Lead Nurturing and the Sales it Leads To
If you work in the field of B2B telemarketing services, you know that there is no better feeling than a completed sale. All the hard work you put into talking up your product and learning about the other business finally pays off and you can put a check in the win column. People are always looking for ways to get to this point more often which leads them to look for new sales advice. While there will always be innovations in the field that are worth a try, the easiest path has been in front of you the whole time. Lead nurturing is something you probably do on a daily basis. It draws in the business and keeps you in the front of a customer’s minds. Sharpen your skills and you should be able to meet your quota every time. Before you make your next call, check out some ways that you can get on a buyer’s good side, and how you can stay there.
Listen and Learn
B2B telemarketing generally concerns itself with the company they are trying to sell to. This is a great technique, especially when you want to prove how effective your services can be for them. It is at this point where many salespeople find it difficult to hold a person’s attention. You are so involved in showing off your own company that you miss the point of theirs. Being talked at through a whole sales pitch, one that they may not have even asked for if it was a cold call, can be tough. Some will try to be polite and wait for you to finish before rushing you off the phone while others will hang up on you before you know what’s happening. If you try getting them more involved in the conversation you could find more success. Ask questions about their business and their role in it. Offer information about what you do as well and it will be more like a genuine conversation rather than a speech. Listen to your customer and they will be more willing to listen to you too.
The Future
Every time you speak with a potential customer you learn small bits of information about them and the company they work for. From your conversations you can infer as to where they want to be in the future. Use this knowledge and show them how you can help them reach their professional goals. Even if your product is just a small factor in their overall plans, try to show them how even miniscule changes can contribute to their company’s success moving forward. This approach is especially helpful when a customer can see the merit in your services, but not how it would benefit them specifically. It can take quite a few conversations to get the average buyer to make a purchase, use every detail you can to show them just how much you can help.
Keep In Touch
The majority of your sales will not be made during your first meeting. It would be nice if they were, but that’s typically not the way it works. Your lead nurturing skills will become more and more important after each conversation. There will come a point where the buyer will have to make a decision and you want to do everything you can to make sure it works out in your favor. Let them know when they should expect another call from you so they aren’t caught off guard. Keep track of everything you talk about so you don’t get one lead confused with another. You should also have something new to offer during each conversation. Whether it is an answer to a question they had or a new feature that you just introduced, make sure you have a way to hold their interest. A good follow up call is the key to making good sales. Make sure every one you make shows just how much you have to offer.
Everyone has their own story to tell when it comes to sales. Some are good and some might make you cringe. To get your own amazing stories, you need to work on your technique. Lead nurturing isn’t something that always comes naturally, it has to be improved and perfected over time. Learning about the customer is the first step. From there you need to make it clear that you want to be involved in their future. After that, following up is essential. Show them that you are serious about doing business with them and they will always be your top priority. Your customers are the backbone of your business after all, make sure they always get the attention they deserve.