Posts

The Six Telemarketing Prospects You Meet

The Six Telemarketing Prospects You Meet

The thing about telemarketing is the challenge of actually getting in touch with the right business prospects. Consider the amount of effort that you have to invest in converting sales leads prospects into actual business deals, then you have to make sure that you know how to handle the conversation. The nice thing about your business prospects is that, despite their varied personalities, they all fall under one of the six main appointment setting personalities. Once you know what these six are, it would be easier to market your products to them. You just have to be prepared. If not, well, you job will just get harder.

  1. The skeptics – these are the customers who have made a purchase but were not happy with what was delivered to them. While the disappointment can serve as a good appointment setting opportunity, the skeptics can also be the most difficult people to convince.
  2. The undecided – there are B2B leads prospects that have a good idea about their problems and what they need to solve them. Perhaps the only reason they might bring you in is to help them how to proceed. Whatever that is you could have offered them can wait. Just go for what you were asked to do for now.
  3. The lonely – they might be the people who are afraid of solving problems on their own, or they believe that their problem is one in the world. Really, you can deal with this by assuring that you are there to solve their problems. Tell them what kind of problems that you have dealt with, as well as show them that you can solve it.
  4. The sales-averse – all right, these people are the last people you would want to meet in your telemarketing campaigns for the simple reason that they are not happy dealing with pushy telemarketers. When that happens, you have to show them that you are not just there to sell but to also offer solutions. Give them working tips or advice on how to improve their business, and that interest will soar. Just nurture the relationship first.
  5. The preoccupied – simply put, your marketing message does not stand out in the minds of your prospects. Maybe the methods you used and the competition are all the same, or you could have copied just the style from another firm. But you can solve that. You just have to be more creative and innovative. Customize your business messages. Make sure it fits with the thinking of your prospects.
  6. The fearful – the unknown is always a scary place, and even entrepreneurs can be overtaken by that fear. This is the feeling that you might get when talking to prospects who are about to embark on a new process or anything. Most of these business prospects are unsure of your ability. In that case, you should assure them of your expertise. Show them proof of your ability. It also helps you can get a testimonial from a current customer. That can be a big help in convincing these prospects that you are the real deal. 

Just a tip here: be yourself. That is one part about you that will help you generate more sales leads in your appointment setting campaign.

Shaken, Not Stirred: The World of Telemarketing According to James Bond

Laser beams, high-tech cars, bad guys with accents, and strange women. These are the things that James Bond lives for.

What else has he not done? He’s battled terrorism and injustice, pledged services to the British monarchy and to his government agency (which always seems to depend on just one of their employees, perhaps due to staff shortage) while implanting a culture of fusing martial arts with good looks.

But there is more to this “international man of mystery” than meets the eye. He embodies the qualities of a strong-willed, purpose-driven individual with traits that ought to be emulated if you want to succeed in your marketing goals. You don’t have to beat up people with your bare hands, though.

Here are some telemarketing tips in retrospect to Bond style:

  • Know exactly what you want. Bond is known for being meticulous in every detail, right down to his vodka martini. Likewise, telemarketers should have a clear idea of their goals before they start calling people.
  • Be adaptive. Since 1962, Bond has been to over 50 countries around the world. But his travels seem as if he just drove to a local suburb. That’s because he easily blends with a new culture. Telemarketers can manifest this by being flexible to all types of personalities, race and status.
  • Dress to impress. You can almost immediately recognize Bond because of his trademark tuxedos. And although people obviously don’t see telemarketers, they can create their own “trademark” of class, articulation and oozing charisma.
  • Always have a backup plan. As Bond is no mediocre spy, he doesn’t go into a mission without possible alternatives. In the same light, telemarketers should see the value of foreseeing a potential setback and finding a quick fix real time.
  • Be a techie. Bond doesn’t manufacture his own gadgets, but he embraces them and accepts that his skill and physical strength are not sufficient for his line of work. Technology is also a huge part of telemarketing, as it aids in accomplishing tasks more efficiently. One who has difficulty in grasping technology is likely doomed to be obsolete.
  • Don’t panic. Despite of countless life-threatening situations Bond had been in, you never see him lose his cool (at least on the outside). Telemarketing is by no means life-threatening, so there shouldn’t be any reason to panic. Develop a mechanism of responding to stress with grace, elegance, and, in Bond’s case, resolute charm.

