Telemarketing actions are especially recommended in B2B, because, due to the average ticket, direct contact is required. Here are some actions that help generate quality leads.
3 telemarketing actions that will help you generate B2B leads
The first question that you must be clear about is that telemarketing actions must be legal and comply with the legislation, in the sense of not calling after hours. Many companies are unaware of these details, so delegating to a specialized company that has a call center is a good option.
The first thing to assume is that the database is of quality and of legal origin. And, to have the phone, they have used means such as social networks, the internet or an advertised phone has been called. There are several ways to get the information to later generate a quality lead with telemarketing and to complement them later .
And what are the qualified actions that will contribute to generating quality leads? Here are some that work:
1. Segment the calls to the objective target
Segmentation of calls to the target is a smart strategy. And, in this sense, telemarketing must be used to address the public that, objectively, may be interested in the services (or goods) that you can provide. Therefore, this first step will serve to clearly filter the objectives and increase ROI .
The advantage is that, since you already have prior information, calling a cold contact is not an intrusive action. In addition, and although today the purchase and sale of databases is restricted, this action will also help reduce the chances of making unwanted calls that undermine the company's reputation.
2. Make the calls when the potential client needs something
Calling at the right time and if you know that the client needs or may need something is essential. If the phone has been captured over the internet because it has filled out a form, it is easier. But perhaps that information has been obtained through a more generic (although legal) consent.
The idea is that telemarketing actions serve to show that there is a win-win. That is to say, that the company will win, but also the potential client (or client) to whom you are addressing. A call to introduce yourself and give more details about the services on offer is one way to build trust.
While this is technically a cold contact, it's actually not that cold, because he's already given you consent for you to call him. And, in this sense, you can choose between letting that data die or taking a step forward to generate value.
3. Call if there is a special offer
This action is useful if a contact has already been established before. When there is already some confidence, then it is possible to contact when there is a special offer or promotion that may interest the client.
Of course, in order not to abuse this resource, it is convenient to have the history and the maximum possible information about the preferences. In this way, it will be much more likely that there will be conversion and with less effort. Here it is especially important that the company has a complete CRM (Customer Manager).
Another aspect should be noted: special offers can be generic or specific to a particular customer. Be that as it may, telemarketing actions have to go along the lines of personalization.
Qualified telemarketing actions help generate value and, in B2B, are essential to make your company more competitive.
Do you need a call center or a professional service for your potential clients? At PGR Marketing & Tecnología we have everything you need to improve your sales and have more customers. Call us and ask us!
