4 Dumb To Questions To Ask In A Telemarketing Campaign

When conducting telemarketing campaigns, it is important that you use a sales script to guide your business discussion. Not that you use it all that is written there verbatim. It is just there to make sure that you are going through the right flow. And while there are a lot of questions that you can ask your B2B lead generation prospects, it pays to know what kinds of questions you should be avoiding. 

These are not only sure-fire ways to turn off potential sales leads, it also leads your conversation with them nowhere. And truly, there are at least four useless telemarketing questions that you should make it a point to avoid.

1. “Would you agree? – Customers can get really wary about that, since this will look like you are trying to manipulate them on saying ‘yes’. This might be innocuous enough for smaller items, but when such a question may cause others to raise their eyebrows in doubt. Indeed, they might know a thing or two about blocking you. Instead of that, why not ask your B2B leads prospects regarding their “priorities in their business?”. That would make them open up.

2. “If I can save you 20% on total costs, would you be interested in…” – you wanted to bait your business prospects about better cost savings by doing business with you. Now, what makes this irritating to business prospects, and why it shows how dumb your marketing campaign can get, its amateurism. You would only ask this because you do not know what to offer best. That would happen if you have not researched about your business prospect at all.

3. “Do you have the budget to purchase our services?” – I tell you, say that question to potential sales leads, and you can say goodbye to their business. It is a dumb question since your prospects will think that you are only after the money (all right, who are not interested in making a profit?), and that you will run up your price to match their budget (which would imply that you are going to cheat on them). Seriously, you should avoid such scenarios for the health of your business. A better question would be: “tell me more about your process of purchase decisions”. This will let you know what your prospects are looking for, and how you can tailor your sales pitch to suit them.
 
4. “Are you the main decision-maker?” – all right, you might have to ask this question because you want to save time and go straight to the ones holding the purse, but here is one thing you have to remember: you will rarely get to your destination. If you think that the person you are talking with on the phone is a gate-keeper, do not antagonize them. Simply ask for the names of the major stakeholders of the business. That should get you to the right decision-maker.

For the good of your lead generation campaign, please skip these questions. You can always employ or craft better ones.

Six Steps To Effective B2B Lead Generation

B2B lead generation plays a very important role in keeping your business afloat. After all, this is the one way for you to get more B2B leads coming into your company. Mind you, finding, generating, and nurturing sales leads are not an episodic process.

While most think that getting the contact details of telemarketing prospects is enough, this is not true. In fact, this is just the first step of the marketing process. You need to go through the entire marketing process for you and your team to successfully get the sales prospects to say yes to a deal with you.

To be honest, you ought to know the six steps of successful B2B lead generation.

Step one: Inform When you give your prospects a telemarketing call, you tell them about your purpose for calling. Usually, this is the point where they tell you know and hang-up. But this is also the point where all your sales skills will be most needed. On the average, you only have ten seconds to engage your prospects. It a test of true marketing skills if you can keep your business prospects focused on you longer.

Step two: Educate If you were able to convince your prospects not to hang-up, congratulations, you have just gotten closer to your goal. At this point, you will have to explain to them what your business is all about, as well as tell them what you can do for them. Focus on the benefits. That will really grab their attention.

Step three: Involve Here, your job is to get them involved in the conversation. Ask them questions, like what are the problems they faced, what solutions they have or are using, who provided that solution, etc. Let them talk so you can learn how you can help them better. This will encourage them to open up to you.

Step four: Validate At this point, you have probably gotten a fairly good idea what the problem is. You can offer them that solution you think is best. Still, you have to know first whether they will be your immediate customers, future buyers, or probably an interested third-party. Qualifying them is important, since once you know where you are in the B2B lead generation process, then you can proceed to step five.

Step five: Convert Conversion of sales leads is, so to speak, the acid test of many marketers. How you can convince them to buy or sign up to your service will depend on your ability to sell. Mind you, this is not that hard, since this is how it will end if you properly followed the four previous steps.

Step six: Maintain. Now this is the challenge, how you can keep your current customer happy and not leave for the competition. And there are many ways to do that. You just have to choose the strategy that works, as well as keep in constant communication with each other.

Really, as long as you follow these six steps, your B2B lead generation campaign will end well.

