Category Archives: Telemarketing

The Best Way to Reach Out to Prospects Sales Email or Sales Call

The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

Should you email or call?

For years, it has been a debate in the sales community. Interaction with the prospect is the key to gather and educate, establish trust and secure for a follow up call. If you don’t know what medium to use best to deliver the message, tendency is you will have poor response rate.

It’s your first time to reach out to prospects and you’re not sure what medium to use to deliver your message. Let this be your guide on deciding whether to send an “introductory email” or call your prospective customers.

Sending “initial email” first

Many experts nowadays start with an email because they use it as a reason to call to follow up on the email sent.

Advantages:

  • You can use email as a reason to be directed to the prospect when you called because you have something to follow up for.
  • It let’s you educate your prospect of your product and services and connect it with their current situation.
  • Prospect understands the value proposition of your brand before talking to you. Less time and effort on sales reps..

Related: What’s the Next Step in Sending Event Emails?

Disadvantages:

  • Prospects are not required to answer the email the moment they receive it. You still need to follow up on them again through another email or phone call to find out if they’re really interested or not.
  • There’s no point in sending “initial email” if prospects are already familiar with your company. When in this situation, you can proceed and touch base with them through calling.
  • It takes time to reach out to prospects and convert a sale.

Related: The Timeless Email Marketing Tips in Promoting Industry Events in Singapore

Call and initiate a conversation

Most sales reps prefer calling prospects when doing lead generation. Unfortunately, calling also takes time and effort same with email but at least you get immediate answer from the prospects.

Advantages:

Disadvantages:

  • It takes time and effort. You may need to call 3, 5 or even 10 times in order to get hold of your prospective customers. Find out how many call attempts should you do before you surrender a lead.
  • There will be times wherein they are not available to talk to you. You need to consider the best day and time to call them to get higher contact ratio.
  • No one wants to take a random call from a telemarketer who will discuss about a product they’ve never heard before.

Other mediums to use to reach out to prospects is through social media such as; Facebook, LinkedIn, Google+, Twitter, etc.

Check out Twitter Marketing Lessons for IT and Software Companies

Know where your prospects are, research on lead generation statistics in Australia and what social media platform they usually use and create your reputation using social media. Social media has a word “social” in it, which means it’s not just about you. It’s also about showing interest in others. Use social media to get a connection and engage with your prospects instead of promoting your product or service.

Related: Re-engage with Warm Prospects Who Have Gone Cold

TIP: Never sell your product on social media. Instead, learn about the people you are trying to reach and share with them information that might interest them.

What’s the best method when reaching out to prospects? It doesn’t matter if it’s through call or email. Whatever you do, just don’t do cold calls or spam. It’s always best to make sure you have a targeted and profiled list before you start your marketing campaign. There are data profiling tools that can help you eliminate unwanted data. If it’s not workable, here’s where to get a reliable profiling services.

Related: Better Leads? Two Words: Customer Segmentation

There are also other ways to reach out to your prospective customers.  Try different approach like Multi Channel Marketing approach such as web and social media instead of just focusing on email and phone. Different ways to reach out to target prospects makes it easier for you to be where your target audience are and let them be aware of your brand.

Whatever medium you use, bottom line is, never reach out to prospect without doing any research first. Knowing your audience makes it easier for you to identify the best method to reach out to them.

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

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A Closer Look At A Sales Lead’s Mind: An Australian Perspective

A Closer Look At A Sales Lead’s Mind An Australian Perspective

When we want to sell something, we want to be sure that we appeal to the sentiments of our business prospects.

Now, we all know just how hard that can be. That is why we often ask them a lot of, pretty much, personal questions. This is what makes all the difference for our B2B lead generation campaigns. Just imagine just how complex that is if the market we want to work on is based in Australia.

What do you think runs inside the minds of your sales leads?

This could very well be the one advantage that you could have to get them to turn these prospects into a closed deal.

So, what do you think are business prospects asking themselves?

  1. “Should I do business with him?”It is a warranted question, since this raises the issue of our capabilities.

