B2B Lead Generation is Less of a Guessing Game With Telemarketing
While both B2C and B2B lead generation require an investment in brand awareness, meticulous planning and the development of personal connections, B2B relationships are ideally suited for growth through telemarketing. B2B buyers are more receptive to telemarketing, and the use of this channel in your marketing strategy can provide an excellent return on your investment.
There’s a lot of careful planning that goes into a successful B2B lead generation strategy. The use of data from analytics is a critical tool for developing an effective strategy, which can then be used to create an effective telemarketing campaign.
Telemarketing is a proactive communication tool, so it provides an opportunity for instant information about your potential buyer. By contrast, the use of digital methods like email and social media require you to post something and then wait to see if it received any attention.
Telemarketing allows for direct contact and an immediate resolution of any concerns or questions. If the contact is not interested in initiating a business relationship, the telemarketer is able to distinguish whether this answer is a “not yet” or a true “no.” If it’s simply not the right time, the telemarketer can make note of a follow-up target date.
In some cases, it may be difficult to determine whether the lead simply needs additional nurturing to move forward in the engagement cycle. Telemarketers can ask a few more questions to find out if the obstacles to purchase are temporary or permanent.
When a telemarketer begins a campaign, they are armed with a lead list, with the hope of identifying opportunities for sales. In a B2B environment, buyers are also looking for ways to advance and improve their processes, so they are happy to receive telemarketing calls.
A B2B buyer is responsible for making important purchasing decisions for their company, and a poor buying decision can negatively impact their reputation and career. For many B2B buyers, a business relationship through telemarketing gives them an opportunity to ask questions so that they can make a more informed purchasing decision.
One of the benefits of using telemarketing is that when you transition a lead over to the sales team, you can be confident that you are providing a truly qualified lead. Using telemarketing to fuel B2B lead generation allows you to develop relationships with potential buyers that flow seamlessly into relationships with customers as they convert to new sales.
Blue Valley Telemarketing equips your lead generation efforts with a more personal connection with your potential buyers. You can build a relationship with your contacts that simply isn’t possible through social media and other digital marketing methods. Contact us at Blue Valley Telemarketing to talk more about the role of proactive channels in your marketing strategy.