Generating Sales Leads: Why Questions need to be Open-Ended

Generating Sales Leads Why Questions need to be Open-Ended

One of the most basic tasks of professional telemarketers is to uncover information from prospective clients that may lead into business opportunities- in short, sales leads. But along with that task of lead generation is to also maintain an atmosphere of openness and trust, which deviates from the usual, transactional and heartless survey-esque style of telemarketing. Leading them into a cyclone of inquiries and not letting them talk much may have them lose attention and eventually lose interest with the call.

The opening spiels and introductions are usually harmless. What could be detrimental to the success of the telemarketing call are the questions that follow. Asking wrong (or too many) questions may force  clients to end the conversation. If they do decide not to end it, oftentimes they’d just refuse to give out anything.

So the goal is clear: Earn their trust. Avoid the survey style of questioning.

And how do surveys usually sound? A barrage of yes-or-no questions.

Business-to-business (B2B) Outbound Telemarketing and Lead Generation require skills in questioning and extracting information. The way to make them perceive the call as a normal conversation is to engage them to do the talking. Obviously, close-ended questions won’t give them much liberty to expound on specific aspects of the answer they would have. To make them respond predictably and systematically only eliminates the “personal” touch of the dialogue and kills the momentum that’s needed to sustain the life of the conversation. Instead, ask open-ended questions, like “How does your current IT operation work?” or “What services do you need in your next campaign?” Sometimes, even non-questions could work, as long as they allow the prospect to elaborate certain details, like “Tell me about the challenges you’ve had in your department.”

Although telemarketers need to obtain specific information from prospects (statistics, dates, technical details), engaging them in a meaningful exchange of words is still worth the distance and can benefit on the bigger picture. For one, prospects would feel comfortable and not feel harassed. Letting them vent their opinions and grievances can make them feel appreciated and important. This established relationship may be very useful in the future, especially in Appointment Setting. Also, one would find that a thorough discussion may elicit more information than expected, because it involves personal perspective and emotions. By earning their trust, they will often offer the information that was targeted in the first place, and it will have been done without sounding like an interrogating robot.

That is why these days, Outsourced Telemarketing service providers now focus on “humanizing” the telemarketing experience. Companies assign the task to external professional companies to do their telemarketing for them, which are dedicated to generate quality leads and appointments. Aside from training their agents to be product-competent and articulate, they also make sure that they know howto “talk like human beings” and go as far as befriending prospective clients. And open-ended questions are the first step to revolutionizing the telemarketer’s tarnished facade. By now putting more emphasis on the person rather than on the business, they’re not that bad to talk to.

The Ten Steps To A Better Telemarketing Agent

Let us face it, we will have to use telemarketing, in one way or another. Be it in appointment setting or in phone surveys, there will times that a phone call is precisely what we need in the course of our marketing campaigns. We just have to know how to best maximize its rate of success. You see, when it comes to this marketing tool, the people involved can be the biggest factor in its success or failure. How you pull that off will depend on how you help your marketers become better in this medium.

True, there are plenty of ways to achieve your goals, but as long as you observe these ten basic pointers, then you are good to go:

  1. Ask their opinion about their call – this will encourage them to open up and tell you what they think they did in the call. If they tell you to tell them what you think, answer that this is an internal exercise for them.
  2. Give them good feedback – a responsible lead generation manager would praise his agents for a job well done, and is also quick to point out learning opportunities they can work on together.
  3. Make sure the other party understands your lectures – we often fall to the mistake of talking too much about how your agents can improve, without actually checking if they really got what you are saying.
  4. Help solve whatever problems your agents face – once you know where they weak in, or where they are having problems, you can use it as a learning point in their training.
  5. Provide them your own version of the solution – in case the solution they had in mind is not the optimal one, this is the part where you add your two cents and provide them the right answer.
  6. Seek agreement – once you have discussed with your agent the merits of both his and your solutions to generating more B2B leads, try seeking common ground with them on this goal.
  7. Practice makes perfect – you see, to really check if they got what you are saying, doing a little practice run on your campaign would be an excellent idea. See if they have integrated all those suggested improvement that the two of you have worked on.
  8. Stick with the changes – you and your agent should stick to the plan in order to see if it will succeed or not. Set a deadline or a scheduled follow-up to see its effectiveness.
  9. Give encouragements – these little acts of acknowledging what they are doing can be a pretty good motivational factor for them to keep working. You should not take that lightly.
  10. Do some follow-ups – once the task you needed done or the changes you wanted are implemented, check the progress of your agent’s work. This will help you determine whether your discussions with them have borne fruit.

