The first step in making valuable contacts in business is knowing who you are talking to. Not every business on your list is a match made in heaven. But how do you find the companies that do match your offerings? And how do you make sure you get the decision makers on the line and not the intern at the front desk? In this blog, we’ll tell you all about contacting prospects by phone and generating leads in your b2b call center. This is still one of the most successful ways of telemarketing that Dutch companies use to grow, so pay attention.
Use good software
Modern call center software can help you filter and sort your database based on various criteria such as turnover, location, or business activity. This helps focus your telemarketing on potential customers who are likely to be interested in your product or service.
Know your industries
If you approach business customers in the IT sector, you need a different approach than if your call center focuses on agricultural businesses. Delve into the specific needs and pain points of the industries you are targeting.
Schedule your calls
Time is money, even in a b2b call center. Schedule your calls so that you approach the decision makers at the right time. That is often not at 8:30 in the morning on Monday.
5 best practices for telemarketing
You know it: that awkward moment when you call someone for the first time and a silence falls. You want an engaging and useful conversation, but how do you go about it? Here are some best practices you can apply immediately in your b2b call center for more effective phone calls in a business call center.
Briefly introduce yourself
No one likes a drawn-out introduction. Make it clear who you are, what company you are calling on behalf of and why you are calling, all within half a minute. It should be immediately clear what products you offer.
Show genuine interest
Ask questions that go beyond just the products or services you offer. This shows that you take the potential customer’s needs and challenges seriously.
Be prepared, but flexible
Of course you have a script or a list of items you want to discuss. But if the conversation goes in a different direction that could be valuable, be flexible enough to let go of the script.
Use positive language
Framing is everything. Use positive wording to discuss possibilities and solutions, rather than problems and challenges.
Conclude with a clear next step
Whether it’s a follow-up call, a demo or sending additional information, make sure both parties know what the next step is.
What is the added value of telephone sales?
You would think that in the digital age, the phone would become less relevant. Nothing could be further from the truth, especially in a b2b setting. Telephone acquisition is more than just scoring a quick sale; it’s about creating real, lasting value. But how exactly does a b2b call center do that?
By targeting the right people – think decision makers and influencers within a company – you can build a long-term relationship that pays off more than a one-time deal.
A phone conversation provides an opportunity to create an emotional connection. It allows you to respond to nuances, something that is more difficult with e-mail or social media.
Telephone acquisition in the b2b call center allows you to respond immediately to customer needs or problems. That is a form of added value that you cannot offer so directly with many digital tools.
Use the conversation not only to sell something, but also to share your knowledge and expertise. That positions you and your company as an authority in your field.
Working method in b2b telemarketing
You have the right people on board, the goals are clear, and now it’s time to look at how to operate. After all, B2b telemarketing is not just reading up on a script; it requires a specific approach and the right tools to generate leads. Here is a brief overview of techniques and tools that have proven their worth.
Cold calling in the b2b call center
Despite all modern technologies, cold calling remains a common method of approaching new potential customers in the b2b call center. It does require good preparation and the necessary experience to be effective.
After a telephone conversation, a well-drafted e-mail can confirm the conversation content and provide additional information. This helps further develop business relationships.
A good Customer Relationship Management (CRM) system is indispensable for managing your customers and leads in the b2b call center. Allows you to track call history, company information and next steps for each lead or customer.
Before you even pick up the phone, you can learn a lot about your potential clients through LinkedIn or other business social networks. This information can make your telephone acquisition much more targeted.
Getting started well prepared and focusing on added value can make all the difference in your b2b telemarketing with your b2b call center. Invest in the right people and tools to achieve your goals and make the right arrangements. The next step? Evaluate your current approach, adjust as needed and keep learning. Phone in hand and bang!