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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.<br>
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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.
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.
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.
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.
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!
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.
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.