These are little, yet effective, ways to make your telemarketing team more effective in generating B2B leads.

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s-done

There are reasons why people never forget songs from the past. First of all, they were written back when songwriters really wrote from the heart, when they used faithful words and metaphors of how they felt at that time. It is also because old songs are universal – although they may tell particular love stories, they may also be applied to almost anything in life.

Say, Outbound Telemarketing and Lead Generation?

Like a typical cycle of human emotions, Outbound Telemarketing and Lead Generation also follow a path where every action matters and could either be helpful or detrimental to the goal. It’s easy to understand how the Telemarketing process works by relating them to timeless songs:

Hello (Lionel Richie, 1984)

  • Of course, everything starts with a greeting. This initial contact is one of the most crucial parts of a Telemarketing call. If not done right, a professional telemarketer may not even get to proceed to anything at all.

Getting to Know Each Other (Gerard Kenny, 1980) –

  • Also a make or break stage, this is when the telemarketer tells something about his company and at the same time asks the prospect about certain details relevant to Lead Generation. Although it is not the actual sales pitch yet, asking the wrong questions or introducing impertinent points may ruin the conversation.

Words (Bee Gees, 1977) –

  • Words are all telemarketers have to take a prospect’s heart away. This is it – this is where the real stuff happens. The telemarketer discusses specific information on the goods or services or potential contract details. As expected, the telemarketer would also have to answer the prospect’s curious questions and clarifications.

It Might Be You (Stephen Bishop, 1983) –

  • Depending on the outcome of the product discussion, the prospect may now realize the benefits and likelihood of the proposal. He may give hints that he is interested and may be now ready to take things a step further.

I’d Really Love to See You Tonight (England Dan & John Ford Coley, 1976) –

  • Well, not tonight, but definitely in the future. This is when Appointment Setting is done, usually an in-person meeting with a Sales Executive or a phone call during the prospect’s preferred schedule.

The Search is Over (Survivor, 1985) –

  • The prospect’s meeting with the Sales Executive may seal the deal, and the Telemarketer’s mission is completed, unless otherwise if the deal was not made.

Don’t Throw it All Away (Bee Gees, 1978) –

  • If the prospect declined a business partnership, it’s still considered a lead, but one that has to be recycled and followed-up in the future. It goes back to the Telemarketers work list and may not be touched in the near future until a new need has developed.

Somewhere Down the Road (Barry Manilow, 1981) –

  • A sales call may not always turn out productive, but the good thing about it is that in this industry, “no” is not absolute. As long as Outbound Telemarketing services providers keep records of target information, there will always be opportunities and needs somewhere down the road, and when that time comes, the mission is reborn.

The Three People You Need In Sales Leads Marketing

As a business owner, you certainly want to make a presence in all aspects of your operations. You have the energy and the determination to make your marketing and lead generation processes succeed. Still, there will come the time that you lose steam, feel sluggish, or simply run out of ideas to propel your firm forward. When this happens, it can pose a serious stumbling block in the continued success of your company in generating qualified sales leads. But it does not have to be a serious handicap. If you have done your homework right, then you would know that your business will need at least three people to keep things going even when you are no longer around. And these are:

#1 The Visionary

This is a person who can visualize the direction of the company 5-10 years from now. Well, they may not be able to foresee what to do the next day, but you do need someone with long-term plans.

#2 The Strategist

A visionary sees where your business can go, but it takes a strategist to plan that path out. This is also the person responsible for communicating the vision to those below the business ladder.

