In lead generation telemarketing, the way you engage a potential customer is crucial in bringing in sales leads. People respond positively when the message they receive touches on a relevant issue or topic. But they mostly ignore the message when it is not delivered in the right way; that is within proper timing and context.
Communication can either serve as a barrier or as a bridge towards attracting potential clientele. As a B2B company wanting to expand its revenue and provide solutions to enterprises, you obviously want to bridge the gap between you and them. However, not all lead generation telemarketing efforts end up reaching their desired effects.
Not all B2B companies are the same after all. They are all different with respect to the unique issues they encounter and the way they choose solutions that are right for them. It has always been a problem among B2B companies: how can we improve our telemarketing conversations given the complexity of the modern B2B buyer?
In terms of complexity, it would be right for businesses to equate lead generation to playing chess. Mastery and patience are the main weapons at play. Also cunning and competency. The customer sitting on the other side is your opponent. Your objective as the opposing force is to take down as many barriers as possible until you box him in a situation that a checkmate (in this case, a conversion) is inevitable.
We also see that both chess and telemarketing require competent problem-solving skills. Telemarketers should know when it is the right time to initiate a plan of action. They should also know how to maneuver around the conversation, get pass gatekeepers, and make sure that the client is still interested in the offer. All this requires an understanding of how the game as well as the opponent works.
Research goes a long way. In order to come up with better strategies, you will need to review how other strategies fared in the past. Go back to your previous campaigns and try to determine the specific factors that made them successful or ineffective. After that, try to incorporate the successful aspects to your present strategy. You might want to try out that call script for this particular campaign, or you might want to simply give prospects a different talking point altogether.
It is also important to know how the mind of your prospect works. Again, research is needed here, and so is social listening and tracking their online interactions. By following these simple tricks, you will be well on your way towards mastering the art of retaining buyer sentiments.
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