If B2B telemarketing is one of your most used mediums of generating leads, then you've already encountered times at when your lead generation campaign just doesn't bring in the number of leads you wanted. One of the problems your campaign faces is that you are using cold calls in order to make initial contact with your prospects. Cold calling is effective, although some people just don't want to receive a 'cold' call. So when you're generating leads by the phone, how can you get better results? Better than that, how can you start setting up 'warm' calls instead?
Well, it all starts when you make first contact with your prospects through ways other than the phone. Even if telemarketing may be your dominant medium of generating leads, that doesn't mean that you shouldn't be open to making use of other methods to get you ready for making calls to your prospects. Here are a few marketing tips to help you start making warm calls.
Meet, greet, and card them ' How many times have you attended business conventions and similar events? How many times have you found different types of businesspeople at coffee shops? As a marketer, you're probably already really good with approaching people and starting conversations with them. Make use of your marketing skills and meet and greet your prospects! Introduce yourself personally and start a little talk. Basically, you're warming up your prospects so that they feel less uncomfortable with talking to you, more so when the possibility of working with you comes up. Give them a business card and tell them a bit about your company. A personal introduction counts a lot in terms of generating good leads. So the next time you go to convention, or are maybe in coffee shop, pack some more business cards and put on your best smile.
Be referred by your clients and customers ' Want to make your lead generation through cold calling a bit warmer? Well then get yourself some client referrals! Ask yourself this question: do I want to be working with random people, or with people that my current clients and customers know? This question basically relates to how we make our decisions based on our ties to different people. We usually pick those that we have personal ties to, and the same can apply to business choices. Once you get referred by your clients, you can begin making calls to those they referred you to and make calls that are less cold.
Be social on social networks ' Social media plays a big role in marketing nowadays. In the same way, it plays a big role in terms of generating leads through B2B telemarketing. What do you need to do? Be social! Connect with your prospects through a social network and exchange private messages. Get a bit closer to them so that you can learn what they're looking for and in need of. And soon enough, you can plan that call and designate them as a lead.
So, which one works best for you? Do you have that winning smile and a pocket loaded with business cards? Are you big on getting referrals from your current clients and customers? Or are you a social butterfly and like to connect with your prospects through social networks? All of these can play a big role in making your calls warmer!
This article is an original contribution by Max Stinson.
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