3 telemarketing actions that will help you generate B2B leads
The first thing you need to be clear about is that telemarketing actions must be legal and comply with the law, in the sense of not calling at odd hours. Many companies are unaware of these details, so outsourcing to a specialized company that has a call center is a good option.
The first thing to assume is that the database is of quality and of legitimate origin. And, to obtain the phone number, means such as social networks, the Internet have been used or an advertised phone number has been called. There are several ways to obtain the information to subsequently generate a quality lead with telemarketing and to complement them later .
And what are the qualified actions that will contribute to generating quality leads? Here are some that work:
1. Segment calls to the target audience
Segmenting calls to your target audience is a smart strategy. And, in this sense, telemarketing should serve to target the public that, objectively, may be interested in the services (or goods) that you can provide. Therefore, this first step will serve to clearly filter the objectives and increase the ROI .
The advantage is that, since you already have prior information, calling a cold contact is not an intrusive action. In addition, and although the purchase and sale of databases is restricted today, this action will also help reduce the chances of making unwanted calls that undermine the company's reputation.
2. Make calls when the potential client needs something
Calling at the right time and if you know the customer needs or may need something is essential. If the phone number was collected over the internet because the customer filled out a form, it is easier. But perhaps that information was obtained through a more generic (albeit legal) consent.
The idea is that telemarketing actions serve to show that there is a win-win. That is, the company will win, but also the potential client (or customer) you are targeting. A call to introduce yourself and give more details about the services you offer is a way to generate trust.
While technically this is a cold contact, it's not really cold because they've already given you consent to call them. And in this sense, you can choose between letting that data die or stepping forward to generate value.
3. Call if there are any special offers
This action is useful if contact has already been established previously. When there is already a certain level of trust, then it is possible to contact the client when there is a special offer or promotion that may interest them.
However, in order not to overuse this resource, it is advisable to have the history and as much information as possible about the preferences. This way, conversion will be much more likely and with less effort. Here it is especially important for the company to have a complete CRM (Customer Management System).
Another aspect to note is that special offers can be generic or specific to a particular customer. In any case, telemarketing actions must be tailored to personalization.
Qualified telemarketing actions help generate value and, in B2B, are essential for your company to be more competitive.
