After being around for 25+ years and seeing how lead
generation has changed I started to think why I've been so successful at B2B
telemarketing.
Back in the day, when the internet was in it’s 14.4 dial
up modem days, it was always about delivering information electronically to a
large audience quickly and effectively.
Today with high speed internet, directories, Search engines, Social
Networking, Forums, Email and any other form of electronic engagement, the target audience is smarter and is always
on the go. You better be ready to deliver
your info and present it like you were there in front of the person. Yep it’s dramatically changed since back in
the day.
I've always been a very good speaker, presenter and am
lucky enough to have a very technical background. When I put the two together, and want to
deliver the message to a large audience, I think interactive emails and
webinars. Deliver a good presentation,
cut your deal and move on. In today’s
search for a good deal from a trusted supplier, people jump on the internet for
information and to do their research. If
you reach out to people via phone you have to stand out from the pack from the
very beginning or it’s hang up city.
This is how you fix that problem.
Instead of calling up and saying things like “Hi, my name
is Jim from xyz company. We are the
leaders in getting you on the first page of Google” try a different
approach. Use the phone to gather data
to input into your electronic messaging highway that travels at the speed of
light. If you change your telephone
strategy in the B2B marketplace and use that approach, you have just taken the
sales barrier down. If you have what the
customer needs and they are ready to buy your product or service, whether now
or in the future, you are building your pipeline. So no telemarketing isn't dead. If your a legit customer oriented business
that uses the phone to gather information it works like a charm. You even get by the gatekeeper. Because more than likely it was easy to get
the persons email address. Hell, that’s
how people interact today. It’s right in
front of you. If done right, between
email campaign and telephone campaign, it can be a very profitable stream of
income.
No telemarketing isn't dead. The approach has changed. If you want to get your message across, you
have to come across like you have something that’s important but you need to
ask some questions first to even see if they qualify..Yes qualify. Everyone is interested in qualifying for
something if they can make money from it.
Asking questions shows concern.
You’re taking control and solving a problem right? “Hi Mr. Smith, I know you are busy so I’ll
be brief, my company can increase your business for less money then running a
full page newspaper ad. I’d like to send
you some information that I know you’ll be interested in. If you give me your email address I can send
you the info and follow up to explain in more detail how we can increase your
ROI within a period of 3 months. That’s
unheard of but we do it.” That’s a
powerful intro and you haven’t even told him what the hell you do. If he’s any kind of open minded business man
he’ll start asking a few questions like “What company are you with?” that would
be sweet. Then you’d reply ” Oh I
apologize Mr. Smith, my name is Jim and I’m with Xyz company. What’s your email address I really don’t want
to take up too much of your time.” It
works they like to feel like King Tut trust me. If it doesn’t work keep moving on, or if the
person just wnts to give you an email address, which 90% of them will, then you
can start delivering a powerful message to set up a phone call or presentation.
Yes marketing in this day and age has changed. Word spreads quickly if done right. If it’s good enough the message goes viral
and your in the money big time. Is B2B
telemarketing or cold calling dead?
No….the name has changed to “Information gatherer".
In future posts I’ll
be discussing how to merge all streams of income into one big money
making machine and automate most of it in the process.
Thanks for stopping by.
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