slide 2: We’ve all had them probably quite often unwanted and unwelcome telemarketing
calls from people and businesses we’ve never heard of and really didn’t want to.
We’ve all signed up to various don’t call lists told our human assistants AND the AI
assistants that live in our phones to try to block these nuisance callers with
varying degrees of success and most of us have had at least one near screaming
match with a particularly persistent caller with poor customer service. As you might not be surprised to see they can be divided very simply into good
and bad telemarketers. How do you tell which is which Here you will get the idea
on how to pick out the best lead generation partner for B2B telemarketing
services.
slide 3: GOOD TELESALESPERSON A good telemarketing service for B2B lead generation is a proven way to generate
high probability sales leads and assist in increasing sales revenues. Good
telemarketers know about the dark side and work hard to earn the trust of the
people they call. Good telemarketing works because it’s a one-on-one personal
connection even for a few minutes. So obviously if you are considering using an outsourcing firm/telemarketing
agents for lead generation and/or appointment setting you want to make sure that
the people who do it for you fall into the good not bad category. But what’s the
best way to do this for a B2B concern Here’s a look at some of the most
important considerations.
slide 4: MAKE SURE THEY ARE B2B As you no doubt know well B2B selling in general is very different from B2C and
so choosing a telemarketing company that is not focused on B2B selling will
usually prove to be a big mistake from the get-go. This is a special skill that B2C
telemarketers usually do not have. Then there is the way they communicate in general. The ‘level’ of communication
in B2B telemarketing is higher it needs to be more polished and sophisticated and
those aggressive talk over the prospect type telemarketers we mentioned earlier
are the last thing you want.
slide 5: MAKE SURE THEY ARE LISTENING B2B telemarketing outsourcing company can be so sold on their way of doing
things that they are not really interested in listening to any input from you. This can
be especially true if the company claims to ‘specialise’ in your industry –
education law etc. – as they are sometimes unwilling to take your unique
business and products/services into account and insist their one-size-fits-all
approach is perfect. The best lead generation companies offering B2B telemarketing often DON’T
specalise in a single niche but they do specialise in listening. They take the time to
learn about your business your offerings and the ‘tone’ of your brand’s voice. This
helps ensure that they represent your business in the way you’d like them to and
that they set the right tone for conversations with your unique prospects.
slide 6: TELEPHONE BEHAVIOR ISSUES Consumers usually directly relate every experience they have with someone
representing a company with the business itself. Inexperienced B2B telesales people – or those overly aggressive ones that are
often more used to making B2C calls than B2B – may provoke the same reaction
from your prospects if their telephone manner is poor. When choosing a B2B lead generation company for telemarketing ask to listen to
them in action. Ask to speak with their other/past clients about their phone
manners. Don’t let unknown players derail your business’ growth
slide 7: ADDRESS REPORTING CONCERNS Another trick to effectively selecting the B2B telemarketing and lead generation
company that’s right for you is to discuss their method of reporting. As a paying
customer with a vested interest at each key point of the campaign you should be
kept up-to-date and you should expect a structured reporting process that will
monitor the number of calls made and the response rate. The right company should agree to provide both quantitative and qualitative
feedback that provides you with a detailed understanding of how the campaign
was received. This should be offered in the ways that work best for you whether
that’s via a check-in phone call formal written reports a group chat via Zoom or
Whatsapp or a combination of all of this.
slide 8: BUDGET ISSUES Money always has to come up at some point. Generally speaking you get what
you pay for when it comes to telemarketing. Unfortunately most businesses that
go this route for B2B are finding that while they do indeed get lots of leads for their
money the quality of the leads is poor something that ends up costing them a lot
of money rather than saving it. Bad leads do not only waste time and money-for salespeople who receive no
return for their work wasting time on bad leads is demoralizing even for the best
of them. Finding the right people to make B2B telesales lead generation calls for –
finding those good vs. bad callers – boils down to knowing what questions to ask
and what to look for. With the key points outlined in this post you’re much closer
to picking out the best B2B telemarketing lead generation partner for you.