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[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

If there’s one channel that checks all the boxes in ABM outreach, it’s targeted phone calls. Outbound touches drive ABM results in five crucial areas:

  1. Gathering insights that help tailor your approach
  2. Building and growing meaningful relationships with each stakeholder
  3. Delivering relevant content and messaging to the right decision maker at the right time
  4. Providing a consistent and coherent brand experience across the different stages of the sales funnel
  5. Achieving true marketing and sales alignment

Targeted telemarketing helps you achieve all these and more, but it can be a little challenging to translate these into clear actions and actual messaging strategies.

That’s why the Callbox team recently put together a free downloadable resource that includes sample buyer profiles and telemarketing scripts tailored for ABM programs in the IT/software space.

We want this resource to serve as a practical guide and template for everyone looking to use the power of targeted phone calls in ABM. With this downloadable content, you’ll be able to integrate telemarketing into your ABM program in ways that impact results.

Here’s a quick preview.

 

Buyer Persona Templates

A buyer persona represents a specific stakeholder’s characteristics. It summarizes the demographic, professional, firmographic, and psychographic qualities related to a decision maker.

Buyer personas help you segment and personalize your messaging strategy according to the needs and preferences of each stakeholder. That’s why creating reliable buyer personas is critical to the success of your ABM outreach efforts.

This downloadable PDF includes sample buyer persona templates that outline the following characteristics:

  • Job Title/Professional Info
  • Demographics
  • Goals and Pain Points
  • Preferred Resources

We provide a filled-out buyer profile template for each of the four key buyer personas typically involved in software purchases:

  • Champion (your primary advocates in the target account)
  • Influencer (stakeholders with the authority and expertise to sway buying decisions)
  • Ratifier (decision makers with highly-specific concerns about a solution)
  • Economic Buyer (stakeholders who control the budget)

 

Targeted and Personalized Cold Call Scripts

One-on-one phone calls with stakeholders form an important component of an ABM outreach strategy. Phone calls work well at nurturing prospects that are in the middle-of-the-funnel (MOFU) stages as well as converting stakeholders during the bottom-of-the-funnel (BOFU) phases.

But live calls are also very effective at connecting with potential prospects during the top-of-funnel stages. That’s because, when combined with other outbound channels like email, targeted calls can help you scale attracting and qualifying stakeholders early in the sales process.

For the downloadable resource, we compiled a complete cold calling script tailored for each of the above-mentioned software buyer personas. Each script covers all the key areas of compelling sales conversations:

  • Personalized introduction
  • Rapport-building tactics
  • Creating curiosity and highlighting pain points
  • Probing questions
  • Wrapping up

This proven formula for targeted sales conversations works well at engaging different stakeholders in an ABM setting. We provide these actual scripts to serve as your guide or reference when writing your own.

 

Conclusion

Outbound calls help drive results for ABM programs. Our downloadable buyer persona templates and call scripts will help you make the most of this crucial ABM channel. Get your copy today.

 

Download your ABM call scripts + persona templates

 

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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What Telemarketing Has Taught Me and How It Improved My Sales Approach

What-Telemarketing-Has-Taught-Me-and-How-It-Improved-My-Sales-Approach (Blog Image)

Telemarketing is not a mere job, it’s a profession. It requires knowledge and skills and a lot of work values in order for one to survive and succeed in it. Along with the daily tasks, sales, leads, appointments, call volume and rejection from prospects are what completes a telemarketer’s day in the office.

Having been a telemarketer myself, I can say that this profession has taught me many lessons from sources I never expected.

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Learn about the important telemarketing performance metrics to keep track of and find out how to make informed decisions based on the numbers.

 

The Data List

Most people who go the grocery keep a list of their needs either on a paper or on their phone memo, teachers refer to a class record to keep track of their students’ performances and the billions of mobile users treat their phone, the contact list in particular, as one of the most important things which they can’t leave home without. However, discrepancies in these data list can negatively impact tasks, systems and processes. Like if you go pick groceries without a list, chances are you’d miss some items like toilet paper, a teacher can never gauge a student’s progress without keeping track of his scores and miss a call from a client who intends to close the deal today due to a phone left at home.

A database should be organized and must contain the most accurate data which is viable in achieving goals. This tells us that we have to continuously learn new skills and acquire knowledge to keep ourselves with the most accurate information in order to become consistently valuable and integral in the field we serve.

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Learn about the various database solutions for improving and managing your marketing list and find out how you can optimize your database for better results.

 

Lead Nurture Tool

When a prospect says “call me back on…”, a telemarketer may suggest a schedule to the prospect but must prioritize the prospect’s decision or his most convenient time. The lead nurture tool will be your best assistant in keeping track of time and constant communication with the prospect.

This teaches patience – knowing how to wait for the right time until the lead matures or the prospect is ready to move forward, and respect – adhering to the agreed schedule.

Proper utilization of the lead nurture tool in your daily telemarketing tasks will bring about effective communication by allowing you to send the right message to the right person at the right time, at the same time build a partnership between you and your prospect.

And from the subject itself, I have learned that getting your prospect to say YES to products and services you offer is just part of the process, but educating them about the benefits and how these can help their business grow is tip-top.

Lead

Learn how to manage your lapsed leads by utilizing these tricks to make sure that no previous or potential customer is ever left behind!

 

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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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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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.

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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

 

 

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

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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

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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

What-Telemarketing-Has-Taught-Me-and-How-It-Improved-My-Sales-Approach (Blog Image)
The 5 F’s of Data Hygiene for Deeper Sales Conversations
3 SMART Calling Strategies to Get More Appointments
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

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The 5 F’s of Data Hygiene for Deeper Sales Conversations
3 SMART Calling Strategies to Get More Appointments
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

What-Telemarketing-Has-Taught-Me-and-How-It-Improved-My-Sales-Approach (Blog Image)
The 5 F’s of Data Hygiene for Deeper Sales Conversations
3 SMART Calling Strategies to Get More Appointments
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

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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

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