Tag Archives: telemarketing lead generation

B2B Telemarketing Services: Are They Worth the Money?

Posted by Helen Steidinger on Fri, Jul 13, 2012 @ 04:39 PM

Every business has a budget… whether or not it is defined.  You have heard that outsourcing telemarketing to a quality company can really boost sales, but is there room in your budget for B2B Telemarketing Services?

It is true B2B telemarketing can really boost sales.  But, let’s explore some questions:

1.)  What does your company offer?  Products or services?  Are the high or low margin?  What is the size of the typical ticket?

2.)  Do you have a sales team or are you working by yourself?

3.)  Do you enjoy getting on the phone and make calls?

4.)  Does your company separate marketing from sales?

5.)  Do you get leads from your website?

6.)  How do you respond to a lead?  By phone or email?  In what time frame?

7.)  Do you have a system for follow up?

Some of these questions have simple answers, but others will take some thought.  If you would like some help thinking through what bounce some ideas off of someone to see what might be the “right” thing to do, please feel free to contact us at (815) 692-3710 or email us below:

 

Just as tip…We have found that companies offering business services and/or those who sell high margin products (such as software) often benefit the most from B2B telemarketing.  Does this description fit your business?

We would love to talk to you!  Please call us at (815) 692-3710 to schedule a 20 minute call.

B2B Telemarketing: Overcoming Obstacles to Achieve Huge Success

Posted by Helen Steidinger on Fri, Jul 06, 2012 @ 09:47 AM

Many successful companies have used B2B telemarketing as a primary way to achieve huge success.  Would you like to:

  1. Quickly reach your prospects?B2B Telemarketing
  2. Give your prospects a warm sense of hope?
  3. Call of prospects who are open to a call from you?
  4. Learn how you can best help your prospects before you ever visit with them?

That’s how B2B telemarketing achieves huge success!!  If handled correctly, telemarketing offers a warmer, kinder, more empathic way to reach the potential prospect.  It also offers a way to do some fact finding to see if truly there is a good fit for the prospect.

If the goal of a B2B telemarketing campaign is to REALLY HELP, then there is a huge possibility for success.

But there are obstacles to overcome… Let’s list a few:

  1. Getting a good list of prospects
  2. Determining the appropriate approach
  3. Identifying the specific goal of the call
  4. Finding the right caller
  5. Measuring the ROI

Because of all the obstacles, some companies are overwhelmed and stop short of even considering the possibility.  It is very understandable… especially since telemarketing has a “bad rap” due to companies doing it the wrong way.

But there is a right way… overcoming the obstacles is the first step!  Watch for more information on how to overcome these obstacles in future posts.

 

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Prime Telemarketing Leads: A Thing of the Past?

Posted by Helen Steidinger on Fri, Jun 29, 2012 @ 04:51 PM

Do you currently use telemarketing as a business lead generation strategy?  If not, have you received any telemarketing leads in the past?

Word has it that telemarketing is a thing of the past.

Let’s define “telemarketing.”

We think it is a thing of the past IF telemarketing means:

  • Calling on anyone and everyone
  • Using a telephone book for a list
  • Starting out saying, “How are you today?”
  • Reading word for word from a script with no voice inflection.
  • Trying to get five yes’es from the prospect
  • Putting on pressure when someone says “no.”
  • Yelling at the prospect.

However, telemarketing can be defined in another way:

  • Professionally calling on a list of prospects that have a high probability of NEEDING what you have to offer.
  • Diligently creating a criteria for the target audience that could best be helped.
  • Starting out saying, “Hope I didn’t catch you at a bad time…”
  • Truly caring about the person on the other end – and your voice shows it.
  • Asking questions that help you determine if you can serve a need or not.
  • Kindly leading the prospect to say “yes” or “no” whichever is in THEIR best interest.
  • Thanking them for taking the time to take your call.

There is a difference, isn’t there!  One will never be successful… not in the world of today.  The other has a good possibility of being successful depending on what industry and what products/services are provided.  Poor telemarketing should be a thing of the past.  Sincere efforts to help solve business’ problems will always be a great part of a marketing plan.

Would you like to determine if your product/service is a good candidate for telemarketing?  Please call us at (815) 692-3710 or email us below.

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Choose Lead Generation Companies Carefully

Posted by Helen Steidinger on Fri, May 04, 2012 @ 02:16 PM

Do you use a lead generation company to help with your marketing?

Most businesses need to generate leads… some how, some way… Many try to find the time to do it themselves… but then, who is responsible?  Marketing?  Sales?  Good question.

One option is to outsource to lead generation companies.  The problem is… what company?  Who can do what we need them to do?  Who can we trust?

