callbacks and follow-ups.

Requests for Information (RFIs)

This metric looks at how many positive contacts asked for materials about the offer or company.

Not Interested

A very high number of not interested prospects can mean you’re targeting the wrong audience, but it can also indicate that agents are doing a good job filtering unqualified leads.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 


Conversions – Are calls driving the desired action?


Lead Conversion Rates

This is the percentage of decision makers reached that qualify as leads(schedule a face-to-face meeting, sign up for a free trial, verify some information, etc.).

Call-to-Close Ratio

This is the percentage of telemarketing-generated leads that actually convert into paying customers.

Calls per Outcome

This metric tells you how many calls it takes to get a result (conversion). Calls per outcome measures how efficiently a campaign generates results and you largely want to minimize this metric.

 


Costs and ROI – Is your campaign making or losing money?


Cost per Lead and Cost per Opportunity

This is the total costs incurred in the campaign divided by the total telemarketing-generated leads (or opportunities).

ROI

The revenues attributable to the channel divided by the total telemarketing costs. This is usually estimated through attribution models such as first touch, last touch, weighted, time decay, linear, and position-based attribution.

Related: Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

3 SMART Calling Strategies to Get More Appointments
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
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How to Handle Early Sales Objections, According to Science [VIDEO]

How to Handle Early Sales Objections, According to Science [VIDEO]

 

 

Objections pop up anywhere in the sales process.

We know they prevent deals from closing.

But they also stop sales conversations from moving forward.

That’s why you need to handle early sales objections.

With a little help from science,

these obstacles become guideposts.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

 

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

  • This uses the ‘Context Effect’ in psychology.
  • The context surrounding an event affects how it’s perceived.

Related: How to Spot a “Requested More Information” in Every Sales Objection

 

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

  • This response reverses the direction of change.
  • It’s the best way to overcome status quo bias.

Related: Telemarketing: Why Singaporean Prospects Turn You Down

 

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

  • Prioritizing activities is better than time management.
  • Best-selling author Rory Vaden shows this approach defeats procrastination.

Related: The Follow-up Strategies in Cold Calling to Counter the Five “NOs”

 

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

  • This response shows empathy.
  • Harvard neuroscience research finds that trust depends on empathy.

Related: How to make Prospect Realize They Need your Product or Services

 

Try these tactics out for yourself
…and take the conversation to the next level.

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

3 SMART Calling Strategies to Get More Appointments
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]
4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

 

 

On average, seasoned reps get past gatekeepers only 13% of the time.
For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video,
you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls,
they’re really just doing two things:

  1. Keeping the wrong person away from the boss
  2. Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

 

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

  1. Referrals from people in their companies
  2. Referrals from trusted external sources

So, leverage your network and ask for an introduction.

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

  • Send a short intro email
  • Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

Related: The Follow-up Strategies in Cold Calling to Counter the Five “NOs”

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

  • Point out a recent award, published post, or announcement by the decision-maker
  • Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

  • Always redirect with a question
  • Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

 

Now, try these 4 ideas out on your next sales call.

Related: Telemarketing: Why Singaporean Prospects Turn You Down

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

3 SMART Calling Strategies to Get More Appointments
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO]
Telemarketing: Why Singaporean Prospects Turn You Down

Telemarketing: Why Singaporean Prospects Turn You Down

Telemarketing: Why Singaporean Prospects Turn You Down

For a lot of B2B companies in Singapore, telemarketing is still a strategy that enjoys mass appeal among solutions providers across different industries in the city-state. The reason for this is that a lot of Singaporean companies believe in the fact that humanized interactions are important in business outreach. You simply can’t win hearts and minds if you just settle for communication channels where there are limits to how you can influence your audience.

Which leads us to the question of how to make telemarketing calls even more effective in terms of generating quality sales leads.

First, however, we have to know what makes a truly effective telemarketing call. Every company has its own notion of what makes an engaging talking point. But when it comes down to the actual application, not many of these companies could hit the right notes.

For sure, success rates vary depending on the type of people handling a telemarketing campaign. But beyond that, there are other factors that influence the success of a cold call for the purpose of generating a lead.