Rejections? Turn These Into Potential Sales Leads

It is normal to get rejections in your lead generation campaign. You may be able to get in touch with a lot of prospects and talk business with them, but there will be cases where the positive responses would be slow. Given the complexity of dealing with sales leads prospects, not getting what you want is a normal thing. The chances of success can be pretty low, but if you know how to handle rejections, then you can turn these into profitable B2B leads. As a marketer, you should know what you should do for this. And there are plenty of ways for you to do just that. For starters:

“No” may not be “No” 
This will require good observation skills, and the knowledge that your prospects are truly interested. You see, saying ‘no’ may be much easier than saying ‘maybe’, ‘I am still thinking about it’, or ‘I do not have the time for it right now’. Take note of these possibilities, and you might get lucky and seal the deal.

It may be your fault 
In case you get too many rejections in your appointment setting campaigns, there is the possibility that you are the cause of such problems. It may be possible that your sales pitch is too bland or unattractive, your product is too expensive or too weak, or your appointment setting campaign is not that all compelling for them.

Face their fears
It is possible that your business prospects are afraid of something, like a failed sales campaign, poor customer turn-out, or even delays in product delivery. All these factors can make a prospect reluctant is making a deal with you. As a marketer, you should face these fears head-on and help your prospects realize that you can be a wise investment for them.

Make a better proposal 
Come to think of it, nothing makes a proposal more effective than by offering a better one. Have your telemarketing team study your sales pitch well, and then let them come up with strategies that can be better than what you have. You might be surprise at the things that they can come up with.

Do not be serious 
When doing a marketing campaign, you do not have to take your rejections too seriously. After all, even if you meet so many failures, there is always the possibility that you will finally taste success. And there is no harm in being aggressive in your marketing efforts. This might be just the thing you need in order to succeed.

This is all about having a positive outlook in your business campaign. Marketing and lead generation can be tough, true, but if you have the tenacity and creativity to handle even the hardest business prospects, then you will be on your way to success. And knowing how to deal with rejections is just one step of the way. Think of it as an acid test for true marketers. I mean, if you can make those “no’s” into “yes’s” then you will make a good name for yourself.

Is Telemarketing Out?

We all know that telemarketing can leave a bad taste in the mouth of many entrepreneurs. And that is with reason. Considering the headache, the nuisance, as well as the costs, selling over the phone may not be a good idea anymore. For some jubilant individuals, this is the needed death blow to telemarketers. Well, not exactly. Marketing is a multi-channel art and science. Even if the methods are old, if it works, it can still be used. This is such the case when you are conducting a lead generation campaign.

Generating sales leads is a task that can take many forms. The variety of communication tools available, like social media, email, and search engine marketing, are used by marketers who base their choice on their expertise, the target market, as well as the business of their clients. In the case of telemarketing, it is very useful for appointment setting. You need to talk to business prospects, introduce your business to them, as well as nurture their interest. This form of generating B2B leads is best done by talking through the phone. It is much faster and it is a medium favored by many entrepreneurs.

No, telemarketers are not out yet. They are still a necessary part of marketing. You still need to talk to business prospects, right? Now, if you are not familiar with this medium of lead generation, do not worry. You can have it outsourced to a professional sales leads generation agency. You just have to choose the right one.

Outsource Your Telemarketing Needs To Professional Telemarketing Companies To Get The Best Results

Outsourcing your telemarketing needs to a professional telemarketing company is your best bet when you need such services. Be it your need for lead generation, market research or just to help you make more sales, you can rely on professional telemarketers to adapt to the situation and bring in more positive results than with other sales and marketing approaches that have failed you. Through the use of appointment setting, you can hope to close more successful business deals with your prospects.

Making a sale matters to a B2B firm since it's the best way for them to stay in business, not to mention the best way to make their profit. However, getting a sale in the field of B2B isn't such an easy thing that every call made will be a successful one. That is why with the help of telemarketing services, you can hope to raise the chances of success for your campaign. Professional telemarketers will be the ones making the calls, and although the call script may be of your own design, they will find the best ways to manipulate your script and make your spiel more appealing to your prospects. Through this, you'll be able to garner a lot more appointments, and soon enough, more sales and deals for your B2B firm.

Outsourced telemarketing services are really some of the best sales and marketing solutions out in the world today. With the aid of a telemarketing company, you can hope to see much more profit for your firm and a more successful marketing campaign that will lead to the benefit of your company.