Archive for the ‘Telemarketing’ Category

Why Business to Business Appointment Setting is a Good Marketing Tool

Thursday, February 27th, 2014

Have you ever received a telemarketing call while you were relaxing at home?  If you have, then you know just how annoying it can be.

It is quite different when you are in the office and in business mode, The time at work is when you will be more open to accepting and listening to an appointment setting call rather than when you are contacted at home.

Consider the scenario, you are in the office trying to solve a problem. You are then called by a telemarketer to arrange an appointment to discuss a solution that may help with the problem you are currently trying to solve. Because you are in work you have been more inclined to accept the call and it has proved useful – if the call had been made to your home you would probably not taken it .

This can be applied to your own lead generation during regular working hours

Here are two reasons why appointment setting is good for generating business to business leads

Like you, your contact is in work-mode when in the office.

When you are in your office, you are in the right frame of mind to accept a call that is work related. This also applies to your prospects. They are in their offices with the intention of getting work done. When you make the call you must always have the intention of doing business with their company. Be business like in your approach and they will be more open to listening to you because they also are currently thinking about business. If you call them out of hours or while they are somewhere else other than engaged in business, then the chances are, they will not be so receptive.

Telemarketing calls are quite often viewed as being intrusive and even when in the office your prospects may not always be open to listening. This can change when you have the right target and call to make an appointment with people who are in the market for the type of product or service you offer. By researching your market and speaking to the correct person at the most opportune time you will increase your chances of gaining an appointment. Time spent on research really is valuable and will provide dividends.

This approach will give you a better chance of generating more interest.

Getting the initial appointment does not necessarily mean that your prospects are really interested in your offer at that moment. It could be that they have a mild interest in your product or service and would like to know a little more. Once you have the opportunity for a face to face meeting with the decision maker you then have the chance to showcase your products or services, explain about them in more detail and turn that mild interest into something far more positive.

By using telemarketing in the correct manner you can gain those appointments allowing you to generate more interest in the services of your company in a face to face meeting.

In the past you may not have considered using Business to Business telemarketing to generate appointments.

Used correctly telemarketing can be a very useful tool to increase results and should be considered as part of your marketing plans.

DMA warns marketers not to alienate consumers

Tuesday, February 18th, 2014

The Direct Marketing Association (DMA) has warned businesses not to risk alienating consumers by misusing marketing mail and telemarketing practices.

The trade body has cited “losing consumer trust” as the biggest business risk of using data unscreened against ‘do not contact’ lists such as the Mailing (MPS) and Telephone Preference Services (TPS).

Its warning follows the Advertising Standard Authority’s (ASA) ruling last month, against adult products retailer Life ‘n’ Love for breaching its CAP Code by sending marketing mail to people registered with the MPS, alongside the recent publishing of the DM Commission’s annual report which revealed the majority of its investigations in 2013 were regarding consumer complaints about companies making nuisance calls.

DMA’s executive director Chris Combemale said that the potential loss of customers should focus businesses’ attention on ensuring they do not contact people on opt-out registers.

“Consumer trust is essential to effective one-to-one communication, but this is all too easily jeopardised by not making the simple check to see if someone wants to be contacted or not.

“Watchdogs like the ASA and DMC have a vital role in holding businesses to account for wrongdoing, and over the past year we’ve seen the ICO starting to issue fines to companies for nuisance calls and spam texts.

“But the biggest risk businesses face is from losing consumer trust, which means losing potential customers and potential revenue. This should be incentive enough for businesses to check their consumer data against the MPS and TPS.”

More than 5.5 million names and addresses are registered with the MPS, and nearly 20 million private landline and mobile numbers on the TPS, according to the DMA. It is a legal requirement for telemarketers to screen their contact data against the TPS. Companies can access the MPS and TPS registers by applying for a licence


We will be closed for the Christmas period

Friday, December 20th, 2013

Christmas 2013 openings

MPs Unveil New Plans On Nuisance Calls

Tuesday, November 5th, 2013

Are these plans going to drive the legitimate companies that comply out of business, especially when there is new regulations making their way through the EU parliament too!

#Telemarketing for NEBOSH courses

Thursday, July 18th, 2013

Todays telemarketing contract is to promote NEBOSH training courses in environmental management – did you know there is over 289 pieces of UK legislation relating to environmental issue? I didn’t!

