Improving Your B2B Marketing Efforts

Marketing experts will tell you that B2B telemarketing is an extremely effective tool for promoting your company’s goods and services. Unfortunately, if a business is seeing good results from their B2B telemarketing efforts there is a tendency to rest on their laurels.

In order to keep ahead of the competition and continue to reach new sales heights, it is important that you constantly seek to improve your telemarketing efforts. What follows are a list of ways you can do just that:

1. Make sure that your data lists are meticulous. Up-to-date, targeted data needs to be tailored for each specific calling campaign.
2. Clearly outline your goals. Are you looking to make a sale? Make an appointment? Whatever you are looking to do, make sure that your telemarketers know what is expected of them. Remember, too, that some goals will take more than a single call to accomplish and this needs to be communicated to your telemarketing team.
3. Use an integrative approach. Telemarketing campaigns work best when they are part of an overall strategy that uses a multi-channel approach.
4. Consider outsourcing. Studies show that in-house sales teams follow up only about 20 percent of leads. When you outsource your telemarketing efforts, you help to ensure that leads aren’t being lost because your sales team is too busy to follow up on those leads.
5. Allow telemarketers to go off script. While scripts are important, it also is important that your telemarketers feel free to develop a rapport with prospects, which may mean going off script a bit. That’s not to say that they neglect valuable talking points in their pitch, but the conversation should never seem scripted. Remember, authentic personal touches are what relationship building is all about.
6. Prepare, prepare, prepare. Telemarketers should have information about each prospect they are calling in front of them before they make a call. They also should be well-versed on the particular campaign they are promoting or the product or service they are selling. There is never an excuse for not being prepared so always make sure that your B2B marketing information is complete and up-to-date.
7. Be a little unpredictable. Most people don’t work just 9 to 5. When you call early in the morning or in the evening, you’ll have a better chance of avoiding the gatekeeper and talking to the decision maker.

No matter how successful your B2B telemarketing efforts are, they can always improve. By continually assessing your telemarketing efforts you can be sure that you are always on top of your game!