It is also essential to focus on crafting conversations that strum the right chords and keep prospects within the sales cycle. Most of the time, gaining a new client relies on how well you construct the information you want them to hear. It also involves identifying talking points that can instantly turn a prospect off.

If anything, there are reasons why prospects get turned off. And if you want to improve your lead generation efforts, you need to avoid these pitfalls.

1.) The prospect didn’t understand you

Especially for the IT, software and the financial crowd, we just can’t help ourselves from being too technical when we talk about our product and services.

But often, it is these technicalities that cause ambiguity. Assuming that the prospect already knows what you are talking about will, in fact, give your prospect all the more reason to reject you. They are, in fact, more concerned about results than the mechanics involved.

 

A word of advice: Don’t keep your prospect in the dark by using a language they have to decode themselves. Go beyond this barrier and just communicate in their own terms by telling what results you can right off the bat. Learn how to counter your prospect’s rejection.

 

2.) The prospect is already eyeing another vendor

Sometimes, the reason why prospects decline your telemarketing calls is that they already have legitimate reasons to do so.

One of these reasons is that a competitor has already grabbed their attention. There’s little you can do at this point – except of course you give a pitch that will eventually change the prospect’s mind.

Situations such as this should be addressed appropriately because these offer opportunities to make better offers. With this, you have emphasized the high points of your product and make a perfect case for showing them how different you are from the competition.

Related: How to make Prospect Realize They Need your Product or Services

3.) The prospect is on a tight budget

So, you feel that you’re prospect’s interest is at its peak and it is high time to make a pitch. But the moment you talk about price, the prospect will suddenly have a change in tone.

“We are not ready to purchase yet” is probably the safest reply a B2B telemarketer could get but it speaks volumes about a prospect’s potential to purchase.

But even if that were the case, it will be a waste to sever your ties with the prospect right then and there. Instead of taking the road of defeat, give your prospect some time to think about the details of your offer and make ask if you can make another call in the future to discuss an opportunity to scale the price tag down.

Related: How Prospects Really Want You to Follow Up

The prospect is unimpressed

Like it or not, you just can’t force your prospects to like you. But it all depends on how you present your brand actually.

There is, after all, no magic spell that will draw prospects in, but this doesn’t mean the end of your engagement. You only need to retreat and try again. Tell the prospect that you appreciate their feedback. After that, ask if you can make a follow-up call in a week or two. It will be enough time to think through your initial conversation and create better-talking points that suit their demands and finally impress them.

 

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Ways to Optimize your Marketing List for your Multi-Channel Campaigns
Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline
Quick Telemarketing and Email Campaign Fixes You Need to Know
How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

When I was new in the sales industry, I feel the need to tell my prospects that my product is “the best in the market”. However, I found out that you don’t need to rush into talking about your product or service. In order to sell effectively, you would want to make your prospects feel comfortable when talking to you. Why? Because people often talk to or buy from someone they know and trust.

With that being said, here are the 5 psychological triggers that would make prospects want your product and services.

  • Tell a different story, every time.

Customize your approach. Most sales reps research about their prospects (check on their social media profiles) before calling them. As a salesperson, you should know prospects are different. They are going through different problems and have different needs. So having the same sales pitch may work to some but won’t be applicable to others.

For example, a prospect with problems on their accounting software would want to hear you can help them with their accounting needs. While a prospect who is looking for a payroll solution is willing to talk to you if you can offer them a payroll solution.

But how do you identify your prospects’ needs? Ask about their current setup. Focus on their pain and be happy to offer a solution.

Related: Show Customer Care with Inbound Lead Qualification

  • Associate pain with pleasure.

Focus on your prospects rather than telling more about your products and services. Identify their pain and empathize.

How to identify their pain? Ask about their current setup.

For example: You’re selling software over the phone. You can ask questions such as;

“What software are you currently using? For how long?”

“How is it working for you?”

“Do you have any issues or challenges with your current software?”

“Are there any areas that you wish to improve?”

By asking these questions, you are trying to find out what do they need and what solution you can offer that can help them solve their problems.

