The Right Fit
-by Ceri Ruenheck - It's Your Call
Most businesses can only succeed if they have a consistent flow of new customers buying their product. There are so many ways to spark interest, but some methods are better than others. B2B telemarketing allows you to reach out to people and speak with them directly in order to spread the word about your company. While this is an excellent strategy for any good marketing department, like anything else in life, there is a right and a wrong way to use it. You obviously want to bring in all the customers you possibly can, however, you shouldn’t waste your time with leads that will never go anywhere. Before you pick up the phone, look a little deeper and find out if your lead generation techniques can be improved. Saving time by not calling around aimlessly will increase your efficiency and help to grow your client list faster. Take a moment and decide if any of these tips can improve your business.
Your Ideal Customer
You know better than anyone who your services can help. You created your business for a reason and you should always keep that in mind. Sit down and put together a list of the qualities of your ideal client. Think about practical aspects such as the size and location of your business. If your product is only useful for smaller companies, large corporations will most likely pass on it. If you do not have the ability to travel longer distances, staying local might be better. Separate your list into sections of what the other business needs to have as well as qualities that are not necessarily essential. Once you have an outline of a perfect situation, you will have a better idea of who you should be reaching out to.
When you have a quality product, there is bound to be competition. Whether copycats started springing up after you were introduced, or your product is an improvement of an already existing one, you should always try to use their footwork to your advantage. A similar company will lead to similar clients. Check out the websites and testimonials from your competitors. This could lead you to customers you hadn’t previously considered. Checking in with these new leads can give you an idea about their overall satisfaction with their current product. You will find that people will be open to a conversation if you can offer better pricing or service. Why waste your time and energy doing research when someone has already done it for you?
It is not always obvious if a customer should be on your radar or not. Even customers who do not initially appear to be a good fit should not be automatically thrown out. You goal, after all, is to bring in as much new business as you can. Your inquiries into potential leads should not keep you from reaching out to people, but it could change the questions you ask. Going back to the example of a smaller company not being able to help a large corporation, there may be other options. When you reach out, you can ask about smaller subsidiaries or partner companies that you can accommodate. This may actually give you a few new places to contact all from one phone call. There is always a possibility of success, even with those who might not look perfect from the start. As long as you know where to direct the conversation, you will always get where you need to go.
Lead generation in the world of B2B telemarketing is immensely effective. Turning discussions into new business is your top priority. You already know who your services should be sold to, so make a concise overview of your perfect customer. After you give yourself a clear path, reach out to those with similar goals. The more you know about the company you are calling, the better you can make your conversation. Always make sure you stay on track and ask the right questions. Speaking with a person over the phone will give you details that you will never learn from a website. Use them to your advantage and you’ll see results in no time.