Who You Gonna Call?

There is a common myth in b2b telemarketing that you should make as many calls as possible. What I say to my clients who are looking at a business to business telemarketing campaign is “the program is only as good as your list.”

So how is the best way to come up with a list for b to b telemarketing? First, take a look at your past customers and determine who has generated the most income for you. From then, look to build a list with similar demographics: industry, number of employees, geographic area, and title of contact are a few good places to build the list from.

When it comes to building a list for your business to business telemarketing campaign, there are options. There is certainly enough information on the Internet for you to build a list yourself with a little research. However, if you prefer to spend your time doing other things, there are an ample number of list companies out there who will provide a list that, depending on your criteria, can be purchased for a very competitive price.

The least successful business to business telemarketing campaigns are where the caller does not understand who their customer is. Since you will be making a limited number of calls each day, spend the time building a list that meets your needs. Then spend a few minutes before each call doing a little extra research. Learn about the company’s products or services and think of ways you have helped companies similar to theirs.

If you target the right people in your b2b telemarketing campaign, you will be providing a valued service that will help these companies be more successful in their business.