How to empathize? Use lines such as;

“I understand where you’re coming from.”

“I see what you’re going through.”

However, most of the time, the main issue is that many prospects don’t know they have a problem until you pointed it out to them. So dig in and make them realize they have a problem with their organization. Upon knowing their pain and making them feel you understand what they’re going through, be happy to offer a solution to their problems. Make it sound like you’re the only one who can help them.

Related: The Three-Step Guide to Better Customer Retention in Singapore

  • Inspire curiosity.

When talking to prospects over the phone, don’t tell everything about your product. Prospects who are curious are more likely to listen to what you are about to say – whether they need it or not.

How to trigger curiosity?

Related: Use These Phrases to Impress Singaporean Prospects When Calling

  • Build anticipation for the introduction.

Tell them what they’re going to get when they listen to you.

For example:

I’m calling about your software and I’d like to find out how we can help you improve your business operations.

  • Tell a story but don’t finish it.

For example:

You’re probably wondering how ABC Co. and XYZ Company (mention any clients that you might have) became number 1 in their industry? You’ll be surprised how they managed to grow big and stay ahead of their competitors.

Also, participating in events is a good way to use curiosity, why? Prospects can see your product at the same time, you can Demonstrate how your product or service could be the only solution they’ll need. Whether you do it in-house or would consider outsourcing, the whole point of lead generation is making prospects realize they have a problem with their organization and your product or service is the solution.

Related: Gain New Market Opportunities in Singapore with Outsourced Telemarketing Service

Very seldom you’ll find prospects that are really interested. So if I were you, just pick up that phone and talk to them. They might say no, for now, but if you nurture and build a relationship with them they’ll eventually say yes when they’re ready to do business with you.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Ways to Optimize your Marketing List for your Multi-Channel Campaigns

Ways to Optimize your Marketing List for your Multi-Channel Campaigns

/
Improve the quality of your marketing list with the help of this checklist and start driving more qualified potential customers into your sales pipeline.
Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

/
Learn how to manage your lapsed leads by utilizing these tricks to make sure that no previous or potential customer is ever left behind!
Quick Telemarketing and Email Campaign Fixes You Need to Know

Quick Telemarketing and Email Campaign Fixes You Need to Know

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Telemarketing and email marketing makes it possible to educate target audiences about your offers. But just like any marketing approach, B2B telemarketing and email market have challenges that should be addressed.
Tips in Finding Assistance for Telecalling Campaign in Singapore

Tips in Finding Assistance for Telecalling Campaign in Singapore

Planning a perfect vacation is not solely finding a virgin island with a white sand beach in the Bahamas and staying in the comfiest bed of a 5-star hotel, but starts off with a checklist of stuff you need to take note of before, during and after vacation. Deciding where you want to go, booking a flight and hotel and finding the best restos are just part and parcel of the whole trip. Little things like double-checking plane tickets, passport and visa details and setting the proper expectation in the office before you leave may have to be necessarily considered before you pack your bags.

Setting a telecalling campaign would require you to find assistance from people and tools in order to cope with campaign requirements. Having a goal and employing staff to set appointments on your behalf is not enough to hit your targets for the business. You’ve got to have the right people in place and use the right tools. Here’s a simple checklist on finding assistance for telecalling campaign.

First…

Find A Telemarketing Team

Choose the one that has been in the business for at least 10 years and could provide collaterals to prove their services effectiveness. A referral from someone who has worked with a certain telemarketing provider may work well rather than those you just researched.

Second…

Look Closer On The Necessary Marketing Tools

This could possibly be provided by the telecalling company but you have to take a closer look on the the kind of tools and processes they use. Make sure that the tools are capable of the providing the needs of your campaign like email marketing, nurturing and smart calling. Check out 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

Third…

Set Call Metrics

Track call metrics or key performance indicators with your telecalling provider in order to gauge success. Getting many numbers of appointments in a day will not guarantee solid appointments but needs to be capped by quality in terms of speaking with the right prospects, uncovering business needs and gaining trust and commitment to ensure work quality.

