Monday, August 6, 2012

The Different Ways To Generate Permission For B2B Telemarketing

Decision makers are in a position of authorization. Authorization implies permission. Therefore, if you had ways to get that kind of permission, B2B telemarketing would be lot easier.

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So then, why is it still so hard? Well, the challenge is not just in the telemarketing but at least half of it (or more) lies in getting that permission. Their authority wouldn't be all that important if was that easy to get now would it? To succeed in B2B telemarketing though, gaining that permission has its long term benefits so you should make sure that your telemarketers are trying out the following techniques. These techniques can be used by in-house and outsourced agents alike.

  • Online Engagement – Online engagement can be less direct than telemarketing and is therefore good for asking permission first. Usually, it's either done through email or social media conversations. Remember to focus on the engagement though because that's the core of these tactics (social media especially). Once the conversation starts feeling too long and drawn-out however, you can ask permission to call. Their consent will not only get you past their gatekeepers but also enable future follow-up calls. 
  • Inbound Marketing – Instead of directly asking for it, you can also attract permission via inbound marketing. You can set up an informative website with a contact form for phone numbers for example. Forms that are filled will serve as the signal to call as well as their consent. But in order for this to be effective, you need to know proper targeting. Use advertisements only when you know that your intended market is viewing them. Have your website optimized with the right keywords. The call should also be used to get more information beyond that was spelled out on the contact form. 
  • Customer Database – You can also target your current customers if you've already established several good B2B relationships. You've already done what was necessary so that they're no longer cautious of your calls. The only challenge now is to maintain that trust. Using your own customer database will only work if you have entirely new products and services that they might be interested in. Therefore, customer feedback is important. It will guide innovation and development so that you'll have something worth marketing to them.

Getting the permission of a decision maker isn't always easy but once you acquire it, it can be smoother sailing for the rest of the sale process. Why? Because asking their permission shows that you care about their authority and their business. Inbound marketing can show that you're aware of what's going among their businesses but aren't afraid to learn more about each of them. Targeting your customer database shows that you haven't just left them on their own once the sale was made. You're still willing to keep hearing from them. Using online engagement prior to calling demonstrates that you're not eager to sell and want to first find out their problems before offering a solution. There are many different ways to generate permission for telemarketing but don't forget the values that you can learn from each technique!

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