Here's the thing, it's not your amazing, highly-innovative, industry-disruptive product that's helping to convert your business leads---it's the problems they solve. B2b sales leads couldn't care less about how cheap or how effective your products are, they know they have a hundred other choices by simply searching Google. So how do you make sure that your b2b telemarketing campaigns turn in the needed business leads you desperately need? Avert your focus from yourself and your product towards the problems and needs of your prospects.
Your b2b sales leads are not like b2c customers. They are not easily swayed by high-profile marketing superstars promoting various products using mass media marketing antics. Business sales leads are the decision makers in companies and corporations of various sizes, as such, they are not only responsible for the well-being of the people below them but also accountable to the people above them. They are can’t afford to make hasty decisions about company purchases (such as enterprise software) because they don’t exactly own the funds they have. This is why selling to b2b sales leads can be a long and complicated process, and the reason why you should make the first call count as much as possible. Doing so relies on having a good and compelling telemarketing script.
The best b2b telemarketing campaigns utilize telemarketing scripts that help business leads realize that they have a problem in their business, for which you can provide the appropriate solution. You have to fix your telemarketing script so that your b2b telemarketers are knowledgeable not only of your products but also a little background about your b2b sales leads' business. I know this seems like too much work, but the more effort you put into individualizing your marketing methods, the better results you will get from your telemarketing lead generation.
This is how you should format the body of your telemarketing script:
• Identify the problem of your business leads.
• State the nature of that problem.
• What will happen if it is not resolved.
• How the problem can be remedied.
You have to remember not to put the history of your company on your script, it’s messy, time consuming, and quite frankly, no one wants to hear about it, especially over the phone. However, do have your telemarketers state the name of your company at the introduction, it’s not only a courtesy---it’s a requirement of law.
When you format your telemarketing scripts this way, your business sales leads will be more interested to actively join the conversation, the resulting dialog from which enables your b2b telemarketer to acquire further information about that particular business lead. An expert professional b2b telemarketer can use this newly acquired information to further support his point. Once the business lead has realized that his business indeed has a problem, offering your product as a solution will be better received.
If you have problems about getting enough qualified business sales leads for your company, consider outsourcing to a good telemarketing lead generation company that has experience in your particular industry.
Your b2b sales leads are not like b2c customers. They are not easily swayed by high-profile marketing superstars promoting various products using mass media marketing antics. Business sales leads are the decision makers in companies and corporations of various sizes, as such, they are not only responsible for the well-being of the people below them but also accountable to the people above them. They are can’t afford to make hasty decisions about company purchases (such as enterprise software) because they don’t exactly own the funds they have. This is why selling to b2b sales leads can be a long and complicated process, and the reason why you should make the first call count as much as possible. Doing so relies on having a good and compelling telemarketing script.
The best b2b telemarketing campaigns utilize telemarketing scripts that help business leads realize that they have a problem in their business, for which you can provide the appropriate solution. You have to fix your telemarketing script so that your b2b telemarketers are knowledgeable not only of your products but also a little background about your b2b sales leads' business. I know this seems like too much work, but the more effort you put into individualizing your marketing methods, the better results you will get from your telemarketing lead generation.
This is how you should format the body of your telemarketing script:
• Identify the problem of your business leads.
• State the nature of that problem.
• What will happen if it is not resolved.
• How the problem can be remedied.
You have to remember not to put the history of your company on your script, it’s messy, time consuming, and quite frankly, no one wants to hear about it, especially over the phone. However, do have your telemarketers state the name of your company at the introduction, it’s not only a courtesy---it’s a requirement of law.
When you format your telemarketing scripts this way, your business sales leads will be more interested to actively join the conversation, the resulting dialog from which enables your b2b telemarketer to acquire further information about that particular business lead. An expert professional b2b telemarketer can use this newly acquired information to further support his point. Once the business lead has realized that his business indeed has a problem, offering your product as a solution will be better received.
If you have problems about getting enough qualified business sales leads for your company, consider outsourcing to a good telemarketing lead generation company that has experience in your particular industry.