#3 The Tactician

Basically, this person stands in the frontlines, putting the strategist’s plans into effect. If the plan does not pan out right, then it is the tactician’s job to make the necessary deviations to reach the desired goal. They can use various marketing tools like social media or even telemarketing, ensuring the success of their campaign.

 

The success of your business and its appointment setting processes depends largely on these three people. If make the right hires, then generating B2B leads will not be that hard anymore. Of course, it helps if you can alternate between yourself and them, just to make sure everything is on the right track.

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B Marketing Tips & Strategies

 Dial +65 3159.1112

 

 

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

Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market
The Greatest Challenges Facing B2B Sales in Singapore (Featured Image)

The Six Telemarketing Prospects You Meet

The Six Telemarketing Prospects You Meet

The thing about telemarketing is the challenge of actually getting in touch with the right business prospects. Consider the amount of effort that you have to invest in converting sales leads prospects into actual business deals, then you have to make sure that you know how to handle the conversation. The nice thing about your business prospects is that, despite their varied personalities, they all fall under one of the six main appointment setting personalities. Once you know what these six are, it would be easier to market your products to them. You just have to be prepared. If not, well, you job will just get harder.

  1. The skeptics – these are the customers who have made a purchase but were not happy with what was delivered to them. While the disappointment can serve as a good appointment setting opportunity, the skeptics can also be the most difficult people to convince.
  2. The undecided – there are B2B leads prospects that have a good idea about their problems and what they need to solve them. Perhaps the only reason they might bring you in is to help them how to proceed. Whatever that is you could have offered them can wait. Just go for what you were asked to do for now.
  3. The lonely – they might be the people who are afraid of solving problems on their own, or they believe that their problem is one in the world. Really, you can deal with this by assuring that you are there to solve their problems. Tell them what kind of problems that you have dealt with, as well as show them that you can solve it.
  4. The sales-averse – all right, these people are the last people you would want to meet in your telemarketing campaigns for the simple reason that they are not happy dealing with pushy telemarketers. When that happens, you have to show them that you are not just there to sell but to also offer solutions. Give them working tips or advice on how to improve their business, and that interest will soar. Just nurture the relationship first.
  5. The preoccupied – simply put, your marketing message does not stand out in the minds of your prospects. Maybe the methods you used and the competition are all the same, or you could have copied just the style from another firm. But you can solve that. You just have to be more creative and innovative. Customize your business messages. Make sure it fits with the thinking of your prospects.
  6. The fearful – the unknown is always a scary place, and even entrepreneurs can be overtaken by that fear. This is the feeling that you might get when talking to prospects who are about to embark on a new process or anything. Most of these business prospects are unsure of your ability. In that case, you should assure them of your expertise. Show them proof of your ability. It also helps you can get a testimonial from a current customer. That can be a big help in convincing these prospects that you are the real deal. 

Just a tip here: be yourself. That is one part about you that will help you generate more sales leads in your appointment setting campaign.

Shaken, Not Stirred: The World of Telemarketing According to James Bond

Laser beams, high-tech cars, bad guys with accents, and strange women. These are the things that James Bond lives for.

What else has he not done? He’s battled terrorism and injustice, pledged services to the British monarchy and to his government agency (which always seems to depend on just one of their employees, perhaps due to staff shortage) while implanting a culture of fusing martial arts with good looks.

But there is more to this “international man of mystery” than meets the eye. He embodies the qualities of a strong-willed, purpose-driven individual with traits that ought to be emulated if you want to succeed in your marketing goals. You don’t have to beat up people with your bare hands, though.

Here are some telemarketing tips in retrospect to Bond style:

