Having a motivated and happy team can be beneficial for a company in many ways. As we near the end of the year, it’s important to keep your teams’ spirits high! We all know the dreaded “Call Me After the Holidays” line that is bound to come up in November and December, but making sure your team is prepared mentally and physically can prevent that from becoming an issue.
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“Call Me After the Holidays”
As the cold weather approaches, so does the infamous objection that anyone making prospecting calls dreads to hear: “Call me after the Holidays”.
With Thanksgiving, Hanukkah, Christmas, New Years and other holidays on the horizon, the excuse that prospects won’t have time to talk until after the New Year is going to pop up often. Many prospects will get lost in the thought of good food and spending time with friends and family. While your mind may drift off into similar thoughts of your own, you can use this time to increase your sales pipeline into the New Year!
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Staying on Top of Prospects in a Remote Setting by Phone and Email
As seen on Insurance Journal, written by Amanda Puppo of MarketReach Inc.
The work-from-home environment is the ultimate test in staying on top of prospects. Unnurtured relationships can easily fade, or you can take this as an opportunity to put your best foot forward. One thing we know for sure is that everything has changed since the COVID pandemic. However, the need for insurance has not. That yearly renewal is happening no matter what. Opportunity awaits when you follow these tips to stay on top of prospects!
Build Rapport & Empathy
Gatekeepers have one job as it relates to receiving sales calls – they are expected to screen out calls that may be deemed as not deserving of their boss’s time. For this reason, it’s not shocking when you make a phone call and get shooed away. Yet, insurance does require discussion at least once a year, and either they will renew or switch. There are few topics that are difficult to cold-call for, but there are two things we know for sure:
Producers have the power to make a difference in gatekeeper responses by building rapport and demonstrating empathy.
Making warm calls over cold calls wins every time.
When you call, be sure to show the person on the other line that there is a name, a face and a real human behind the call. Use cues from the gatekeeper, such as tone and pace, to build some commonalities. If there is a timely light-hearted topic (upcoming holiday, weather event, etc.), use it before rushing into a sales pitch or asking for important information. Did you ask them their name on a prior call to utilize it on the next call? Use a script to cover all of your qualifying questions, but mostly be (your best) authentic self.
After a strenuous year, empathy has become essential. Prospecting by phone does not have to be robotically transactional. According to Hubspot, 69% of consumers said a positive sales experience begins with a representative listening to their needs. Another 61% emphasized the idea of not being too pushy. It is essential to listen to your prospect carefully and deliberately in the answers they give and explain how your value-proposition benefits them. If you have historically been a “quote shop generalist” – this may be an opportunity to rethink your value proposition by industry. Consider how you can use your expertise to be thought of as a “trusted advisor” through consultative selling. This means asking the right questions and demonstrating your understanding of their type of business and industry. By building rapport, being empathetic and asking solid questions to understand needs, you can connect to prospects on a deeper level. In turn, your company can develop long time customers and gain referrals.
Requalify and Research
Closing a sale requires more than just one good conversation. A relationship is excellent on the surface, but if the prospect is not a qualified opportunity for your company, it will not result in a profitable sale. Some groups only pay commission past the first year to commissions over $2,000, for example. So, if you’re going to spend your time, you may want to do so in the larger commissioned opportunities. To delve deeper, your company should first determine whether current qualification factors make sense in light of the pandemic and reduced workforces. Various industries had to pivot, including your prospects’ businesses. By requalifying, you do not waste time and resources targeting your marketing and sales efforts to the wrong organizations.
Your qualifying questions may include decision-make name and staff size (since we can’t ask the receptionist what premium they’re paying or what their MOD is). These qualifying questions answered make the next call show that you are ‘researched’ and you may have an easier time getting in the door – thusly – creating the warm call. A well-researched prospect will make your next phone call better and establish credibility.
