Telemarketing has become both an iconic strategy and form of communication for B2B companies. Not only does it possess the right kind of flexibility, it’s also a very economical way to speak to a highly targeted audience. All a company needs are functional telephones and a powerhouse of telemarketers to do the job.
Of course, for the latter you’ll need communication skills that persuade target clients in order to really get ahead of competitors. Finding people of that level couldn’t be that easy right? The training and the experience both form into another process. What does it take to have both an efficient telemarketing operation and hiring the right professionals?
First, here’s a basic definition of what B2B telemarketing is. Like regular telemarketing it also aims to call potential customers to make buying decisions. On the other hand, its uniqueness can be defined by what preparations are needed:
- Defining and researching prospects – Clients are not picked randomly over a drop box. The informations are being searched and studied well on what and how a product can be a use in the context of their market.
- Appointment setting – There’s more to successful B2B telemarketing than a good first call. It’s not good enough unless your prospect wants to set meetings with sales representatives. Good B2B telemarketers also send reminders on upcoming appointments with already-qualified prospects.
And while they still use technologies like auto-dialers, the use of other marketing tools like pre-recorded ‘robo-calls’ are considered subpar because it is not up to the task of satisfying complex B2B inquiries. Real-live telemarketers are still the only ones that can give a passionate understanding and response to prospect needs. But before hitting that dialer, it is an important reminder that these telemarketers still adhere to basic standards such as:
- Smooth, toned speaking – The tone must be easy on the ears without too many halts. Memorizing the script isn’t as important as helping the prospect get a firm understanding about subject of the marketing call.
- Professional – Attitude must be considered even if the client isn’t in the best mood. (On a side note, having a good targeting strategy can help prevent this from happening too frequently.)
- Is used to objections – Some queries can be quite critical in nature so it really helps that an agent is accustomed to it. But better still, they can use their knowledge of product information to address the concerns.
Listens well – Good listening isn’t just limited to the actual conversation. The best B2B telemarketers take the time to record their calls so they can listen again and gain additional insights into prospect’s needs.by