With advancements in technology, it has become necessary for companies to cope up with the changes in order to run their business smoothly. Today, there are various means through which companies can reach their customers or clients. Even though online marketing techniques have become quite popular, businesses cannot rule out the benefits of telesales. This traditional yet reliable procedure can be used for getting the word around for a business. It is also useful in terms of information gathering and sales.
If you are a business owner looking for ways to boost your business process, outbound telesales can be of great help. Under this service, telesales representatives do ‘cold calling’ wherein they call potential customers and try to persuade them into buying the company’s products or services. These telesales representatives can also play an important role in lead generation campaigns for your business. They can call prospect clients and try to gather as much information as possible. Compared to inbound telesales reps, outbound reps receive more sales training which makes them quite useful for businesses. Here are top three benefits of hiring a telesales agency for your business: 1. Outbound telesales helps in qualifying leads in an efficient manner. Leads received from brochures, websites, email campaigns or even literature requests can be worked upon by telesales reps. Chances of prospect conversion becomes high only when the leads are pre-qualified on an early basis. Once telesales reps qualify leads, it becomes easy for sales reps to weed out weak prospects and assign time and resources on tapping the strong ones. 2. This direct marketing method has the advantage of personal human contact. According to experts, telephone can be one of the most cost-efficient and statistically accountable mediums, if used correctly by marketing professionals. Through telesales, your business can create a bond with prospects and establish long lasting connections. Through smart and personalized conversations, reps can be successful in persuading potential customers to buy from you. 3. Telesales is cost-effective as there are no expenses related to in-person sales. Compared to sending a sales rep to make a sale in person, telesales costs less than one-fifth. You can mail a sales flier with introductory information to the prospects and then use services of a telesales agency to follow up. The reps can call the prospects to gauge their level of interest and set up an appointment for a sales person to visit if they show high interest B2B telesales is also important for companies to convert leads into sales. Leads received by telemarketing professionals and other marketing channels are closed via outbound calling by telesales reps. B2B telesales reps are mainly experienced telemarketers who have the expertise to move quality leads down the ‘sales funnel’. It would be a good move if your business integrates telesales into the marketing campaign and combines it with PR and traditional marketing for better results. This will help in reaching as well as nurturing quality leads and producing high conversion rates.
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Small businesses need qualified prospects in order to survive. There are several ways through which business owners can generate quality leads such as, social media, paid advertising, customer referral programs and so on. When a marketing plan is being considered, it is necessary for business owners to focus on the end goal of lead generation.
Here are few creative ways through which you can improve business lead generation: • It is important to combine traditional promotion tactics with modern marketing methods to get more leads. Sticking to just traditional tactics won’t be enough • At times, giving out free consultations can also help because not many businesses would want to give their services away for free. If you offer free consultations, it can encourage prospects to contact you or fill out your web form to get more information. It will also help you develop a relationship with your lead which plays an important role in ensuring loyalty of customers • Many businesses also host an in-person or online Q&A (question and answer session) to develop trust with leads before they turn into their customers. This tip is quite useful for real estate companies or a law firm • Promoting your business in trade shows can also be effective in business lead generation. Just make sure that the trade show will be having prospects that you can engage with and turn into customers. You can either participate in a local business expo, industry trade show or even a school business expo • Referrals can help in generating quality leads because if you offer good quality products or services, your customers are bound to rave about your business to people they know. Don’t hesitate in asking for referrals from your customers or clients because satisfied customers would be more than happy to give you referrals. It also helps to reward them for the referral with a small gift, a discount or a well-written thank you note • Businesses can also build an alliance with other businesses that target a similar market. You can choose a reputed business that offers top quality products and customer service, engages in proactive marketing strategies and is open to trying new things. Once the alliance is established, you can start targeting their clients with your own marketing techniques. For instance, you can write informative articles on topics related to your business and get them published in the newsletter of your alliance If you aren’t getting quality leads, it is high time you started analyzing lead generation marketing techniques to see how you can improve. From tweaking a headline for better response rate to making follow-ups more impactful, there is a lot that can be done to ensure the success of lead generation marketing for your small business. Once you know what works, you need to work on it and expand it. It is necessary to widen advertising to other markets and mediums in order to be successful at lead generation marketing. Businesses need to implement the right appointment setting techniques in order to accelerate their sales pipeline. In B2B setting, people don’t have sufficient time to ‘get pitched’ by sales representatives. Whether the prospect is a CEO of a company or a data admin, it is necessary to use the right appointment setting technique to reach out to the prospects.
Telemarketing is one of the most effective B2B appointment setting techniques. However, there are various other factors and techniques that you can consider for successful appointment setting: • It is necessary to document your value proposition before you start the appointment setting campaign. You need to know why the target audience would be interested in giving you their time. Remember, not everyone out there would be interested in what you are trying to sell so first list out all the benefits and key features of your business offerings and try to understand why and how the target audiences’ interest can be ensured. • You need to make sure that your web reputation is on point and your brand message is clear. This needs to be done in anticipation that sales prospects will inevitably check out your business website or try to gather information about your brand. • Many people don’t like cold calling so you need to research your desired targets. Make sure you get past the gatekeepers in a professional manner. In case you don’t get an appointment, don’t consider it as a rejection. According to experts, normally it takes five successful contacts before a good prospect plans to buy from you. • Another effective b2b appointment setting technique is to be professional while trying to establish a sense of camaraderie. Rather than pitching your product directly, it is recommended to offer an opportunity to help the prospect. This will help you pay the groundwork for closing the sale when you meet the prospect in person. • You can also offer an example of how other customers have already benefitted from your products or service. For instance, if your company offers medical billing software, you can tell the prospect how physician practices started maximizing revenue and minimizing claim denials with the help of your software. This will not only help in breaking the ice at an early stage but also encourage the prospect to show genuine interest in what you have to offer. • There is a need to do some research, identify needs and match them to the benefits you are offering through your products or services • Many companies prefer to hire services like appointment setting or b2b market research to a third party. If you also plan to outsource this task, be sure that the service provider is reputed and reliable. This is because they will be calling prospects or doing B2B market research on your behalf and your company’s reputation will be at stake. If they don’t handle the task in a professional manner, it will reflect on your business. |
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December 2021
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