  • Know exactly what you want. Bond is known for being meticulous in every detail, right down to his vodka martini. Likewise, telemarketers should have a clear idea of their goals before they start calling people.
  • Be adaptive. Since 1962, Bond has been to over 50 countries around the world. But his travels seem as if he just drove to a local suburb. That’s because he easily blends with a new culture. Telemarketers can manifest this by being flexible to all types of personalities, race and status.
  • Dress to impress. You can almost immediately recognize Bond because of his trademark tuxedos. And although people obviously don’t see telemarketers, they can create their own “trademark” of class, articulation and oozing charisma.
  • Always have a backup plan. As Bond is no mediocre spy, he doesn’t go into a mission without possible alternatives. In the same light, telemarketers should see the value of foreseeing a potential setback and finding a quick fix real time.
  • Be a techie. Bond doesn’t manufacture his own gadgets, but he embraces them and accepts that his skill and physical strength are not sufficient for his line of work. Technology is also a huge part of telemarketing, as it aids in accomplishing tasks more efficiently. One who has difficulty in grasping technology is likely doomed to be obsolete.
  • Don’t panic. Despite of countless life-threatening situations Bond had been in, you never see him lose his cool (at least on the outside). Telemarketing is by no means life-threatening, so there shouldn’t be any reason to panic. Develop a mechanism of responding to stress with grace, elegance, and, in Bond’s case, resolute charm.

Generating Sales Leads: Why Questions need to be Open-Ended

Generating Sales Leads Why Questions need to be Open-Ended

One of the most basic tasks of professional telemarketers is to uncover information from prospective clients that may lead into business opportunities- in short, sales leads. But along with that task of lead generation is to also maintain an atmosphere of openness and trust, which deviates from the usual, transactional and heartless survey-esque style of telemarketing. Leading them into a cyclone of inquiries and not letting them talk much may have them lose attention and eventually lose interest with the call.

The opening spiels and introductions are usually harmless. What could be detrimental to the success of the telemarketing call are the questions that follow. Asking wrong (or too many) questions may force  clients to end the conversation. If they do decide not to end it, oftentimes they’d just refuse to give out anything.

So the goal is clear: Earn their trust. Avoid the survey style of questioning.

And how do surveys usually sound? A barrage of yes-or-no questions.

Business-to-business (B2B) Outbound Telemarketing and Lead Generation require skills in questioning and extracting information. The way to make them perceive the call as a normal conversation is to engage them to do the talking. Obviously, close-ended questions won’t give them much liberty to expound on specific aspects of the answer they would have. To make them respond predictably and systematically only eliminates the “personal” touch of the dialogue and kills the momentum that’s needed to sustain the life of the conversation. Instead, ask open-ended questions, like “How does your current IT operation work?” or “What services do you need in your next campaign?” Sometimes, even non-questions could work, as long as they allow the prospect to elaborate certain details, like “Tell me about the challenges you’ve had in your department.”

Although telemarketers need to obtain specific information from prospects (statistics, dates, technical details), engaging them in a meaningful exchange of words is still worth the distance and can benefit on the bigger picture. For one, prospects would feel comfortable and not feel harassed. Letting them vent their opinions and grievances can make them feel appreciated and important. This established relationship may be very useful in the future, especially in Appointment Setting. Also, one would find that a thorough discussion may elicit more information than expected, because it involves personal perspective and emotions. By earning their trust, they will often offer the information that was targeted in the first place, and it will have been done without sounding like an interrogating robot.

That is why these days, Outsourced Telemarketing service providers now focus on “humanizing” the telemarketing experience. Companies assign the task to external professional companies to do their telemarketing for them, which are dedicated to generate quality leads and appointments. Aside from training their agents to be product-competent and articulate, they also make sure that they know howto “talk like human beings” and go as far as befriending prospective clients. And open-ended questions are the first step to revolutionizing the telemarketer’s tarnished facade. By now putting more emphasis on the person rather than on the business, they’re not that bad to talk to.

The Ten Steps To A Better Telemarketing Agent

Let us face it, we will have to use telemarketing, in one way or another. Be it in appointment setting or in phone surveys, there will times that a phone call is precisely what we need in the course of our marketing campaigns. We just have to know how to best maximize its rate of success. You see, when it comes to this marketing tool, the people involved can be the biggest factor in its success or failure. How you pull that off will depend on how you help your marketers become better in this medium.

