There’s Nothing Passive About B2B Telemarketing
The advent of digital marketing methods often requires a trial-and-error approach. You test out a few strategies, and eventually, the analytics will tell you what sticks. Thankfully, there’s one tool you can use that doesn’t require money, time and resources to find out what’s working. B2B telemarketing gives you results without any guessing games about what works and what doesn’t.
You’re thinking telemarketing is a little outdated, aren’t you? Compared to flashy social media platforms it may seem that way, but it’s never stopped being a reliable tool for producing highly qualified leads. And with telemarketing, you can skip the trial-and-error. Telemarketing provides consistent results and is a reliable way to balance your strategy when you’re testing the unknowns of social media marketing.
Here are some of the benefits you’ll see when you incorporate B2B telemarketing in your efforts:
Build brand awareness with a proactive approach not found in digital marketing. Using telemarketing, you drive brand awareness simply by calling and having a conversation. Even if your conversation is with a current customer, they may not know your full range of products and services, and it also serves to remind them of your business relationship.
B2B telemarketing gets a conversation started. It’s impossible to reproduce on social media the kind of two-way conversation that happens with a telemarketing call. Your potential customer has a chance to ask questions about your product, provide feedback about their experiences with your company and build a personal connection with your brand.
Telemarketing is also an effective part of a B2C strategy. While this article is primarily about B2B telemarketing, many companies also directly market some of their products to consumers. If this describes your sales strategy, you should know that the concepts also apply to B2C and telemarketing is a good investment in these sales situations as well.
Nurture leads through conversation. You can leave the nurturing step to your sales team, but telemarketing provides a more cost-effective option than sending a sales rep out to determine how hot or cold a lead is. Through a telephone call, you can determine whether the contact is ready to convert to a customer or if they are simply in the phase of exploring their options.
Inbound sales require a highly personalized experience for the customer, and telemarketing helps you gather critical information about what’s important to your customer and what their purchasing process looks like. You’ll know how many stakeholders are involved in the decision and the timeline they are working with for a purchase.
Talk through complex features. Telemarketing provides the opportunity to talk potential customers through some of the more complex uses of your product or service, equipping them to make a more informed decision. You also have the opportunity to connect your contact with a blog or white paper that offers more extensive information about the topic.
Go deeper with customers. When you’ve gained a new customer, B2B telemarketing is a great way to reach out. You can follow up to see how your customer’s experience matched up with their expectations or recommend an additional product or service option. Your customer service levels receive a boost when you use telemarketing to carry out your objectives. From following up on a recent delivery to finding out how else you can serve your customers, you can provide a tailored experience that helps ensure that your company is their first call the next time they’re making a purchase.
At Protel, your B2B telemarketing is never handled with a trial-and-error approach. We provide customized services with a team dedicated to working as an extension of your own employees. Contact us today to learn more!