Before you even start looking, here are some key things to consider:

  1. Exactly what do you want to outsource?  Tele-marketing?  Cold-calling?  Print?  Website Traffic? Social Media?
  2. Know your lead… do you have it defined?  Here are some Know-Your-Lead tips on defining your lead:
  3. What are your goals for this venture?  Are they quantifiable?  Five leads?  20,000 visitors?
  4. What is the time frame you are willing to invest in the venture?  Most lead generation takes time… it doesn’t happen overnight.
  5. Are your goals realistic for the time frame?
  6. Make sure you have all the answers to these questions.  Then, our suggestion is to check with other companies you know.  See who they use for outsourcing… are they happy?
  7. Make sure they are outsourcing the same types of services you would be looking for… as some companies are good at certain functions and not at others – even though they may say they offer all of them.
  8. Referrals are the best way to feel comfortable with the outsourcing process.  The more confidence you have in the company that is referring you, the better the chance that the company will be what they say they are!

Good luck and let us know if we can help you in any way.

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Mother’s Day and Cold Calling Effectiveness

Posted by Helen Steidinger on Fri, May 11, 2012 @ 11:25 AM

So Mother’s Day weekend is upon us!   You might ask, “What does Mother’s Day have to do with effective lead generation?”

Think about this:Mothers Day-Cold-calling-effectiveness

  • You love your mother (most likely)!
  • You would do almost anything to help her in any way you can.
  • It is easy to talk to her.  If she needs you (or if you need her), you can easily and naturally figure out how you can help.
  • You only want what is best for your mother.

Guess what?!  Feel this way toward your lead/prospects, too.  They need you, and you want to help them.  It’s as simple as that… love them and want only what is best for them!

As it relates to cold calling effectiveness, let’s think about this:

When you call your mother, she probably knows it is you.  But what does she do when someone “cold calls” her?  If you are cold-calling (most likely you aren’t calling a residence, but are calling a business) and the person who answers is not overly-friendly… think about how your mother would be.  Does she like cold callers?

Now, what could you say to your mother that would make her “friendlier?”  What about, “Hope I didn’t catch you in the middle of something!”  She would probably say, “Well, I was just ….”  Then, could you say, “Oh, I’m sorry, when might be a better time to call back?”

What would she say then?  Most likely, “What is it that you are calling about?”  The next line you say is very critical to your success.  You MUST think about what would your mother say and do.

You might say, “If you have just two and a half minutes…”  Then, be prepared with something substantial that will catch her attention and let her know that you want to help HER.

Also, you respect your mother’s time.  So, if you say “two and a half minutes,” keep it to that, unless the lead/prospect is the one chatting (then you are not the one taking up the time.)

Pure cold calling is not usually the “all-important part” of a company’s lead generation… we know that.  However, we recommend cold calling in certain specific instances as being the most effective way to reach leads the fastest and potentially fill your pipeline.

Take a peek at this article for a few more hints about lead generation and filling your pipeline!

Want to know when we recommend “cold calling?” Call our sales department at (815) 692-3710 or reply to this email.  There will be no pressure to buy.  We first need to know if we can help you!  Of course, we want only what’s best for you… like we feel about our mother!

Happy Mother’s Day!

Question: Best time for business lead generation?

Posted by Helen Steidinger on Fri, Apr 27, 2012 @ 03:24 PM

Don’t they all say that timing is critical with everything?  Make sure you choose the right time for this or that…

Well, we believe that there is never (or almost never) a bad time to work on business lead generation.  Now, of course, we don’t suggest going around blabbing about your business all the time!  What we mean is . . . Always be aware of looking for a possible opportunity that may lead you to a good lead.

As I’ll be flying to Oregon next week on business, my mind goes to a previous flight I had…

Here’s the story:Airplane20380574

Several years ago I was flying back from Boston and happened to sit next to a nice young man (early twenties at the time).  Normally, I am not one to easily strike up a conversation with a stranger, but something about this young man engaged me.  We started talking about our different lines of work.

He worked for a manufacturing company and was on his way to a big trade show.  As young as he was, it would not have seemed on the surface that he would be in the position to discuss their company’s marketing goals.

However, I quickly discovered that this young man was sharp and knew how to work and was going to be going places within his company.  We talked about possible ways that we could help them through telemarketing lead generation campaigns.  Yet today, our memories go back to how we met….our first conversation in the airplane!

So, you never know when you might stumble upon a lead.  Just keep your ears open!

For seven signs of a perfect lead… don’t forget to download our e-paper.  See below!

CTA-Download 7 Signs to a Perfect Lead

Have a great weekend.