How to Build a Good Business to Business #Telemarketing Style

Friday, July 12th, 2013

How many conversations have you had with a telemarketer recently?
Probably not many that lasted longer than a few seconds…
The minute someone on the telephone asks “How you are doing today?”, you know that it is a sales call and most people switch off. Some will even put the phone down. Most people do not talk to telemarketers.
Telemarketers are aware of this and know that the law of averages means that they will spend most of their day being brushed off, either politely or otherwise.
What they need to get the most out of the callers that do not hang up on them, is a call style that will enable them to get as much information out of the caller as possible, and convert them into an appointment. There has been debate about whether scripted or unscripted telemarketing is best, but ultimately, a script or style that is flexible can aid the calls success.
A good script (or style) should be built around the target audience so the telemarketing campaign must have a clearly defined audience, such as specific job roles and seniority levels to be targeted. The telemarketer should be aware of the specific problems and needs that clients may have and the brand message should be built these in mind – a good script will be one that the telemarketer can almost dip-in and dip-out of as and when required, so that the main marketing messages are put across every time.
To build the style remember these four key items:
– Keep it consistent,
– Keep to the message
– Find out what worries your audience.
– Keep it concise with Key points that the telemarketers can access as they need.
It is essential that early on in the call, you establish your credentials. If you work with any recognised names, especially names within the same industry as the contact introduce them within your first paragraph.
Some telemarketers start with a question, this is a tactic that can work. They ask: “I’m calling from (company name) are you aware of us?”
Frequently, the answer was no, which allows the telemarketer to introduce the business and who they have worked with in the past. If you have credentials, get them in early – testimonials, facts and figures whatever you have, work it in early to establish trust through evidence.
Once you have established contact the next step is to put the proposition in clear, simple terms. State the problems that your current contacts in a similar industry are facing and how the solution that you are promoting has helped to solve them. It’s important to establish not only your knowledge of the problems that your prospects are facing, but how you are helping customers right now.
It is helpful to devise a series of bullet points that your telemarketers can draw from in clear, concise sentences that express the proposition is and how it can add value to their businesses. For example not “we provide IT solutions” but “we help our customers reduce IT expenditure”.
This is a good time in the conversation to find out about the prospect and their current situation, and it is good to have some stock responses for any possible questions, it is also useful for the telemarketer to have some basic knowledge of your service and your company. They do not need to go into too much detail because this can lead into an overly in depth conversation. The aim of the call is to have a business conversation and arrange an appointment not conduct a product or service conversation.
Finally having a standard closing paragraph is useful as it is a good opportunity to reinforce the proposition and draw on one or two key points that resonate best.
Over time, you can tweak your script in order to ensure that the key bullet points are optimised and gain the most impact over the telephone. You won’t get your style right at the first attempt, but over time and with numerous conversations, you will be able to arrive at a telemarketing style that allows the telemarketers to go off-script and return to it at will. Giving a consistent message that your prospective client can identify with and if you change target market, the structure should be able to be transferred smoothly.

It’s Womens Business

Tuesday, June 18th, 2013

Looking forward to attending It’s Women’s Business Pink Carpet Exhibition at Portland College on Thursday 20th June. Visit our stand and say hello.

Five #Telemarketing Phrases To Avoid

Monday, June 3rd, 2013

Conducting a successful lead generation campaign is an important part of any company’s sales operation.
You cannot make a sale or appointment if you fail to identify just who your prospective clients are.
One of the best methods of communication is by telephone as it is always best if we speak to our prospects personally.
Whilst this may sound easy very often it is not and there are few phrases to be careful of.
Paramount of these is the words you use during your calls. Some may sound innocent enough but they can carry meanings that you do not intend. Knowing the words to avoid is key to having better telemarketing operation.
1.‘How are you doing today?’ – Many telemarketing specialists say to avoid this phrase but a lot of telephone canvassers still use it. Especially on the first call you have not built up a close enough relationship and it can lead to barriers before you even get there. You only have a few seconds to state the reason for your call it is best to get straight to the point. It can help you get more B2B leads.
2.‘Nobody can sell this cheaper.” – Don’t make statements that you cannot back up – this claim can be easily refuted by a prospect with a computer screen in front of them. It is far better to focus on the benefits of the product or service and how they can help the business grow and be more profitable.
3.‘If I can show you a way…’ – This rarely gets the interest of the prospect and it can sound manipulative or condescending to the person receiving the call. It can be better to discover where the prospect has issues or problems then you can work on a solution that will be more to their liking.
4.‘Free estimates, no obligation’ – This may sound like an assurance, but many prospects now see of this as a ploy to set up a sales meeting. It can be better to let the prospect decide if they want to meet and learn more.
5.‘I’ll be honest with you’ – If you say that during your canvassing call does this mean that you have been lying before? Instead of building trust, you can sow the seeds of doubt.
Think how you react when telephone canvassers call you and what phrases turn you off – then try to avoid using them yourself.

