How to do telemarketing the right way (part 1 of 2)
With the increasing number of people working from home during the pandemic, you might question the effectiveness of B2B telemarketing in 2022. Every marketing strategy consists of a variety of activities and when done right, telemarketing should still have its place in your B2B marketing plan. In our latest post, find out how to do telemarketing the right way.
Find the right target audience
It might sound obvious, but before you can start making any calls, you need to have a list of businesses to call. Putting together a list yourself can be time-consuming and so it’s easiest to purchase data from a reputable source. You need to ensure that the data is clean and has been TPS (telephone preference service) checked before you use it. Then there is ensuring that it is the right target audience for you – the size of the business, years in operation, the number of people in the company and who the decision makers are.
To script or not to script
Once you have your data, you’re ready to pick up the phone…but wait! Do you know what you’re going to say and how you’re going to approach the call? Should you go in with a script or just wing it? Well, really it’s a combination of the two. You want to have a loose script to follow so that you ensure you get across all the key points, but you don’t want to come across as robotic, and well…scripted. The first call should always be a soft sell and more of an introduction to you, your business and the opportunities.
Getting leads can be like finding a needle in a haystack, which is why persistence is key (more on this in a moment) and having a large pool of contacts, to begin with. When you purchase your data, you need to ensure you have a sizeable audience to call and have allocated enough time to make the calls. Don’t underestimate how long it takes to make your calls!
Use a CRM
You could use a spreadsheet and work your way down the list of business and contact names one by one, but with so many good CRMs available, why not make use of them? Most CRMs give you the ability to add company details as well as multiple contacts that sit underneath. You can add notes, schedule follow-up tasks and record the outcomes of meetings. When dealing with so many contacts and leads, using a CRM is a game-changer.
eDivert are specialists in Marketing and Customer Services. Contact us today to find out more about our B2B telemarketing services in 2022.