Why do businesses employ the use of B2B telemarketing as part of their strategies? Why to increase sales, of course. How does telemarketing do this? The answer is through helping a company find new business and generate sales leads. Sounds good doesn’t it?
People who are not into business will seldom understand the difference between sales and marketing. Some people think that marketers are salespeople, and some think that salespeople all just want to market their products and services. Well, that mentality is wrong. Marketers are in, in a way, in charge of doing lead generation for their company through their advertisements and marketing offers. Salespeople are the ones who handle the generated leads to try and close them.
Now that you have a basic understanding of the difference between marketing and sales, let’s take a look at how you can measure your lead generation results. First off, how can you tell the quality of a lead? Marketers say that a quality lead is one that is qualified; a prospect that shows interest, has a budget and a need for a certain product/service.
Salespeople, however, have something different in mind when it comes to the quality of leads generated. We asked one of your sales reps and he said “effective lead generation campaigns… I measure them if I can close the leads they generate,” So according to our sales representative, he measures the effectiveness of a campaign based on whether he can get somewhere when he gets the leads handed down to him. Continue reading
Lead generation is no easy task and neither is being a telemarketing company that specializes in doing it. For any start-up company that wants to be successful in generating leads through B2B telemarketing, well, it’s going to be a long road ahead.
Being a successful lead generation telemarketing company is not purely about generating leads for your clients, although that is what being such a business is about. So just what does it take to become a successful lead generation company? We will answer that question in this post so keep on reading!
For any company, not just one that generates leads, success is sought after. However, it isn’t always easy to achieve especially when you have the wrong things in mind. As such, here are some essential ideas on how to succeed in this field of industry. Continue reading
Often enough marketers find that using telemarketing to perform lead generation does not always yield the results they desire. What could be causing this however may be of their own doing. Improper handling of your telemarketing campaign can seriously affect your results in generating leads so it is best that you know what you are doing wrong so that you can get to fixing it immediately.
One of the many things that marketers that use telemarketing to do lead generation is that they often say the wrong things. When giving a sales pitch through the phone, you still need to be wary of the words that come out of your mouth. If you say the wrong thing, you could lose the interest if your prospect and thus the chance to get a lead vanishes down the drain. As such, it is important that a telemarketer know what and what not to say when dealing with a prospect. Continue reading
Normally, many businesses big and small will take as many sales leads they can get their hands on. But instead of looking at how many leads, do you care to check how many hands? When you are so willing to receive as many leads that you can take, have you ever double-checked the fine print of that question?
Business Leads Can Be Excessive
It is very understandable that you want to open your accounting service to as many business clients as possible but never ignore that last word: possible. If you have so many quality, accounting leads but do not have the possibility of pursuing them all, then you you would have wasted a substantial amount of the money you invested in marketing and lead generation.
At Inc.com, Langley Steinert writes about his own experience about handling more than what you can take. He also recommends a more reasonable alternative:
“Both at my former company TripAdvisor as well as my current company Car Gurus, we have a saying: follow the 80/20 rule, technically known as the Pareto principle. The Pareto principle tells us that 20 percent of the inputs account for 80 percent of the results. You have to cut through the noise, figure out what tasks represent the 20 percent with the greatest leverage and focus on those tasks. Find those projects that make a big impact and ignore EVERYTHING else.”
You can apply the Pareto principle to your own business in several ways:
- Controlling the amount of leads – First off, you can apply it by limiting yourself only to leads that you can immediately serve. This controls the amount you spend on marketing as well as maintaining the sales for each successful appointment. A goal is only too high or too low for your marketers if they deem their results too much beyond the capacities of your salespeople and your services.
Related Content: Sales Leads – The Dangers Of Data Overload
- Focusing on the tasks that matter – Some might protest and say that some business processes are still critical despite having a lower priority. You have explained this extensively when demonstrating the need for accounting services. You have seen this reasoning also deployed by marketers and lead generators. How can you focus on the tasks that produce the 80% when that description still covers a wide range of processes that you cannot do? Answer: you outsource it. Focus on what really drives the quality of your business while leaving it up to a provider to worry about your accounting sales leads.
- Expect customers and prospects to adopt this principle – By ‘expect’, it does not mean presume. Rather, both your marketers and salespeople engage with the understanding that your market only cares about the bottom-line. Asides from money, life in the business world costs people plenty of time. Do not waste that time and get straight to the point. Cut down on information that is not relevant to a prospect’s problems and focus only on a proposal or a solution that works best.
Never look for an excuse to do everything when you just simply cannot. Despite how many entrepreneurs and gurus call people to stay optimistic, this is where a bit of healthy realism should play in. Do not take too many leads beyond what you can handle. And if you cannot let go of a particular process (e.g. telemarketing services) then at least outsource to save up on your focus!