We may be a big brand or a well-known company, but if you cannot truly represent your business and your ability to deliver what you promise, then you will not get their deal at all. You have to be really good at your articulation in this case, if you want to get their attention.

  1. “Should I do business with this business?”Basically, this is all about your brand, your identity, of your company.

It is about influencing your prospects to do business with you. You need to keep the integrity of your company intact. In other words, you have to clean up your act, deliver what you promise, and give your company credit when credit is due. It is all about keeping clean.

  1. “Will they offer something I want or need?”You know that a business can only sell if you can offer something that your B2B leads prospects will need to make their lives easier.

You need to show them just how your products or services work, how it will solve their problems, as well as the other benefits that they can enjoy if they purchase or sign up with you. You might want to train your B2B telemarketing team well on this regard.

Related: How To Make Sales Leads Spend More On You

  1. “Will the value being presented meet my expectations?”Simply speaking, will the returns for the initial investment be significant enough for a deal to happen?

You know how hard it is to raise money, and that new investment can only be made if there is assurance of profit later on. With out on, you will not be able to make a sale. Your appointment setting team needs to be prepared to answer such concerns.

  1. “Shall I make the decision now?”How you convey the urgency of your offer matters a lot here.

You see, business prospects rarely make an immediate purchase decision. More often than not, they will wait things out and see if they still have a need for your offer later on. That would not be good for your business. That is why you should work on creating urgency in your sales repertoire.

 

Now that you know what are most likely running in your sales leads’ prospects minds, I am sure that you can work on a better B2B lead generation plan.

Go Beyond The Usual In B2B Lead Generation

Go Beyond The Usual In B2B Lead Generation
These days, it is important to keep up with the market trends. Considering how quickly things can change in the market, you really have to be constantly on your toes. 

That is the key to surviving.
This is also the same situation with B2B lead generation campaigns. You have to go beyond what you usually know and do in finding, generating, nurturing, and converting B2B leads.Being good enough is not good enough anymore.If you want to be successful in your marketing campaigns, you have to do better than that. The nice thing about this is that there are ways to achieve that.

For starters:

  1. Empathy
    Yes, we have all heard this all the time, but too many of us involved in the B2B appointment setting game tend to forget developing our empathetic side. Remember, you want to establish a relationship with your prospects. Try putting yourself in their shoes.Related: The Eight-Point Communication Strategy For Better Appointment Setting
  2. OwnershipBe it a problem or an issue faced by customers, even if this is not your fault, you still need to take ownership of it. Letting the customers know that you are in control of the situation will show them of your responsibility and care.
  3. Follow-up 

    When conducting business or telemarketing transactions, make it a point that you properly follow-up any call that you make. It is all about being punctual and responsible for the time you gave.

  4. FairnessWhen doing business, always make it a point not to give preferential treatment on some customers. Being a biased businessman will not do well for your sales leads effort, ultimately ruining whatever chance you have in making profitable sales in the long term.
  5. BalanceBeing in business is walking the thin line between making a profit and providing a service. Striking that right balance of helping your customers and reaching profitability targets of your company is a must.
  6. ExpertiseFor what reason should customers believe whatever you say? If you become the expert of your industry. Study your business well, participate in online forums, publish articles and books, etc. There are a lot of things that you can do to show your knowledge.
  7. Recommendations 

    There will be times when you just have to back away from a business deal, especially if you have no way of providing what the customer needs. Really, it will not hurt you to point these customers to other businesses. At least you are providing good customer service.

  8. SpontaneityUsing a calling script is useful for B2B telemarketing campaigns. But you should only use this as a guide. Be natural and spontaneous in your business discussions. Your prospects would appreciate that.

    Related: Six Steps To Effective B2B Lead Generation

     

To tell you the truth, the secret to a successful telemarketing campaign rests on your capacity provide excellent customer service. Without it, building a positive relationship with customers and prospects will not be possible.Think of it as a necessary marketing investment, one that has better returns for you in the long run. Just give this a try.