Telemarketing – How to succeed in B2B!

To be as brief as possible, telemarketing will be defined as distance selling through the telephone. However, those who advocate for this kind of marketing maneuver will tell you that this prospecting method, more specifically B2B, is much more than just making phone calls. Telemarketing – How to succeed in B2B!

B2B telemarketing, also called B to B telemarketing, belongs to the field of direct marketing, and promotes a direct relationship with customers, prospects or partners, using only the telephone. Essentially, telemarketing is about communicating a specific message to an identified target for the sole purpose of increasing the interest of potential customers in the company, its products or services.

There are two types of telemarketing campaigns, either inbound or outbound.

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, must be well trained, real professionals in this type of exercise and try to act on 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 a bad reputation for 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!

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.

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 …. ”