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When you run a B2B business, your telemarketing can (and should) look different from other run-of-the-mill telemarketing operations.
You need every call to drive a deeper relationship with your prospects. You need your leads to not just agree to set a sales appointment – but you need them to WANT to set up a sales appointment.
Sales appointment setting through telemarketing can be a daunting task, so we’ve compiled a how-to guide to help you get started!
Let’s dive in-
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It is safe to say that one of the best marketing tools to help seal the deal are testimonials and reviews. People want to hear about the good and the bad and, truthfully, anything you see on a company’s website will always come with some bias. Hearing from past clients or customers is a good way to decide whether the product or service will be the right fit. Ultimately, there are many benefits – for both your prospects and your company – that come with sharing testimonials and reviews. Some of these benefits include:
Testimonials and reviews can increase trust
According to Big Commerce, 72% of consumers say positive testimonials and reviews increase their trust in a business. Potential customers may be more willing to use your product or service if they see that your company is being transparent and honest with them. While other tools, like case studies, can also be helpful in attracting customers, they are often written by the company. According to a 2017 survey of 250 B2B Buyers conducted by TrustRadius, “most buyers think both case studies and reviews have their place in the research process, and see the two forms of social proof as serving different purposes.” As seen in the chart below, B2B buyers consider testimonials and reviews to be significantly more authentic and trustworthy than case studies.
However, in a B2B telemarketing call, a 2 – 4 sentence case study is a fantastic way to verbally demonstrate the Problem-Solution-Outcome that the customer experienced by going with your firm. It adds to the credibility of your presentation and puts the prospect in the shoes of your customer and allows them to visualize the advantages realized.
They can generate more revenue
And revenue is the name of the game right? According to Big Commerce, every time a consumer interacts with your review, they generate 62% more revenue per site visitor. Similarly, consumers that interact with reviews are 58% more likely to convert and buy. This is most likely due to the increase in trust that testimonials and reviews also bring. With evidence that testimonials help in increasing revenue, it is almost a “no-brainer” to include them on your website. People are interested in hearing about what others have to say about your company, product, or service. Even if reviews brought in just a few new customers a year, it would be well worth it.
They can drive web traffic and improve SEO
Surprisingly enough, testimonials and reviews can drive a lot of new web traffic and improve your SEO. The goal of SEO is to deliver users, not only the information they are looking for, but also the most helpful information possible. Using bots, search engines crawl the internet looking for the most relevant information and then rank webpages based on this information. According to data collected by Yotpo, “websites using testimonials saw a 45% increase in traffic compared to those who didn’t.” So why do testimonials and reviews rank so well? Ultimately, search engine bots are looking for content that is new, interesting, and can’t be found anywhere else. User-generated content, like testimonials, are perfect for this reason. The graph below illustrates how using testimonials and reviews can impact the traffic on your company’s webpage.
The benefits that come with sharing testimonials and reviews are undeniable. Your customers will consider your company to be more trustworthy because you are sharing authentic messages, rather than biased ones. With so many people turning to the internet to help them make buying decisions, it is important that they can find information that they can trust online. Convert prospects that may e Once you increase trust, you will likely be able to generate more revenue because people are more likely to convert and buy after reading testimonials and reviews. Lastly, if your company has been struggling to bring traffic to your website, testimonials may be the key. Search engines are looking for unique content and testimonials are the perfect way to include content on your website that does not exist anywhere else on the web. When developing or adjusting your company’s content marketing strategy, adding testimonials and reviews may not be top-of-mind, but given the benefits it can bring to both your customer and your company, you may want to consider it as a part of your future content strategy.
Without an organized client relationship management (CRM) system, prospect qualification, lead generation, and every stage of the sales cycle would be complete chaos. This is especially true if you have multiple lead generators or sales reps working those same records. It’s important for there to be a way to streamline and organize the data collected during each stage of the sales cycle.
Having a CRM system in place is a great way to stay organized, make sure you are reaching the right prospects, capitalize on prior intelligence gathered, and make sure salespeople are not calling the same prospects simultaneously. Lastly, prospects will still remain even if the sales rep leaves. Don’t let the prospect notes disappear along with the rep! If you don’t already have a CRM system in place, consider the benefits that come with having one:
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How can calling still drive leads? It’s suprisingly a very effective way of marketing. People always have their phones available, so contact has never been easier. You just need to know how to sell to whoever answers your call.
After speaking with several successful, tenured producers at the Professional Insurance Agents’ (PIA) annual conference in Atlantic City, it was interesting to note that many built key blocks of their book of business through outbound calling. Evidently picking up the phone has got a lot to do with a book of business.
Some will protest this statement, citing, “But it is 2022 now. There is no way a producer could profitably or reasonably add new clients to their book of business by pounding the phones, is there?” The answer is, yes. Here’s why.
Summertime is here: the weather’s hot – but don’t let the summer heat wilt your business. In fact, summer is a great time to market – no matter what type of business you have.
Sure, it’s true, more people go on vacation during the summer, but that doesn’t mean that companies shut their doors and head to the beach for the entire three months of summer. The average worker gets two or three weeks off, and the rest of the time it’s business as usual.
“Sales metrics can help you guide your prospecting efforts”
As Featured in: Inside Dental Technology
Published in Multi-Briefs – Written by Amanda Puppo.
If you’re in sales, handling objections is part of the job. How do you get the conversation back on track, make that appointment or close that sale? Handling objections is one of the most important and difficult components to making the introductory call.
As Featured in “Vending Market Watch”, April 11th, 2018 by BY BOB TULLIO (more…)
