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Generating Leads Through B2B Telemarketing.

By: Admin In: B2B Last Updated: 2010-06-17

B2B Telemarketing has emerged as one of the most effective ways of managing businesses effectively. The increasing focus of businesses on telemarketing has given a boost to the telecom industry. Companies can actually capitalize this growing trend of B2B telemarketing, but before that there is a need to understand the best process to follow for efficacious B2B telemarketing campaign. No matter, whether you are handling your B2B telemarketing internally or outsourcing the telemarketing service provider, your prime objective should be to acheive unparallel success in B2B telemarketing domain.


Through this write-up, we are trying to figure out some simple steps that will assist you in formulating a plan of action for a fruitful B2B telemarketing campaign.


Define Objective
Before starting your B2B telemarketing campaign you should have a clear idea about your objective and also make it clear to your telemarketers. You should also have a rough idea about the outcome of every single call made by the telemarketer.


Prepare list of questions
Make sure that you are pre-planned with the list of questions that your telemarketer is going to ask to the future prospects. Relevancy of the questions to your offerings should be maintained for generating the interest in the prospect.


Work on backup plan
Be ready with the backup plan in case your B2B telemarketing call does not provide the desired outcome. Having a backup plan will assist you in planning new strategy for B2B telemarketing campaign in the shortest possible time.


Speak with Prospect
Now it's time to make call to the prospect with full confidence. Remember that the goal of your B2B telemarketing campaign is to create interest among the prospects about your offerings. Your telemarketer should ask relevant questions and must provide brief but clear information or benefits of your offerings. Ensure that they are able to convince the prospects otherwise the prospect will not continue the call.


Ask Questions
Ask prospects about their needs and answer to their queries before making a proposal of sale. The answers given by the prospects will help your telemarketers in understanding the positives and negatives of every telemarketing call they made.


Close the sale by setting an appointment
The most important part of a B2B telemarketing call is to discuss only about the features of your offerings and how they can benefit the prospect. If your telemarketers are ending the call with appointment or follow-up, make sure that they will get some sort of commitment from the prospect for future interaction.


Along with these simple tips, also ensure that your telemarketer is not getting nervous because of the prospect's silence. Prospects silence can also be a positive sign as he might be thinking about whether he should fix an appointment with you or not. Your telemarketers' interference could result in the disruption of positive response from the prospect.


Following these simple steps will surely ensure success of your B2B telemarketing campaign. This will help in fulfilling your goals, which you have set for the growth of your business.

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