Related: How Outsourced Appointment Setting Team help Accelerate Growth

Fourth…

Leverage On Multi-Channel Programs

Technology has taken its toll on business and you’d eat dust if you don’t keep up. People think, talk and move fast through all sorts of communication: web, mobile, email etc. These are intertwining communication avenues that most businesses utilize. Reach the right prospect and get your message to them at the right time via the different communication channels. Choose the one that could best connect and let you clearly communicate with target contacts.     

Related: The Increasing Importance of Multi-Channel Marketing in Asia

Lastly…  

Gather feedback on how the last campaign went. Seek suggestions from both your staff and the telecalling provider team to filter the most effective strategies that you may continue to use. Come up with action plans that focus more on process improvement and quality.

Find the best assistance for your telecalling campaign using the checklist above and get that “vacationing-in-Bahamas” feeling after your successful telecalling campaign.

Reference: www.activecampaign.com, www.sales-initiative.com, www.marketing-schools.org, www.idea2result.com

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Ways to Optimize your Marketing List for your Multi-Channel Campaigns
Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline
Quick Telemarketing and Email Campaign Fixes You Need to Know
Gain New Market Opportunities in Singapore Through Outsourced Telemarketing Services

Gain New Market Opportunities in Singapore with Outsourced Telemarketing Service

Gain New Market Opportunities in Singapore Through Outsourced Telemarketing Services

Been in the business for over 10 years? Can you still keep up with your competitors?

After 10 years of being in the business, I realized that the market is also changing. In order for my business to keep up with its competitors, I need to implement changes in strategy.

This year, I wanted to become aggressive in getting new customers for my business. After doing some research and planning, I decided to pursue my decision to consider outsourcing.

Let me tell you why…

I noticed that our sales are consistently dropping these past few months.  As a business owner, I can’t just sit and wait for my business to go down. In a corporate world where change is constant, every business should expand in order to improve their operations and compete in the market.

But why did I choose to outsource telemarketing?

To increase our sales, of course.

Here’s how we’ve increased our sales through outsourced telemarketing.

Meeting the team for the first time, lay out my plan, inform them our target market – who to look for, the type of industry that we are looking for, the size of the company, etc makes me feel nervous and excited at the same time.

There are a lot of things needed before we can officially start the campaign.

  • From their own database, they pulled out a list (based on my target market) for the sales rep to call and send it to me for approval. 

Related: Lead Generation Outsourcing Industry, What’s the Chance of Surviving?

  • They asked me to conduct product knowledge training for their team to understand and become familiar with my products and services.
  • They even drafted a script and send it to me so I can provide feedback and offer suggestions as well. Get your own script here!
  • Did some role play with the sales rep.

You may also want to read How to Work with Offshore Lead Generation Team.

Finally, my most awaited part. They started calling for my campaign.

The first 6 months, I’m very impressed with the result. I’m getting 12-15 appointments per week. The appointments are warm prospects who are interested to look and know more about my product. The appointments are good opportunities for us because my sales team managed to turn half of these appointments into customers.

However, on our 7th month of running the campaign, the leads that we’re getting started to drop. We’re only getting 5 appointments in a week. Again, I started to worry. Good thing is, this time I’m working with professional telemarketers. At the end of my campaign, they sent me a report and we found out that most of the companies within my target market are already saturated. We need to make another change in our strategy. This time, we’ve decided to expand my target market to reach out to a wider market.

Read on How does Multi National Company Expand their Business in Asia.

My business is located in Pulau Ujong, the largest and the most populated island in Singapore. We’ve decided to start expanding my target market – location and target contacts. Eventually, we’re not just targeting Singaporeans but looking for new customers in Malaysia and all across Asia Pacific.  

My decision to outsource telemarketing is the biggest and the smartest decision I’ve ever made. My goal for my business grew because of the new opportunities found with the help of my outsourced telemarketing team.

– Amanda Lee, Marketing Manager

 

This is one of the success stories of our clients in Asia Pacific, Read more successful lead generation campaigns here.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Ways to Optimize your Marketing List for your Multi-Channel Campaigns
Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline
Quick Telemarketing and Email Campaign Fixes You Need to Know