How to Build Momentum With B2B Telemarketing
How often do you hit a dead end? It’s no secret that cold calling takes a significant amount of effort, so when all your hard work ends without a sale it can be discouraging. From lead generation all the way to your follow up calls, you should make sure to have several points of contact with every potential customer. While you probably won’t land a sale with every business you call, there are steps you can take to make your numbers improve. Building momentum during your process will allow you to make the entire journey worth the effort. Here are a few tips that you can incorporate into your B2B telemarketing campaigns to improve your bottom line.
Step One: First Impressions
It would be a shame to have to stop before you even get going. That is exactly why making a good first impression is so important. There is a delicate balance between trying to get your point across and still trying to remain personable. You can go into great detail about all the amazing services you offer, but if you come off too pushy or salesy, people might turn away. Try to get a feel for who you are talking to before pitching your ideas. They might be the type of person who would enjoy some small talk. They could also be incredibly busy and would appreciate a short and sweet conversation. Every call is different. Learn to adapt to your listeners and you’ll feel yourself picking up some speed.
Step Two: Keep Checking In
Typically, you will have to have several conversations before a company decides to do business with you. After the initial meeting, you should follow up with information about your company as well as questions about theirs. Take notes on everything they say that seems like it could come up at a later date. If they mention a vacation, you’ll know that they won’t be available for a week or so. If they tell you their busy season is coming up, there will most likely be less time to talk so you should schedule your phone calls accordingly. Whether you check in with a quick hello, or to give some additional information about your business, it is always good to keep in touch, nurturing your leads through the process. You want your product to be in the front of their minds when it comes time for them to buy.
Step Three: Close the Deal
There will come a time when you will have gotten to know your customer quite well and given them all the information you have. At this point it is a simple yes or no. If they decide to purchase from you, that’s great, start the paperwork. If not, remember that not all hope is lost. If possible, find out what made them go in another direction. It could be price, features, or just compatibility issues. Keep their information on file for later. As your company grows, you may be able to offer better prices and newer options in the future. You can then reach back out to those who said no and give it another shot. Not all your leads will go the way you hope, but as long as you made a good impact, you can try again later.
Step Four: Follow Up
Once a company purchases your product, you probably think your job is done. In one sense it is, you were successful and you helped your business thrive. If you look at it another way though, there is still a little work to do. Following up to see how a new client is enjoying your product will show them how invested you are. Exceptional customer service goes a long way and can actually boost your public image. A good experience from start to finish will make a customer recommend you to others in the industry. Your reputation is often the difference between success and failure. Do everything in your power to make yourself shine.
It is common to feel stuck. B2B telemarketing can be tedious at times. While it’s true that many of the calls you make will not end in a sale, there is no need to throw in the towel. Get a running start and build momentum with your customers. A person who started as a simple lead could end up being your best customer. If you make a good first impression, it could open the door to multiple conversations in the future. Some people will buy what you’re selling, and others won’t. Either way, you should keep the lines of communication open in case things change down the road. Checking in even after you made the sale will show your dedication and could even help with prospective sales. You’re going to be tempted to hit the brakes now and then, but just remember that if you stop speaking with potential clients you may end up back at the beginning. Keep your process running smoothly and you’ll find that more people will want to go along for the ride.