Marketing automation software platforms can help B2B marketers streamline their lead nurturing process by delivering targeted content to prospects based on factors such as demographic profile, online behavior, and sales process stage. Continue reading
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!
While people tend to take janitorial services for granted, that doesn’t mean that establishments themselves won’t notice any unexpected changes to their working environment. That’s why before you pursue your cleaning services leads, you should make sure that the company you’ll be providing services for will know that you’re coming.
That does not just mean the person you called or emailed and then made the deal with. It also means the other people that person is working with and they may even have more daily encounters with your janitors compared to them!
And honestly, these aren’t always to be taken likely. Some of these people may have gripes about the way things are being cleaned or don’t like certain objects or equipment even touched. Of course, you don’t really need to talk this over with them personally.
The above possibility simply needs to be considered when you’re converting contacts into qualified leads. Whether you’re doing it yourself or you’ve outsourced somebody to do it, the process itself still needs to tell the other end that this will affect more than just them. You need to ask questions about how the other people they’re working with are dealing with the cleanliness of their work environment.
If giving them a chance for input won’t empower them, it will at least tell them what to expect once their superior has made the deal with you and someone is coming over to start cleaning. Consider it a form of courtesy because it’s businesses will always like to be given the heads up.
The rise of anti-telemarketing regulations can tell you one thing. Nobody likes being called out of the blue these days. The governments of countries like Canada and Australia were just some of the first to get that message. Then again, it’s not like such calls were ever well received even during the days when people were used to telemarketers calling them in the privacy of their own homes like traveling salespeople.
Truth be told, that sentiment has not entirely left even those who run businesses and that’s not a good thing if you’re a janitorial service. You need qualified janitorial leads if you want clients constantly coming in and you know enough about them for a successful partnership.
Fortunately, you can minimize the element that puts the ‘cold’ in cold calling. That element being the unexpected nature of the call. Now you cannot completely eliminate the initial shock when a gatekeeper or a decision maker picks up the phone and hears you. However, if you’ve got some solid data on their company beforehand (data that is relevant both to you and to your target), then you have a better chance of getting them to consider what you have to offer.
If cost is an issue, that’s not a surprise either. Databases are hard to compile because it takes years and it’s even costlier to maintain during an ever on-going campaign. Naturally, this is why most B2B businesses outsource telemarketers to get their leads for them. Some telemarketers have even managed to produce Canada sales leads for businesses inside and outside the country. This is because they naturally come with a contact database of their own. Get them on the job and you can get the data that diminishes the cold in cold calls.
Despite how it sounds like at first, telemarketing for janitorial companies is an authentic B2B practice no different from processes like lead generation for accounting firms. Cleaning places like offices, buildings, and other large establishments is no mean feat and should not be taken for granted. There wouldn’t be entire companies investing themselves to providing this service for others if it wasn’t such a large undertaking.
With that established, its important for you to be selective when outsourcing a telemarketer for leads.
Naturally you may not be able to afford the costs of creating and maintaining your own in-house team. What you really just need however is the information found within qualified leads. It’d be hard to call them qualified though if your outsourced company doesn’t know what it means to identify janitorial leads.
That’s one thing to keep in mind when choosing the right candidate: industry expertise. There are plenty of B2B telemarketers out there because the phone still remains to be a common channel of business communication. Still, with that many, it’d pretty hard to choose so have set criteria for discovering the right one. Listing industry expertise is a good place to begin. Start by checking if their personnel are familiar with subject matters pertaining to office cleaning and identifying the usual ones in charge of evaluating the neatness of their work environment. For there, you can determine if the have the necessary communication skills and appropriate information to get the job done. You’re not just looking for any group of professional telemarketers to get you leads. You need ones who know how to get those with the ‘janitorial’ label.