Every B2B company likes to be able to sell itself based on generating the best results but it is very important to measure like with like . Telemarketing companies should aim to work with their clients to ensure that they implement the best telemarketing campaign to generate the optimum results aligning to their client’s business objectives and goals to be achieved. Continue reading
Before, many B2B organizations had fewer options besides the phone when it came to looking for qualified leads. Today however, the unwarranted nature of cold calls has driven many companies (even janitorial firms) to seek out less disruptive forms of communication. Remember, the Achilles heel in cold calls is there is a substantial lack of information. They don’t make for a good start while at the same time, you just interrupted someone’s busy day. Obviously, you need to be a really smooth talker to keep them from hanging up and left with only a bad impression.
As a result, many forms of online communication have begun to rise because they’re not as disruptive. The most popular would be email and social media. Email grants communication to those who don’t have the time to really be active on networking sites while social media really helps companies who wish to directly engage their market and gain insights without being too direct. Furthermore, plenty of email marketers argue that their methods come at a lower cost than having to hire an entire team of call center agents.
On the other hand, this dependence on online discussions and exchanges comes with its own problems. The best-known flaw is that online conversations comprise purely of text and not everything you read might necessarily be true. Have you ever asked yourself, how much can you trust the words found on your prospect’s email response? Can you really learn everything about a prospect from data harvested from social media?
Don’t underestimate the dangers of deception on the internet. If you’re communicating with a prospect via email or social media, you have to find ways to really verify the things they’re saying. The best way to do that is to make that conversation more real.
Some might argue that the exchange is real enough but the sad reality is that it’s easier to determine the truth from hearing a live person’s voice compared to text. Simply put, it’s easier to lie with the written word than the spoken. You need to take that conversation to that level if you really want some progress in your janitorial leads generation. As far as costs are concerned, it’s true that email might be the only thing you can afford but that doesn’t mean you can’t use outsourced telemarketing. There’s not much of a difference since they’ll allow you to even listen in on recorded conversations with prospects.
There’s no question that starting the conversation with email or through social media can equip you with enough to get past gatekeepers and other obstacles. That’s where cold calls had failed after all. However, once you reach that point, you should already be trying to make the discussion more real, more believable. In fact, sometimes even a telemarketing firm might not be enough to really verify. Setting an appointment could be the final confirmation because you’ll be actually meeting the prospect in person. So as you can see, online conversations can only take you so far. Don’t just stop there and shift the discussion into more real forms of engagement!
Some are a bit surprised on how different B2B marketing can be from regular advertising. Those in the office cleaning industry are no exception. Methods like media advertising become less desirable options and less desirable options like telemarketing and targeted email suddenly turn into your only chances of ever getting office cleaning leads.
It’s understandable though. Telemarketing is difficult because of not only the social stigmas but also the fact that some countries have very strict telemarketing laws (such as Australia). You’ll need to get a lot of information beforehand in order to avoid clashing with things like DNC regulations and avoid infractions.
Still, how is it that there are telemarketing services still out there with some even managing to stand the test of time? Well their secret is that they’ve already stockpiled the necessary data in order to circumnavigate directories and focus only on their B2B targets.
Why B2B? The truth is DNC registers are not allowed to include business phone numbers so whenever they acquire information, they can call with more confidence because they know it won’t be an old lady or a soccer mom on the other end.
While it’s true that stricter laws have really hampered the telemarketing industry as far marketing consumers is concerned, there is still plenty of profit to be made for them with regards to B2B. The really good news though is that this will make them more available to businesses like yours who need their methods to gain exposure and contact prospects. Therefore, don’t be afraid to outsource a call center in Australia just so long as they’re as careful as you are.