True, there are plenty of ways to achieve your goals, but as long as you observe these ten basic pointers, then you are good to go:

  1. Ask their opinion about their call – this will encourage them to open up and tell you what they think they did in the call. If they tell you to tell them what you think, answer that this is an internal exercise for them.
  2. Give them good feedback – a responsible lead generation manager would praise his agents for a job well done, and is also quick to point out learning opportunities they can work on together.
  3. Make sure the other party understands your lectures – we often fall to the mistake of talking too much about how your agents can improve, without actually checking if they really got what you are saying.
  4. Help solve whatever problems your agents face – once you know where they weak in, or where they are having problems, you can use it as a learning point in their training.
  5. Provide them your own version of the solution – in case the solution they had in mind is not the optimal one, this is the part where you add your two cents and provide them the right answer.
  6. Seek agreement – once you have discussed with your agent the merits of both his and your solutions to generating more B2B leads, try seeking common ground with them on this goal.
  7. Practice makes perfect – you see, to really check if they got what you are saying, doing a little practice run on your campaign would be an excellent idea. See if they have integrated all those suggested improvement that the two of you have worked on.
  8. Stick with the changes – you and your agent should stick to the plan in order to see if it will succeed or not. Set a deadline or a scheduled follow-up to see its effectiveness.
  9. Give encouragements – these little acts of acknowledging what they are doing can be a pretty good motivational factor for them to keep working. You should not take that lightly.
  10. Do some follow-ups – once the task you needed done or the changes you wanted are implemented, check the progress of your agent’s work. This will help you determine whether your discussions with them have borne fruit.

These are little, yet effective, ways to make your telemarketing team more effective in generating B2B leads.

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s-done

There are reasons why people never forget songs from the past. First of all, they were written back when songwriters really wrote from the heart, when they used faithful words and metaphors of how they felt at that time. It is also because old songs are universal – although they may tell particular love stories, they may also be applied to almost anything in life.

Say, Outbound Telemarketing and Lead Generation?

Like a typical cycle of human emotions, Outbound Telemarketing and Lead Generation also follow a path where every action matters and could either be helpful or detrimental to the goal. It’s easy to understand how the Telemarketing process works by relating them to timeless songs:

Hello (Lionel Richie, 1984)

  • Of course, everything starts with a greeting. This initial contact is one of the most crucial parts of a Telemarketing call. If not done right, a professional telemarketer may not even get to proceed to anything at all.

Getting to Know Each Other (Gerard Kenny, 1980) –

  • Also a make or break stage, this is when the telemarketer tells something about his company and at the same time asks the prospect about certain details relevant to Lead Generation. Although it is not the actual sales pitch yet, asking the wrong questions or introducing impertinent points may ruin the conversation.

Words (Bee Gees, 1977) –

  • Words are all telemarketers have to take a prospect’s heart away. This is it – this is where the real stuff happens. The telemarketer discusses specific information on the goods or services or potential contract details. As expected, the telemarketer would also have to answer the prospect’s curious questions and clarifications.

It Might Be You (Stephen Bishop, 1983) –

  • Depending on the outcome of the product discussion, the prospect may now realize the benefits and likelihood of the proposal. He may give hints that he is interested and may be now ready to take things a step further.

I’d Really Love to See You Tonight (England Dan & John Ford Coley, 1976) –

  • Well, not tonight, but definitely in the future. This is when Appointment Setting is done, usually an in-person meeting with a Sales Executive or a phone call during the prospect’s preferred schedule.

The Search is Over (Survivor, 1985) –

  • The prospect’s meeting with the Sales Executive may seal the deal, and the Telemarketer’s mission is completed, unless otherwise if the deal was not made.

Don’t Throw it All Away (Bee Gees, 1978) –

  • If the prospect declined a business partnership, it’s still considered a lead, but one that has to be recycled and followed-up in the future. It goes back to the Telemarketers work list and may not be touched in the near future until a new need has developed.

Somewhere Down the Road (Barry Manilow, 1981) –

  • A sales call may not always turn out productive, but the good thing about it is that in this industry, “no” is not absolute. As long as Outbound Telemarketing services providers keep records of target information, there will always be opportunities and needs somewhere down the road, and when that time comes, the mission is reborn.

The Three People You Need In Sales Leads Marketing

As a business owner, you certainly want to make a presence in all aspects of your operations. You have the energy and the determination to make your marketing and lead generation processes succeed. Still, there will come the time that you lose steam, feel sluggish, or simply run out of ideas to propel your firm forward. When this happens, it can pose a serious stumbling block in the continued success of your company in generating qualified sales leads. But it does not have to be a serious handicap. If you have done your homework right, then you would know that your business will need at least three people to keep things going even when you are no longer around. And these are:

#1 The Visionary

This is a person who can visualize the direction of the company 5-10 years from now. Well, they may not be able to foresee what to do the next day, but you do need someone with long-term plans.

