More Effective B2B Telemarketing for Optimum Sales Results
After a number of years delivering successful sales lead generation campaigns we’d like to share some precious insights which we know make all the difference to the outcomes of sales lead generation campaigns, no matter which channels are being used, what size of budget, what audience and what level of resource is involved.
Always be thinking:
1. Audience: Who do I want/need to target?
2. Objectives: What do I want them to do?
3. Positioning: How will they need to think and feel to do it?
4. Brand/Key Messages: How can I make them think and feel that way?
Armed with this essential insight it’s time to get to work!
What now?
- Invest in quality data (buy from a reputable sector strength specific data broker or research your own)
- Use complimentary marketing activity to raise initial awareness, to aid the lead scoring process, to flush out quick wins and to nurture leads such as email marketing and/or direct mail
- Use high quality content to influence prospects such as blogs, white papers, videos, audio and more…. via email and social media sharing
- Carry out lead scoring process
- Sign off on targeted key messages and starting out scripts
- Design bespoke follow up emails (e.g. for consultancy services = challenge based)
- Be mindful of common objections and how to address them
- Use intelligent telemarketing – Get calling and generate some well qualified high quality sales leads!
Always remember:
- Get your rest so that you’re always on the ball when on the phone and are always energized
- Set up your desk so you don’t have a need to leave your desk in between scheduled breaks
- Don’t hang up the phone (use auto-diallers or if manual, headset and keep dialling)
- Be positive at all times (mind and tone of voice) and believe that you’re going to have a successful day – You’re as happy as you make up your mind to be!
- Time is of the essence and so don’t waste time on unproductive calls. Qualify the prospect in or out as fast as possible and either get off the phone or schedule the meeting
- Always start a new campaign with a script – Use as a guide only else you’ll sound false
- Practice your pitch so that you sound natural and experienced
- If something isn’t working, accept it and make changes and then make tweaks until it works. If something is not broken, don’t fix it
- Always learn from each call – What works best with what audience and why and vice-versa
- Ask questions but don’t interrogate people – Sound natural
- We have 2 ears and only one mouth, listen more and talk less. Ask strong questions to open people up
- Record your calls (training benefit) and document productive conversations (CRM)
Sales Accelerant specialises in sales lead generation using a combination of telemarketing, email marketing (with quality bespoke content) and LinkedIn. We generate sales lead globally for the following sectors: HR services, medical communications, software, market research and financial services.
Visit our website www.salesaccelerant.co.uk – Call us NOW for further sales tips or sales support on 0845 3058145 or via info@salesaccelerant.co.uk
