Despite being a more traditional form of marketing, telemarketing is actually still an important element of the mix of marketing tools you should be using to reach out to potential customers, including email, social media, direct mail, etc. What makes telemarketing unique from other forms of communication is that it involves direct human-to-human (H2H) interaction, allowing stronger lead and prospect engagement. The more engagement you have with a potential customer, the more opportunity there is to qualify them and eventually close the sale.
Of course, telemarketing isn’t easy, and you can often be met with a lot of rejection. That’s why investing in software for effective B2B telemarketing results can ease the pain of struggling with telemarketing efforts. A sales engagement platform includes tools like queue-based lead routing technology so that sales teams can spend less time searching for prospects and more time on the phone.
You can also implement these other strategies to see significant improvements to your telemarketing efforts.
1. Make Your Goals Realistic
By creating realistic, tangible goals, you’ll be better able to track your progress and measure results. When creating a plan, set doable deadlines and break up more long-term plans into smaller milestones.
2. Telemarketing Should Be a Part of Your Overall Strategy
As already mentioned, B2B telemarketing is just one part of the puzzle. Instead of treating telemarketing as separate to your other marketing initiatives, it should be one channel of many that you use to reach customers.
3. Provide Coaching and Training for Your Team
Instead of waiting for one of your salespeople to underperform, you should be providing coaching and training on the regular. Not only is it a good idea to refresh people’s memory about important sales tactics, but it also increases morale and shows your willingness to invest in them.
4. Acquire Quality Contact Lists
You can either purchase lead databases or create your own lists using tracking software that can identify your website’s visitors and where they are coming from. Contact lists should never be rented because after a certain amount of time you won’t be able to use them anymore, meaning that you’ll lose nurtured leads.
5. Take Advantage of Sales Scripts
Having a script is great for when sales reps get put on the spot or perhaps even have a forgetful moment. Instead of being read word for word, sales scripts are meant to be a guideline that your sales reps can follow and adapt to.
You can also take advantage of software that auto-generates branching scripts so that sales reps can have a more organic conversation with potential customers. All they need to do is click an option, and the script will generate a response based on what was inputted.
Invest in Your Telemarketing Efforts
By investing in your telemarketing efforts, you can reach more potential customers, generate more leads, and nurture existing relationships. It would be a mistake to underestimate the power of telemarketing, so make sure that you are taking steps to improve your efforts.