Growing your Business with B2B Telemarketing Services
B2B or business to business telemarketing is all about marketing products and services
to another business via the telephone. Even if a business is successful, it is important
to keep searching for new clients to keep the sales pipeline full. This is where
the role of telemarketing comes into the picture. By integrating this service in
the marketing campaign, businesses stand a better chance of gaining invaluable sales
opportunities. It will also help in creating a better impression of the business
and in developing long lasting relations with the customers.
Here are some of the ways in which B2B telemarketing services can be used to
support marketing strategies for your business:
Telemarketing has a huge role to play in creating awareness about the business as
it helps in engaging with potential customers and upselling new products and services
to existing ones.
It plays a vital role in creating dialog in a way that is not possible through other
marketing methods. When prospects are on the phone, they can ask questions and telemarketers
can gauge their actions. Telemarketers also get to hear their feedback instantly
rather than having to wait. This creates a two-way dialog, making telemarketing
a powerful channel for marketing.
What B2B lead generation companies also do is the warming up
of cold leads by doing
the initial prospecting through the telephone. The warm leads are then transferred
to the sales team for the next stage.
When it comes to nurturing existing relationships, telemarketing has an important
role to play. Brand reinforcement, market research and up selling are some of the
ways in which telemarketing helps foster relationships. It also helps in retaining
the important clients that telemarketers have worked so hard to reach.
With the help of this service, it becomes easy to eliminate prospects who may be
of no use to the business. If a prospect proves to be a waste of time, there is
no point in pursuing him/her. This saves a lot of time for the company and precious
resources will not go to waste.
Through telemarketing services, it becomes easier to communicate information that
is critical to the clients or the business. With the right strategies, information
can reach the right audiences faster.
So by integrating your telemarketing efforts with your marketing strategy, you will
get the chance to take your business message further. It will allow you to uncover
new business leads. However, just make sure that you are striking the right balance
for your business and determining the right channels that can deliver high ROI.
B2B and Social Media
Business to business telemarketing can be a great partner for your digital media
campaign. It is very important to ensure that you are connecting with your target
audiences through a mix of channels. Because if you are choosing just one method
for reaching your audience or leaning heavily on just one channel, then it won’t
give you the desired results. But when B2B telemarketing is being integrated with
social media efforts, you will be casting a wider net. It will help you create more
connection points with potential buyers.
There is no doubt that social media is a great way of building brand awareness but
when it comes to gathering information about the contacts or gauging their level
of reservation in making a choice, social media is not that effective. But with
business to business telemarketing, it becomes easy to ask questions to the prospects
directly over the phone. This helps in gaining critical information for lead nurturing.
Here are some of the ways in which social media and telemarketing work together:
If you have a blog that is stirring conversation on LinkedIn, it can act as a great conversation
starter for the phone call being made. In case the prospect hasn’t had a chance
to look at the blog, telemarketers can help them bypass the search and send the
link directly to their inbox.
Brand awareness is something that can be easily built through social media. It is
a great way to give the contacts a point of reference when telemarketers are calling
them. When a call is made, the prospects will have seen your name out on social
media and the kind of content that is posted by you on different channels.
When it comes to directing email marketing activities, business to business telemarketing
has an important role to play. Conversations that start through telemarketing always
benefit from a follow-up email. It can be used to send relevant content for following
up on a conversation you had on a certain challenge that your contact is facing.
It can also be used for sending promotional discounts directly.
Through telemarketing, it becomes easy to clean up contacts. For instance, there
is a lot of information that is required for qualifying as well as nurturing a lead
and it is rare to find it through digital media channels. It is better to consider
the data that can be collected through telemarketing calls.
For digital channels, B2B telemarketing is a more proactive partner. Even B2B telesales services are important to grow
a business. Compared to telemarketing, business to business telesales is more focused.
The main purpose of telesales is to convert leads into sales. At least in principle,
telesales executives receive qualified leads from telemarketers and other marketing
channels. They then proceed to close the leads through outbound calling.
The most experienced telesales people are usually trained telemarketers who have
the know how of moving leads down the “sales funnel” towards a sale.
It is important that businesses have a B2B telesales cold calling campaign with
lead generation. If not, then the campaign will suffer from low conversion rate.
Without telesales follow-up, even a good B2B lead generation campaign will start
yielding poor sales results. Without proper follow-up and closing, businesses will
get a negative ROI. Both disciplines are combined in a well-planned outbound campaign
along with good collaboration between telesales and telemarketing.