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.
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.
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.