Why You Should Include B2B Telemarketing
You have a lot of options when it comes to marketing channels, with digital varieties like email and social media providing a personalized way to connect with customers. While you should take advantage of digital opportunities to engage your audience, it’s important to note that there’s still no replacement for B2B telemarketing. When you want to connect with your target audience in a meaningful way, nothing tops a personal conversation.
Take a look at a few of the key advantages that come with using B2B telemarketing as a part of your marketing strategy:
Direct access to potential customers: Digital methods simply can’t provide the immediate contact that happens through a phone call, where you can learn more about your contact’s situation:
Any potential challenges they’re facing
Plans that may be in place to address challenges
Their schedule for purchasing
Competitors they’re considering
Throughout the conversation, you’ll find opportunities to answer questions about your products or services, and you can position your brand as the solution to solve their business challenges. These inbound sales strategies help you make a personalized sales pitch as you get closer to the customer reaching a decision. Through each conversation your approach will become more tailored and customized to their needs.
Connecting with multiple people: In a B2B purchase, these decisions are rarely made by a single purchaser, particularly if it’s a high-dollar item. A phone conversation allows you the opportunity to identify the key stakeholders and reach out to each one in an efficient and cost-effective way.
Improved personalization: You can segment out your target audience on social media platforms like LinkedIn, but a telemarketing conversation allows you to tailor your messaging exactly to the recipient’s needs. You simply cannot match this type of personalization with any other marketing channel.
Immediate information: You could spend hours on social media analytics, trying to understand your target audience and their preferences when it comes to content. Why not just have a conversation? By connecting directly with your contacts, you can gain valuable information about the types of content they might like to see, or whether the white paper you sent out last week was helpful to them.
Lead nurturing: Answer questions, hear concerns and reservations and go over any promotions to move the potential customer along in the purchasing process. A telemarketing conversation allows you to strengthen your brand message and encourages your lead to look at your brand in a favorable light. While social media and email tend to be more passive channels, B2B telemarketing offers the opportunity to nurture potential clients into becoming customers.
Customer service: Once the sale is complete, don’t miss out on another important opportunity for telemarketing to fuel growth. Use it to offer exceptional customer service by following up on the first delivery or calling to offer a promotion that’s tailored to their needs.
B2C sales strategies: While the focus here has been on B2B sales, these benefits translate easily to B2C transactions as well. The need to understand the customer, identify their pain points and create a customized approach is just as necessary when it comes to B2C lead generation and conversion.
Are you looking for a better way to connect with your contacts? Contact us at Protel, where we offer cost-effective ways to generate and nurture leads with customized plans to fit your business growth objectives.