The concept of incoming telemarketing as its name suggests, refers to calls received, consequences of direct or electronic marketing activities, or following a visit to your website. Consequently, these are calls made by potential customers which show their interest in the company’s products and / or services. The agents or teleactors who are responsible for receiving these incoming calls should be well trained, real professionals in these kinds of exercises and try to respond to these calls. The success of this operation depends on it.

Outgoing telemarketing refers to telephone prospecting. The B2B teleactors who are in charge of this action must be highly competent, in other words, well prepared, experienced and well gifted to carry out this mission of selling.

Outbound telemarketing sometimes has the bad reputation of being an inconvenient, “annoying” marketing maneuver, and telemarketers are often embarrassed, in an awkward position with this technique. But the trick is to find the right technique, the right opening to make the business flourish, effectively approach and attract their prospects. One of the most effective methods of achieving this goal is telephone telemarketing.

This B2B technique, business to business, is also important insofar as it serves both sales and marketing objectives, and it could be adapted to companies and start-ups that wish to improve and consolidate their national and international markets

B2B, the challenges!

Unlike B to C (business to consumers), oriented towards individuals as consumers, B TO B, Business to Business, or business-to-business, is aimed at professionals.

In the B to B field, the way to address your target differs from B to C. The jargon used is more technical when trying, often to highlight customer benefits.

Your B to B form, present on your website, must seduce, persuade and above all, encourage your prospects to go to your Contact page. In two words, your support sheet must be of very good quality capable of transforming your leads into sales.

How to do ? How to succeed in this challenge? This is a five step method

1- Choose a seductive title

Avoid titles that are too flat, too banal, such as “This is a Product sheet of….” or “these are the Characteristics of the tool …. “If you work in the digital world, use titles like” How to succeed in this action in 5 acts “, or” Optimize your communication actions with such a product …. ”

2- Don’t make your prospects languish

Your customers should find out from the start that this is for them, that your tool is designed for them. For example “you are an engineer, this may interest you …”

By a concise, attractive sentence, your target prospects will know that they are in the right place!

3- Highlight the user benefits

The customer needs to know what they can get out of it. That’s what interests them first, so try to be hard-hitting and persuasive, highlighting the customer benefits!

Try to imagine paragraphs which detail the privileges of your miracle product. With for each one, a precise and catchy subtitle like: “No license is required”, “It’s simple: without installation or configuration”, “ your data perfectly secure ” If you work in the IT field

Above all, choose a lexicon that your main prospect can understand. But don’t be too airtight, so that the other secondary targets can understand. So you will reach as many people as possible.

4- Talk about the technical characteristics… But don’t be inexhaustible

An overly technical B to B product sheet, with a long and wide inventory at the cash register describing the characteristics in an indecipherable jargon does not pass and will be quickly shunned by most people. So avoid it. But try to say the main part of your IT solution, using a flexible, understandable language, which calls out to your target like “very easy access tool via your internet browser”

5- Refer to a customer quote

You can report the comment from a highly satisfied customer and insert it in your file. This will reassure your future prospects and encourage them to opt for your product. Using feedback from a satisfied customer is an extremely effective weapon that will strengthen your credibility and prove your professionalism. A few lines will be enough

In conclusion

The content is certainly very important, but do not forget to take care of the design of your graphics. Your B to B product sheet should be pleasant to see and give rise to the desire to be consulted. Give your full attention to fitness !

And before you leave, a small recommendation! If you want to make a startling profit, and get paid ruby on the nail, promote your Product on your website by devoting an entire dossier.

How to succeed in B2B : Telephone telemarketing

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