Marketing Your Business And Advertising Your Services B2B Telemarketing
Used with the right personal touch your telephone can be a powerful and cost effective sales tool.
This video gives you a quick overview of tested and practical ways to market your business by phone.
You will see B2B telemarketing as a professional, high end approach to building long term relationships with your customer and prospect base — a market tested strategy that can deliver HUGE returns — outperforming e-mail marketing…direct mail…and social media marketing campaigns.
The secret is to use B2B telemarketing with the right personal touch and not merely as an indiscriminate numbers game.
This is especially significant for small business owners.
It gives you the ability to establish one to one personal contact with new business prospects in a very personal way…ahead of the bigger companies with larger, less personalized sales and marketing organizations.
Why Sales Organizations Fail At B2B Telemarketing
Rather than long term relationship building most sales organizations go about their b2b telemarketing in the wrong way.
They want the quick sales…the hot leads…the prospects who are primed and ready for a face-to-face sales appointment.
If that’s your strategy your telemarketing will fail.
You will walk away from your b2b telemarketing projects frustrated..discouraged…convinced telemarketing does not work.
So do yourself a favor. Forget one call B2B telemarketing.
Think instead of follow-up calls.
Or put another way, identify key prospects with introductory cold calls. From there use follow-up calls to develop these prospects and work them into becoming your customers.
Outsourcing B2B Telemarketing
Outsourcing to call centers is fine for high volume cookie cutter telemarketing.
But this is not the kind of B2B telemarketing I’m suggesting you try — especially if your business is small business.
My advice is test your telemarketing on a much smaller scale…something far more personal and way more practical for the small business owner.
This specialized small business telemarketing service is what I offer at MARKETING DIRECT.
My B2B telemarketing service is specifically for small business.
I use small trial projects that let you get a feel for what I can do for your business…reaching new markets…getting new customers…and taking better care of your existing customers.
B2B Telemarketing Appointments. Quality appointments do not happen overnight.
Routine follow-up calls plus e-mail follow-ups work wonders to get you in the door for a face-to-face meeting.
Also, B2B telemarketing is a form of direct marketing And building a highly targeted database is the key to any successful direct marketing campaign.
Therefore, view each call as a means for fine tuning your business development database. It’s a work in progress that never ends!
What about outsourcing? Top management will insist only salespeople with deep understanding of the markets they are selling can do sales development cold calling.
It’s myth based on ignorance rather than tested cold call business development experience.
A good over the phone sales person can work any industry. Same goes for face to face sales. The top producers are at home regardless of product or service they sell.
Improve Your B2B Telemarketing
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Get updates on ways B2B telemarketing can help your cold call sales process —especially in this economy.
Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.
Also, for further study…
7 New Rules for Prospecting In The Age of The Customer
Also: Harvard Business Review reports on benefits of cold call lead development.
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If you’re a growing business you cannot afford to miss out on these B2B telemarketing tips. Go ahead and sign up now. Your phone can help your business grow —especially in this economy.