A successful telemarketing campaign relies on information that gives you insights into the behavior of your leads. The strategy also involves timing: saying the right things to the right people at the right time. With B2B telemarketing, you have to look at several different scenarios and plan accordingly.
For instance, not every call is going to land you with a person who makes the buying decisions. This doesnít mean the call is a failure; you can have a script ready for the gatekeepers, too. You donít want to spend too much time with a person who wonít be able to make the decisions, so keep your gatekeeper script short, yet effective. If youíve done a good job, you should be forwarded on to the decision maker in due time.
A reputable telemarketer will also have good timing when it comes to communication. To be taken seriously, you need to have the proper authoritative tone of a person who has power. This is tough to pull off when youíre rigidly following a script. Properly trained telemarketers know how to be forceful, but not offensive, professional, but not robotic.
The best scripts come after several test scripts have been whittled down into the perfect set of words that get the point across quickly and clearly in as short a time as possible. Always leave room for alterations though; your script will probably change over the course of a campaign and could change depending on the call. Thatís the power of telemarketing Ė itís a proactive process that gives you more power to control the message because itís an actual conversation.
Telemarketers that can effectively go off script are the ones that are able to communicate the most effectively and bring the best return on investment. Not all telemarketers are able to pull this off, which is why you need to choose an agency that has a mission that includes ongoing education for their agents. Also, ask to hear call recordings from previous campaigns so youíll have an idea of how the agents communicate with their leads.
Youíll want to be clued-in over the life of the marketing campaign, which is why youíll need to choose a telemarketing company that offers live monitoring as well as call recording technology. You should be able to drop in on any call at any time. This technology really comes in useful for managers tasked with training agents to do their jobs more effectively.
B2B telemarketing is industry specific most of the time. Youíll want to choose an agency with experience in your field. This makes your decision-making process easier because you can immediately weed out the agencies that donít pertain to your industry.
Blue Valley Telemarketing is a B2B telemarketing company that also specializes in political campaigns, lead development and customer development. Our focus on publisher campaigns offers proven processes that reduce acquisition costs and increase subscription conversion and generate actionable leads. As for lead development, we offer B2B telemarketing services that capture critical data that generates leads. Contact us today and see how fast youíll see a return on your investment in us.