Completed my presentation to Business Integrity Group 9 tips to make your #Telemarketing campaign successful

Wednesday, May 8th, 2013

How to Assist Your Out Sourced Telemarketing to be Successful.

Many of us attend networking events to make contacts and collect business cards. But after the event what do we do with the contact information that we have collected?

We all have good intentions to follow up on the contacts made at the networking and have one to one meetings but invariable these intentions get put to one side as we get busy.

One way of easing the pressure and taking your good intentions forward is to outsource the follow up enquiries to a telemarketing organisation.

Telemarketing is a tried-and-tested means of promoting all types of business products and services, but without a little planning it can be unsuccessful and costly.

 Here are nine tips to aid you and help make your telemarketing campaign successful.


1.Set a Goal

Telemarketing has been proven to bridge the gap between companies and consumers or between businesses.

However, it doesn’t mean that by employing a telemarketing campaign with the general idea of “boosting sales, lead generation, etc.” it will result in success.

Businesses looking to use telemarketing as part of their marketing strategy need to look at their starting point and identify specific areas for improvement. Then set attainable targets within clearly defined timelines.


2. Resources

Starting a successful telemarketing campaign requires provision of all the necessary resources to reach the goals.

This is not just finance. The telemarketing service provider needs to be given enough information and support to reach the goals that you have established.


3. Analyze the Information

Whether it’s the number of sales, leads generated or the number of rejections, it’s critical that the feed back provided by the telemarketer is analyzed and acted on. Ignoring the reasons why prospects decline offers or are not interested in your product, leads to wasted opportunities to improve services and products.  View your telemarketing campaign as a means of market research also.


4. Budget

Knowing how to budget for a marketing campaign is vital to any business, but pursuing telemarketing with the mindset of keeping costs as low as possible does not allow for the best returns. Using an untrained person on minimum wage or a telemarketing service that is priced at a low rate may have the appeal of saving money but the lack in training and resources could result in a substandard service.


5. Communication

Lack of communication can be a major problem when outsourcing a telemarketing campaign. There must be a clear flow of information between your business and the telemarketer to provide a clear concise message to your prospective customers.

For example;- If a company is promoting itself as offering great customer service with employees that truly care, the telemarketing campaign should also reflect this through the calls. If they don’t your company can lose credibility and your image is damaged.


6. Don’t Push for a Sale on the First Call

There is a misconception that a new telemarketing campaign means getting straight to business with prospects and generating immediate results.

By pushing for a sale on the first call to prospective client you risk creating antagonism and rejection.

Don’t view your telemarketing campaign as a quick fix. First calls to prospects should be aimed at nurturing a relationship, patiently engaging with them before ultimately leading them to buy a product or service.


7. Follow Up

Spending time and money getting your telemarketer to build a rapport with prospects without following-up on any leads that they generate is a waste. You need to do your part and pursue the leads that the telemarketer supplies.

On the other hand, situations change and even when a prospect has politely declined but expressed a slight interest it is important that the telemarketer follows these prospects up at a future date to develop this relationship and get the most out of every call made.


8. Script

Scripts are important to telemarketing, as they give the agents an organised means of getting the message across to a customer. However, relying solely on a script is a mistake. Work on the script with your telemarketer but don’t expect them to stick rigidly to it.

A situation may arise that the script doesn’t have an answer for and in such circumstances flexibility is key.

Also sticking rigidly to a script gives the impression that the telemarketer is not really listening to the person that they have called or that they don’t know the product that they are promoting.


9. Knowledge

Lack of knowledge can be embarrassing for both the business and the telemarketer. You must provide enough information for your telemarketer to do their job well.

The ultimate goal of telemarketing is to directly communicate with the target audience.

To do this effectively means relaying the right information to your selected telemarketing service they in turn can then build real connections with your customers.


How do you Promote Your Business?

Friday, April 26th, 2013
Interesting discussion about marketing strategies at Grantham Breakfast Club this morning. How do you promote your business, press advertising, leaflets, telemarketing, web or relying on referrals?