Handle Price Objections The Telemarketing Way When doing a B2B lead generation campaign, it is always part of your job to deal with the objections. Still, this is just part of the norm. You cannot just sell your products to potential sales leads that easily. Now, if this is your first time to start such a campaign, it is always good sense to study the ways on handling price objections. Being PreemptiveAnticipating what your prospect might say as an objection to your price will allow you to state the benefits of your offer. There are so many ways to deal with price objections in your B2B lead generation campaigns.
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The Stages of Content Marketing Maturity: How Young is your Strategy? One grave mistake marketers make in engaging themselves into content marketing is that they try to do everything all at once. While there’s definitely nothing wrong with keeping high hopes early on in the game, it also pays to understand the phases that make up the evolution of content as a lead generation tool. The Altimeter Group, a business research and advisory company, believes that there are 5 stages of content marketing maturity that each campaign has to go through to meet its maximum potential: Stand This is when you first venture into content marketing but only to “test the waters”. Marketers would put up a blog but would not post as frequent as regular bloggers; hence “standing” is without movement or progress. Stretch In this stage, a marketer would already consider employing a strategy towards producing and distributing content. Walk Jog This is where everything becomes serious. Run Altimeter characterizes this as the stage of “monetizable content”.
B2B Online Marketing: How to Identify your Target Audience In the Business-to-Business (B2B) marketing world, success can only be achieved if you cater your brand towards the right prospects. It’s not like any ordinary consumer marketing where everyone can be convinced to buy goods or acquire services even though they are not exactly the target market, i.e. even old people can be enticed to buy iPhones, and masculine men can be persuaded to use beauty products. But in B2B, it has to be the right product, for the right customer, for the right price, at the right time. That is why targeting your market audience is very important, as it gives focus and understanding to better come up with a strategy to attract the right prospects. Know thyself first Just like any other enterprise, a company needs to do introspection – what is it exactly that you sell? Be an online stalker Society may look down upon stalking in general, but in the business of online marketing, stalking is an essential step in acquiring an audience. Create and assign personas
Top B2B Telemarketing Sales Techniques for Better Results Not experiencing enough conversions? Is your lead generation not producing high quality B2B leads? Do you feel that there’s a need to further enhance your B2B telemarketing efforts? These questions are typical among marketers nowadays; typical in the sense that all of them share the very same problems that impede them from gaining a competitive advantage. And indeed, they are one in the quest for finding an efficient way to improve their telemarketing campaign. Too much talk about this issue has prevailed in numerous online platforms and blogs dedicated to B2B lead generation and telemarketing. From where marketers stand, cost-efficient ways are top priority. The struggle for a strategy that balances cost-efficiency and productivity is just too immense. Be on the dot. Potential B2B partners like it when they know every second they spend engaging you has value. Wear your prospect’s shoes. To get the prospect, you will need to be the prospect. Assume your audience is not that soft.
Drive for Sales: B2B Telemarketing Tips That Help Close the Deal | The usual pieces of advice such as “make your call more personal” and “listen actively” sometimes don’t count. No matter how telemarketers do it, circumstance often demand for a higher level of strategy to be able to convert prospect into a lead and eventually close the deal over the phone. One of the obstacles of B2B telemarketing is how to effectively convince people that there’s an opportunity and that the prospect needs what you’re offering for them to eventually commit to a scheduled phone call, a face-to-face appointment or even a newsletter subscription. To achieve this, telemarketers need the right skills and the ability to do the following: Confidence over the phoneGood communication skills and minimal fillers such as “uhm” and “ah”Become more conversational and not rehearsedHandle objections properlyProbe and know what questions to ask to identify if there’s a needEmpathize with the prospectBe optimistic Related: Teach Sales Reps to Sound More Natural Over the Phone
Leads Generation Marketing We combine our collective skills, cutting-edge technology, and industry best practices to carry out multi-channel lead generation campaigns on behalf of a broad customer base ranging from small local organizations to large multinational companies. Our mission is to provide sales organizations with qualified selling opportunities to achieve their revenue goals. Our lead generation team works closely with your team to define your business goals and design a clear-cut solution that works for you. We combine telemarketing, email, online, and social media marketing to put your business in front and right at the center of your target market. Then, we use our expertise to nurture prospects and deliver them to your sales team for closing. Over nine years of experience in B2B lead generation. Services Aside from generating sales leads, we provide a wide range of other services to help you make better business decisions as you find ways to grow.
