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
As much as it’s dangerous to rush your prospect, you still need a bit of rushing for yourself when it comes to the lead generation process. When trying to connect, don’t allow too much time for yourself when you finally manage to get in touch.
Do remember that the office environment is a really busy one. If you’re looking to qualify businesses for office cleaning leads, then you’ll need to get in touch with the one in charge of the place. (Or at least, the one responsible for the maintenance and cleanliness of the work environment.)
With that in mind, you can then review some of the common means used to contact these people. See how well they measure up in terms of attracting their interest in the shortest time possible.
- Telemarketing – This one has the potential to be the best or the worst. It’s true that a phone can have you speaking directly with the right decision maker. Although, if you can’t make the conversation quick but that the same time promising enough that they’ll welcome another call (or even set an appointment to meet), it’s both a waste of time and also terribly annoying.
- Email marketing – It’s similar to telemarketing albeit less direct. But when you’re less direct, the less likely someone will find you annoying. On the other hand, if your message is too long to read or your subject line sounds too much like spam, your message is virtually non-existent in their minds.
- Website marketing – This has even more potential for being too long to read. However, if your content is brief and well-optimized, there are ways to keep them snagged without necessarily forcing them to loiter on your website.
- Banner advertising – When you see some of the popular banner ads out there, it seems fun to try. Sadly, decision makers and business owners will only have time for that sort of fun when the work day has ended and they care more about cleaning up their living room than their office. The truth is such ads are heavily dependent on internet-surfing habits and these are actually considered terrible qualities for someone who is required to set their priorities and manage their time.
The trick here is that all of these methods actually have the capacity to give you the quick start you need before qualifying. The key to this is realizing that they’re only there to snag your prospect’s attention. Don’t keep them snagged. Find a way to reel them in. If you’re calling them directly, give them only basic but relevant details. Keep the message short but at the same time, it prompts them to consider the state of their working environment. The same goes for email. It should be something that would compel them to at least think about what you’re offering and not more junk to toss into the trash bin. Banner ads too can have this capacity if you put these in the right places. Meanwhile, the message within should focus only on getting attention and directing them to your janitorial service (be it via phone or a website).
Furthermore, if you actually check out the strategies of most lead generation companies, you’ll find the methods are tailored to that end. The amount of interest they provoke at the start should only be enough so that qualification can soon follow.
It’s not the entire process. It’s just the start but the start needs to be really quick.
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.