#2 The Strategist

A visionary sees where your business can go, but it takes a strategist to plan that path out. This is also the person responsible for communicating the vision to those below the business ladder.

#3 The Tactician

Basically, this person stands in the frontlines, putting the strategist’s plans into effect. If the plan does not pan out right, then it is the tactician’s job to make the necessary deviations to reach the desired goal. They can use various marketing tools like social media or even telemarketing, ensuring the success of their campaign.

 

The success of your business and its appointment setting processes depends largely on these three people. If make the right hires, then generating B2B leads will not be that hard anymore. Of course, it helps if you can alternate between yourself and them, just to make sure everything is on the right track.

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B Marketing Tips & Strategies

 Dial +65 3159.1112

 

 

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

Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market
The Greatest Challenges Facing B2B Sales in Singapore (Featured Image)

Improve Your Appointment Setting Call Handling

 

 

In any appointment setting campaign, calling B2B leads prospects on the phone is a normal activity. After all, identifying business leads and nurturing them for future conversion is not something you can do simply online. Either you talk directly to your prospects or, if not possible, use direct communication tools for it, like telemarketing, as an example. But since we are talking about calling prospects, we need to be good in handling it. So, how will you go about it, then?

First, you should plan your campaign carefully. All lead generation campaigns that fail lack the proper planning in their processes. If you want to be effective in attracting the attention of prospects, you need to prioritize learning what makes them tick. And that requires lots of planning.

Second, build rapport. Banter with them, if you know them already. If not, show them the necessary courtesy and go straight to the point.

Third, inform them of your call. Either by email or another business call, you need to tell them beforehand why you are calling in the first place.

Fourth, ask good questions. You need to know what exactly your prospects are looking for in the first place. Asking them good questions will give you clues about what you can actually offer them.

Lastly, do not waste their time. Time is precious, and you as a marketer should understand that. It is the same thing with your prospects. As a rule, the less time you need to spend in order to tell them your purpose, the better.

ese are just some tips that you can follow in order to be more effective in handling calls for sales leads. Will there be anything else you can add?

 

Telemarketing Surveys: Three Questions To Answer

Telemarketing Surveys - Three Questions To Answer

Conducting a good lead generation campaign requires that you have the most updated information available. And while you can get the needed details from the internet or other sources, time may not be to your advantage. That is why conducting telemarketing surveys seem to be very popular with business owners. You get to directly talk to your prospects, and if you get lucky, be able to glean important details that will help you generate more B2B leads. Of course, before your phone surveys begin, you need to answer three crucial questions:

    1. Do you have the resources to store data? Remember, the person handling your appointment setting process may not be the same person who will personally meet with clients. That is why data entry is important. It is the same principle with your telemarketing surveys. You need to be able to store and keep date easily and reliably.

 

    1. Can I handle management changes smoothly? This happens when the process to store and analyze data, the people handling it, as well as the skills needed, needed to be changed. This makes yearly comparisons difficult, not to mention forcing employees to learn new skills or spend more time entering new data, instead of analyzing it or using it already.

 

  1. How sure am I that the data is accurate? This is a question that a lot of marketers ask themselves. People can lie, data can be too outdated for your taste, duplicate content, not to mention failing to update the information due to other factors.

Once you can satisfactorily answer these questions, and if it all leans on the positive, then by all means go ahead with your lead generation and data profiling campaign.

First Call Resolution In A Telemarketing Campaign

First Call Resolution In A Telemarketing Campaign

First-call resolution (FCR) is the immortal mantra of inbound marketing campaigns. If you cannot satisfy a customer’s questions on the first call, then your marketing campaign is not doing enough. While this is clearly applicable in the inbound marketing business, will it also apply to outbound lead generation processes? The answer is actually a ‘yes’. You can employ FCR strategies when looking for qualified sales leads.

