The hope for any telemarketing company, whether B2B or B2C, is to generate leads to then ultimately increase profit for your clients. As a telemarketer, or indeed a telemarketing agency, like ours, you need to ensure that you adopt new and exciting strategies and techniques to capture your potential customer’s attention via telephone in an ever-increasing digital age.
In this article, we’re diving into our top 7 hacks to ensure that you are optimising each call, to generate leads effectively and successfully.
1. Know Who Your Client Is
Spend time learning and finding your target audience. Updating and continuing to update your database is key to ensuring you are speaking with the right people.
If you are not sure how best to optimise your target audience, asking a telemarketing company is a great way to help build your data sources.
2. A Positive Attitude Never Goes Unnoticed
When you or your team are telemarketing, you need to assess and understand how you come across to your client or potential customer. The stigma that a sales call is just an annoyance is all too real, so you must ensure that you and your team’s attitude is upbeat and engaging.
Saying what you mean with conviction matters, so be sure to answer any concerns they have straight away and don’t just blandly say what you are offering. Tell your client why they need your service or product and why they shouldn’t go to your competitor instead.
3. First Impressions Matter
Tiresome opening lines and mindless chat will not get your customer excited about what you are offering. It is essential to be sure that your point is clear about why you are calling it needs to come across as natural, intelligent and friendly.
Work on building rapport with your customers; remember that you are usually working from a script and working for a company; you are not a robot. Putting a bit of you and your personality into your sales pitch will help you seem relatable, and the customer will see you as more trusting.
Be emphatic to a certain extent, be conscious that you’re taking time out of their day, and reassure them that it will be worth it.
4. Be Sure To Listen
Listening is vital, especially in B2B telemarketing, to learn more about them and their business and its needs. Listen to their needs and then use this to build into a positive conversation.
Try to emphasise as much as you can to help show an understanding of their problems, and then offer your solution. This ultimately builds good rapport and gives your conversation a guide towards a successful transaction.
5. Ask The Right Questions
When speaking to potential customers, you must ask relevant questions and questions that will generate a lead.
It allows you to unearth key information and enable you to direct and navigate the conversation. Asking questions will allow you to listen to their needs, and it will stop you from sounding like a script and “just another telemarketer”.
6. Don’t Be Too Pushy
With the increase of B2B sales in the digital age, businesses expect us to have the answers to solve their biggest problems instantaneously.
And with pressure building maybe from your management to potentially meet new and great KPI’s, you need to make sure you’re adding value to each conversation you have with potential customers.
However, just because you have the added pressure, you don’t want to push potential customer for a yes/no answer – a maybe is always better than a no. And if a potential client is unsure, ask them about their hesitation, listen, and then address them as best you can.
Case studies and video testimonials are great tools for showcasing your product or service and how you have overcome previous challenges with other clients and hopefully turn that “maybe” into a “yes”.
7. Persistence Is Key
Telemarketing after a string of unsuccessful can be very disheartening. Recent studies have shown that it can take up to 7 calls to contact the person you want to speak to, but don’t give in.
Telemarketing can be repetitive, but that doesn’t mean you need to be. Switch up opening lines, and try new techniques each time. Then once you’ve sparked that conversation, use all the other tips above to secure the lead!
These are just some of the tips telemarketing companies use to generate and secure leads, but if you are still struggling and want to know more information and strategies, contact us.
We’ll be happy to provide you with more details on our expert telemarketing services as an experienced, qualified agency or any other outsourced services we provide.