Research requires both qualification phone calls and the internet. Both are important and should be used in tandem to determine whether a prospect is the right fit. Talking on the phone with a gatekeeper can give you the tiniest bits of information, from makeup and structure of the company to how many trucks they have, staff size and even an upcoming vacation for your decision-maker. When researching online, be sure to check out the company’s website (the “about us” and leadership page, especially) along with their LinkedIn pages, where you can find information about decision-makers, size of business and further contact information such as email. See if they have any statements about COVID-19 and their current situation. However, do not fall into a Google research tornado. Look for the key points quickly, know when to reach out by phone and know when to move on to the next prospect.
‘After a strenuous year, empathy has become essential. Prospecting by phone does not have to be robotically transactional.’
Research not only allows you to qualify, but it also helps with our first point, building rapport. It will show the prospect you spent the time to get to know the company and make a unique connection with them!
Multi-Channel Marketing
Now that you have built a foundation and researched your prospect, it’s imperative to stay fresh in their minds. Though the prospect only renews their insurance once per year, subtle brand awareness throughout the year will allow your name to become recognizable once it is time to give them a ring.
How do we continue to let automation allow us to stay top of mind with our prospects? Consider the use of email along with each sales call, as well as an automated email newsletter once a month and direct mail on occasion. An email gives the decision-maker the path to gain more access to your company through links and calls to action. Even better, email marketing statistically measures its efficacy, so you can understand if it works for your target market. Retention Science has shown that using a decision-maker’s first name in the subject line will make them more likely to open the email.
Dale Carnegie said, “A person’s name is to him or her the sweetest and most important sound in any language.”
The Evolution and Strategy of Outsource Sales from Amanda Puppo
In a fascinating episode of the Transform Sales Podcast, hosted by Amir Reiter, guest Amanda Puppo, a seasoned expert in the outsource sales industry, shares her journey and insights. Puppo’s story begins with a candid admission of being fired from her first job due to a lack of closing skills, despite being adept at cold calling. This moment of adversity propelled her towards entrepreneurship, eventually leading to the founding of her company, MarketReach, over two decades ago.
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The Power of B2B Telemarketing in the Convenience Services Industry
In an enlightening podcast episode from the Vending and OCS Nation podcast hosted by Bob Tullio, the conversation with Amanda Puppo, founder and CEO of MarketReach Inc. sheds light on the undiminished relevance of B2B telemarketing in today’s digital age. Despite prevailing skepticism, Puppo’s insights reveal that B2B telemarketing, far from being obsolete, remains a dynamic and effective tool for generating business opportunities, especially in the convenience services industry.
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Maximize Outbound Appointment Setting for Your Growing Business
In the competitive world of B2B sales, effective lead generation and outbound appointment setting are critical for driving business growth. While inbound strategies have their place, outbound appointment setting offers unique advantages that can significantly boost your B2B lead generation, appointment setting, and sales efforts. In this comprehensive guide, we will explore how your growing business can harness the power of outbound appointment setting, why it’s important to incorporate it into your sales strategy, and how MarketReach’s 20+ years of experience in telemarketing and appointment setting can help you achieve outstanding results.
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Inbound vs Outbound B2B Lead Generation- Maximizing Results
Effective B2B lead generation services are essential for business growth, and understanding the nuances between inbound and outbound approaches can significantly impact your results. While inbound marketing has its merits, outbound lead generation offers unique advantages that can enhance your success. In this comprehensive guide, we will delve into the benefits of outbound lead generation, providing in-depth insights on how it enables you to target your ideal customers, save valuable time, and take a proactive approach to generating leads. With over 20 years of experience, MarketReach is your trusted partner in implementing outbound lead generation strategies that drive results and ensure compliance.
Targeting Your Ideal Customer:
Inbound lead generation services rely on creating valuable content to attract visitors and initiate conversations. While this approach can generate leads, it may not always attract the specific customers you desire. On the other hand, outbound lead generation allows you to take a proactive approach in targeting your ideal customers. By leveraging targeted prospect lists provided by MarketReach, you can ensure that you are connecting with prospects who align with your criteria. This targeted approach minimizes wasted time and resources by focusing your efforts on engaging with prospects who have a higher potential to convert into valuable customers.