Nurturing Lead Generation Prospects – Is it worth the effort? Between the sunny skies that wrap around the success of closing a lead prospect into a sale or a contract, there is a cloud of uncertainty that can sometimes come inevitable in a typical lead generation funnel. When a lead is not “ripe” enough to progress into the next stage, there would be a need for “nurturing”. The question is: is it really a necessary step? Slowly but surely To evaluate its worth, let’s first take a look at the good things it brings to the table. Of course, nurturing gets rid (or at least lessens the possibility) of instances when a lead has been brought to the far end of the funnel only to discover that it’s not qualified. Nurturing a prospect also gives an impression of service. This kind of image can help boost a brand in the awareness of the people who would turn out to be the target market. The faster lane On the other hand, skipping the nurturing part also has its perks. Quality versus quantity
6 Vitals Arts to Master in Outbound Telemarketing | Marketing in the Asia Pacific Training materials, online slides, self-help books and hundreds of instructional blogs have provided tons of advice on how to become an excellent telemarketer, but there hasn’t been a perfect formula – and this article will not change that, either. It’s impossible to create a flawless telemarketer persona on account of an industry that’s so complex and rapidly evolving. What’s possible, though, is to focus on improving certain areas of the telemarketing process. Eventually, as each small part is enhanced, a new skill set and approach will have been developed, and that’s the closest you can get to perfection. You can start off by mastering these 6 important aspects: The art of timing.This is not about how you determine when to respond to prospects over the phone – that’s an art you’ve probably already mastered.This is about learning that specific hours of the day are more productive than others.
The Conversion Repellents: Why Your Site Visitors Don't Convert to Leads One day, you checked how your online marketing efforts are faring. Everything seems great so far – your blog content is solid, your SEO ranking is phenomenal, and your site visitors are consistently high. Fantastic. There’s just a bit of a problem, though. And then everything collapses. That’s right. Related: Tips On How To Convert Your Leads Into Clients If a lot of people are checking out your site every day, then how come nobody’s been converted to leads or prospects, let alone customers? No conversion path.When someone likes what he’s seeing, where does he click?
Pay-per-Appointment Telemarketing: 4 things to reflect upon | One of the most likely reasons why companies support the pay-per-appointment model of B2B telemarketing is that it’s a financially low-risk option, since they only pay for scheduled appointments set for them. They can clearly see where their money goes to, and so for them it is far more cost-effective compared to traditional packages. The standing question, though, is whether or not this kind of transaction can produce the same quality of appointments, the same approach towards telemarketing, the same follow-up mechanism, and the same impression from prospects. You see, pay-per-appointment contracts aren’t exactly what B2B telemarketing agencies shoot for, as they would rather a conventional-type model. That, itself, can be a factor to consider. If you’re planning to employ this method into your marketing mix, here are some points to ponder on: Is it okay for you that your callers are going to be aggressive? How would you know if appointments are unique to you?
B2B Telemarketing: It’s not what you say, but how you say it One of the challenges in B2B telemarketing as a means for lead generation is how telemarketers are able to let prospects “grasp” the sales pitch. Despite of the flawlessness of the script and the amount of substance and information it contains, some still find it difficult to make listeners appreciate it. During these cases, it would be logical for telemarketers to improve the approach, not the script. How we say things is just as important – if not more important – than what we say. That is one of the reasons why businesses choose to outsource their telemarketing. Here’s how you improve the how instead of the what: Don't give them everything An overdose of information about your products and services will only confuse a prospect. Highlight results, not figures The business world is a numbers game, and that’s a fact. Put things in proper context Your script should not be generic. You might also like: 5 Mistakes to avoid when working with Outsourced Telemarketing Companies