7 Unique Roles of B2B Telemarketing you won’t find anywhere else

Telemarketing now resides within the shadows cast by the enormous internet marketing evolution that’s eating up the business world today. About two decades ago it was at the pinnacle of all marketing heights, and now it only exists as a seasoned veteran – but very much alive.

There are things that traditional marketers value and these are things that only a traditional method like telemarketing can bring about.

Therefore it creates a distinctive impact in the industry, one that preserves the very reason why telemarketing is still being used by a majority of B2B companies.

Here are the roles that it plays in the B2B framework, and why you should value them as well:

1.    Telemarketing can tap a non-Internet-based demographic. Believe it or not, there is still a significant fragment of people that are not web-savvy, even in the B2B world. These are your conventional business people, living off simple needs and traditions. And just because they’re not online doesn’t mean they don't deserve your business.

2.    Telemarketing can strengthen brand awareness. What marketers really need nowadays is to reinforce a brand name without merely repeating. Telemarketing gives the opportunity to instill a brand within the target market’s awareness by being informative and personal at the same time.

3.    Telemarketing can extract immediate and timely feedback. Telemarketing promotes immediacy and interactivity, which other channels do not possess.

4.    Telemarketing calls can strengthen a relationship with existing customers while maintaining selling opportunities. Recurringcustomers make a company stable, and it’s important to keep the ties strong.Telemarketing can make them feel they are continually valued.

5.    Telemarketing is still perfect for business-to-business interactions. Business-to-business calls are part of the commercial landscape and do not carry the stigma that calling on households can. Aside from email, telemarketing calls are the main communication lines for businesses.

6.    Telemarketing can establish a good talent pool for future sales representatives. Telemarketing is a great way to try out people who have an aptitude in sales as a career track and see if they’ve got what it takes to succeed with the big guys.

7.    Telemarketingprovides sales evaluation data. The vertical volume of telemarketing calls provides a number of evaluation metrics, such as number of calls made, successful contacts per call, and lead closing rates. This is important in drafting future plans and making adjustments in a campaign’s approach.

Handle B2B Software Telemarketing Rejections In Six Ways

Rejections from your sales leads prospects can be a big blow to your B2B telemarketing efforts, but you have to admit that this is the reality that many software companies have to face every day. Yes, the market is expanding, but that is no assurance that you, as the software services provider, will be able to get a lot of B2B leads. That is because there are a lot of you in the same business as well. Competition is good, but only if you have something that your prospects need. Aside from that, you also need to make sure that you deliver excellent serviceall the time. Yes, there will be rejections, it cannot be helped. It is how you handle that makes all the difference. The question here is this: how will you do it?

  

1.    Consider things rationally – when you get a ‘no’ from potential sales leads, do not feel bad. Always remember that this is a rejection of your business, not you. Come to think of it, they may not be even rejecting you totally. There is the possibility that they would want to know more about your business. Figure out what their ‘no’ really mean, and you may be able to nail it.

2.    Identify their dislikes – for business prospects that rejected you after presenting everything, you should seek a more specific reason why they are saying ‘no’. There are cases where a prospect rejected an offer only because of one small part of the package. If you can do away with it, then you might be able to save the sale. Just be sharp about it.

3.    Figure out the ‘no’ – some B2b appointment setting specialists make the mistake of accepting the rejection immediately, not realizing that the underlying reason may just be a trivial matter. You should always keep in mind that, behind every ‘no’ that you get, there is the possibility of ‘yes’ that you have yet to uncover. Be specific, be inquisitive. That business deal could be yours.

4.    Keep going with the tough ones – in any B2B lead generation campaign, there will always be business prospects that possess a pretty strong personality, the type of people whom you will have a very hard time to convince. But if you keep going, if you keep pursuing them, then you might be able to convince them that you mean business.

5.    Collect the rejected ones – they might prove to be useful for your future sales campaigns. Software and IT needs change over time, and if you can offer them something good, then you might be able to make a sale happen.

6.    Fix you closing – the closing is the most important part of your B2B telemarketing process. If you cannot make it impressive or memorable enough, then you reduce your chances of make a sale or a deal to happen. You better polish up your act at this point.

Getting rejected in your B2B telemarketing campaign can be handled, you just need to know how.