Efficiency and Time Optimization:
One of the greatest advantages of outbound lead generation is the ability to optimize your time and avoid wasting it on unqualified leads. With outbound marketing, you have the power to be selective in building your prospect list and pursuing prospects who match your target customer profile. This strategic approach ensures that every interaction has a higher likelihood of converting into a meaningful conversation and potential sale. MarketReach employs advanced technology and data-driven methodologies to deliver targeted prospect lists that align with your specific criteria, allowing you to make the most efficient use of your time and resources.
Proactive Approach and Quick Results:
Outbound B2B lead generation takes a proactive approach to reaching your target audience. Instead of waiting for potential customers to discover your content through inbound tactics like search engine optimization and content marketing, outbound marketing allows you to initiate the conversation and send out targeted messages that are hard to ignore. By interrupting prospects and introducing them to your product or service, outbound marketing creates an immediate opportunity for engagement and drives quick results. MarketReach excels in deploying effective outbound marketing strategies, leveraging telemarketing and appointment setting techniques to connect with prospects and generate valuable leads promptly.
Building Relationships and Establishing Trust:
Outbound lead generation not only helps you identify potential customers but also enables you to build relationships and establish trust from the outset. Through personalized interactions and direct engagement, you can address prospects’ pain points, provide tailored solutions, and demonstrate your expertise. This direct connection allows for deeper conversations and a better understanding of prospects’ needs, leading to more effective lead nurturing and increased conversion rates.
Customization and Personalization:
Outbound lead generation provides the opportunity for greater customization and personalization in your approach. By leveraging prospect data and insights, you can tailor your messages to resonate with each individual prospect. This level of personalization enhances the relevance and impact of your communication, increasing the likelihood of capturing their attention and driving engagement. MarketReach understands the importance of customization and personalization, and our expert team ensures that your outbound campaigns are tailored to the specific needs and preferences of your target audience.
Leveraging Multi-Channel Engagement:
Outbound lead generation allows you to leverage multiple channels to engage with your prospects. While traditional telemarketing remains a powerful tool, combining it with other channels such as email, social media, and direct mail can amplify your results. By utilizing a multi-channel approach, you can reach prospects through their preferred communication channels, increasing the chances of capturing their interest and generating valuable leads.
Conclusion:
Maximizing your B2B lead generation efforts requires a comprehensive understanding of both inbound and outbound strategies. While inbound marketing has its benefits.
Before Outsourcing B2B Appointment Setting Services, Read This.
Outsourcing B2B appointment setting can be a strategic move for businesses looking to maximize their B2B lead generation, appointment setting, and sales efforts. However, it’s crucial to approach outsourcing with careful consideration and avoid common mistakes that can hinder your success. In this article, we will provide valuable insights and tips to help you navigate the outsourcing process effectively and ensure optimal results. With over 20 years of experience in telemarketing and appointment setting, MarketReach is your trusted partner in running compliant and high-performing campaigns.
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The Beginner’s Guide to B2B Sales: Maximizing Results in the Business-to-Business Landscape
Embarking on a journey in B2B sales can be both exciting and challenging. Whether you’re new to the field or looking to refine your skills, having a solid foundation is essential for success. In this comprehensive beginner’s guide to B2B sales, we will explore the fundamentals and provide valuable tips and tricks to maximize your results at every step of the sales process. MarketReach, a trusted telemarketing and appointment setting agency with over 20 years of experience, can help you navigate the intricacies of B2B sales and achieve outstanding outcomes while maintaining compliance with regulations.
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How to Effectively Follow Up with Trade Show Leads for B2B Businesses
After a successful trade show, the real work begins – following up with the leads you collected. Effective follow-up is crucial for converting trade show leads into valuable customers. In this article, we will guide you through the process of following up with trade show leads, whether you met people at your booth or acquired an email contact list from the trade show’s host. MarketReach, with over 20 years of experience in telemarketing and appointment setting, can assist you in executing successful follow-up campaigns that drive results and ensure compliance with regulations.
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