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B2B telemarketing is a powerful way to increase sales and strengthen partnerships with customers, vendors, and prospects. There are many ways that the B2B telemarketing process can be used effectively to generate leads and increase revenue for your company. Here are 4 effective strategies:
1 – Generate New Leads
B2B telemarketing is an excellent tool for generating new sales leads. A recent study found that 85% of outbound calls were conversations with the prospect/customer. The average length of each call was 7 minutes and 19 seconds, which resulted in 3 minutes and 15 seconds on average between each interaction (Taleo Business Research Study). By leveraging B2B telemarketing to increase awareness and interest in your products and services, you will be able to expand your sales pipeline.
2 – Qualify Leads
Another effective area for B2B telemarketing is the process of qualifying leads. When you determine whether or not potential customers would be a good fit for your offerings, it is important to speak with them directly. By using B2B telemarketing, you can reach out, gauge interest and determine if there is any opportunity before spending resources trying to close the deal. Many qualified leads that should have been converted into paying customers were lost simply because they could not be reached by phone. Implementing an outreach campaign via B2B telemarketing will help eliminate gaps in customer connections and ensure that each interested prospect is contacted promptly so your company can begin building strong relationships.
3 – Sell the Benefits of Your Product or Service Over the Competitors’ Offering
One of the most important aspects of B2B telemarketing is highlighting the benefits of your products and services over those offered by your competitors. Customers purchase solutions, not products, so it’s critical to show real-world examples where your solution was able to create positive change for other companies in their industry. Telemarketing enables you to speak directly with potential customers who will benefit from working with you; interact personally while building trust and understanding, and answer questions about how your product or service works while highlighting its advantages over what they are currently using (or might consider using).
4 – Offer Follow Up Appointments, Meetings, and Demonstrations
Another effective use of B2B telemarketing is to offer potential customers follow-up appointments, meetings, or product demonstrations. Using the phone to schedule these events can save time in scheduling while also creating a sense of urgency for your prospect. When they receive an outbound telephone call asking them if they want to get together for an appointment or meeting, it will be easier to get their commitment than if you were emailing back and forth about possible dates and times. Implementing this type of campaign via B2B telemarketing means that you’ll have more meetings with prospects who are truly interested in giving your company a chance, ultimately leading to more sales.
Conclusion:
B2B telemarketing is an excellent tool that can be used in various ways to increase sales for your company. Utilizing the strategies outlined above will allow your sales team to generate new leads, qualify prospects and close more business. Effectively utilizing B2B telemarketing means having the ability to speak directly with customers ready to make a purchase decision in real-time which ultimately builds value in your products or services while strengthening customer relationships.