The premise is actually simple: we want to resolve everything in just one call. This will save everyone the time, money, and effort involved in entertaining each call. The less repeat calls you make on a single person, the more people that can be contacted in a single day. In terms of marketing and appointment setting, qualifying leads with a single call can mean a big thing. But for this set-up to work in a lead generation campaign, you need to have initiative.

It is not bad to follow your sales script, especially if it comes from your client. In fact, you should follow it to the letter. But if you want to do better, then you have to take some initiatives and decide on your own if you should add more qualifying questions during the call. This will require some experience for you to do it right (not to mention a few experimentation), but in the end, this might be just what you need to generate more B2B leads. Such a judgment call may not be that bad to make, you just have to try

 

The Future Of Generating B2B Leads Online

 

We must admit, generating more B2B leads online has become an exercise of necessity. With automation and interactive voice recognition (IVR) being the norm, it does make one wonder if telemarketing is still needed in the lead generation business. Pundits are saying that the internet, with its wealth of information, will make salespeople obsolete. Customers have information right at their fingertips, so they no longer need anyone peddling directly to them anymore.

That could not be further from the truth.

Based on the recent research done by the Acquity Group, more than 95% of business owners looking for new businesses online still prefer having someone on the phone to discuss business with. In other words, a salesperson is still required in the appointment setting process. These potential sales leads still require talking to an actual person, in order to assess the value of a business they wish to work with. This is an important development in the B2B lead generation business.

The explanation is simple, direct consumers only need to read user reviews or company pages before they buy anything, leaving the salesperson out of the loop. Corporate buyers, however, are in a different field. They spend a lot in just one purchase, so they have to think their options carefully. Naturally, they would require someone to walk them through the buying process.

This is an opportunity for you. Just be sure that you remove the aggressive selling part on your lead generation campaign, since this is a turn-off for these prospects.

How To Turn Memes Into An Engine Of Telemarketing

 

What does Rebecca Black, The Grumpy Cat, The Dancing Baby, and Oreos have in common? These are media subjects that have become memes in the online world. Internet memes are, without doubt, powerful enough to capture the fleeting attention of millions of people. And this is the very power that marketers wish to harness in their lead generation efforts. Imagine, a single image grabbing the attention of millions of people (the I Can Haz Cheeseburger meme, for example, garnered half a billion views in one year). Such numbers are an attractive source of sales leads for your business. And if we could use that interest to attract prospects, would that not make our telemarketing efforts easier to do?

So how do you make memes work for your appointment setting campaign?

To start with, you need to be updated with the latest pop culture. After all, memes are the products of popular topics, or probably just any topic that gets the attention of people. Second, you need to examine your own products and service, identifying key characteristics in it that can be meme-worthy. Last point is to be prepared. There are a lot of trending topics that can come up in the internet, and you have to be ready to use them to your advantage. For example, if you are a manufacturer of non-stick frying pans, and a video of an ice skater dancing awkwardly on ice goes viral, you can use that to promote your business and generate B2B leads better. Interested prospects can either click on the link added on your meme, or research more about the source of the meme (basically, it is you).

Just keep alert and let your creative juices working overtime. That will help you with your memes and telemarketing.

The Advantage Of Telemarketing Services

Looking for the right marketing tool can be a tough exercise in lead generation. You have to consider the market that you wish to penetrate, not to mention the people who you will be talking to. For some, social media seemed to be doing the trick. For others, sending email blasts works well in generating B2B leads. And there are also those who see telemarketing as their communication medium of choice. It might sound weird for some marketers, especially for the tech-savvy ones, but there is a reason for this.

First of all, there is the direct connection part of marketing and appointment setting. You need a marketing tool that can quickly get in touch with business prospects. In case you wish to reach markets beyond your borders, giving prospective sales leads would definitely by a good idea. There is also the cost issue. Telemarketers can pretty much deliver what you want at a relatively lower cost than what television, print ads, or even online marketing can provide. Besides, time-pressed enterprises can benefit from the faster returns of professional telemarketing service.

In case calling business prospects on the phone is not your strongest card, you can always try outsourcing to a professional lead generation agency. There are plenty of firms around that you can hire. You just have to make the right choice, since the performance of these marketers will also reflect on your business.

Anyway, the use of telemarketing services can bring in lots of benefits for your business.