B2B telemarketing is a trusted and effective marketing technique used by companies across the globe, large and small. When choosing a telemarketing provider, one of the main things you will need to consider is the calibre of the telemarketers that the agency provides. On top of things like effective training programmes, there are some key qualities that any great telemarketer will possess. After all, it is not just about attaining leads, it comes down to the telemarketer to leave the person on the other end of the line with a positive impression of your company. So what should you be looking for in a great telemarketer?
A good listener
On top of being a great communicator and having the ability to express information verbally in a confident, clear and cohesive manner, the ability to stay silent is also key to a successful telemarketing call. The customer needs to be able to express their needs and worries, at the same time as being able to ask questions and have them answered in a way that they feel is reassuring.
Through careful listening, the telemarketer can identify the customer’s needs and then use these to further tailor the call. A telemarketer with charisma and a voice that carries well is great to have on your side, but you also want someone who knows when to keep quiet!
Asks open questions
As well as listening skills, a great telemarketer will be adept at asking open questions which encourage the customer to divulge more information. After all, there’s only so much information that can be gaged from a question that can be answered with a simple yes or no.
Asking on-point open questions is something that should feature heavily in the staff training of any telemarketing company. The more the telemarketer can find out about the customer’s needs and wants during the call the more easily they’ll be able to offer them a solution to what they’re looking for.
Maintains control of the conversation
In any successful telemarketing call, the telemarketer needs to be in control of the call to steer it in the right direction. Being forceful is a big no-no but there are subtle techniques that can be employed to achieve this. This is something that will be covered in any good training programme.
What next?
In addition to these three top qualities, it is the responsibility of the telemarketing agency to make sure that all their staff are highly knowledgeable about the business, as well as what the aims of the campaign are. At Bollin Green, we handpick all our telemarketers and are proud of our advanced techniques that maximise return on investment for our clients. If you need the right telemarketing team on your side, get in touch today.
Joe Green
Related Information
Before your next call, make sure your target list is actually worth calling
Before investing in a full campaign, it’s worth asking how many prospects in your data are genuinely commercially promising, and how many could easily be culled.
Why outsourcing telemarketing makes sense in tough times
Outsourcing to a specialist agency gets you consistent, quality conversations with the right people, handled by professionals who know how to deliver .
How B2B telemarketing can complement digital campaigns
B2B telemarketing can complement and enhance your digital campaigns, providing real-time feedback and the human touch which is sometimes missing from digital channels.
While traditional B2B marketing campaigns aim to cast their net as wide as possible, account-based marketing aligns sales and marketing efforts to create personalised and targeted campaigns.
Effective and thorough planning is the cornerstone to success in B2B telemarketing – your campaigns must be based on a solid strategic foundation if they’re to deliver real results.
Targeted B2B Telemarketing: Proven Strategies to Create Hot Leads
Your potential clients are busy people – so if you’re going to cold call them, you need to know how to make the most efficient use of the time you have while you’ve got them on the line.
Best practices for briefing B2B appointment setting companies
When planning an appointment setting campaign, a clear brief gives your team the information they need to work successfully and ensures appointments are booked with only the right people.
How does B2B appointment setting increase your close rate?
Taking a closer look at some of the key reasons why so many companies are choosing to outsource their appointment setting campaigns to specialist third-party agencies.
How B2B appointment setting agencies keep your data secure
With concerns around data security on the rise, clients are increasingly seeking reassurances that data will be kept secure and used responsibly. Here’s what you need to know, and why quality data is so important.
When you’re preparing to launch a B2B appointment setting campaign, you need to plan it carefully to ensure success. Here are the main things to consider ahead of your next campaign.
Crucial B2B Appointment Setting Metrics to Measure Now
Appointment Setting is great for boosting sales and revenue, but during a campaign it can be hard to tell if you’re reaching the right people. Here are the key metrics you can to use to determine campaign success.
SYSPRO needed to own and promote its brand directly in the UK, whilst partners would generate leads independently, it was important for SYSPRO to be proactive.
Why automation can’t replace appointment setting in a sales strategy
Although automation has the potential to raise the bar for sales strategy, the human element remains vitally important – here’s why you ignore it at your peril.
Techniques to Guarantee that Calls Never Feel Cold
Making cold calls feel warm, open and mutually beneficial is no easy feat. It calls for specialist knowledge and plenty of experience – something that we happen to know a lot about.
Infographic: 5 Powerful ways to use Post-Event Data
If you’ve invested money to attend an event, you need to do everything to maximise your return, and one of the main ways is to ensure you make the most of your post-event data.
In recent years, telemarketing’s reputation has been tarnished by poor quality techniques. But effective and ethical telemarketing is a great tool for lead generation, inside sales, customer profiling and more.
The Lost Value of Sales Leads – Does a Sales Lead Ever Die?
It’s not uncommon for leads to be discarded for one reason or another. But what if that last discarded lead was a golden opportunity to build a fruitful, longstanding commercial relationship?
Why Telemarketing is More Than ‘Just Making Phone Calls’!
When it comes to the art of sales and marketing, there is an almost gravitational level pull towards the theory that more equals better. Is that really the case?
Getting started with Account-Based Marketing (ABM)
ABM works superbly in the B2B space and compared to the scattergun approach of other strategies, ABM’s targeted approach often leads to much higher returns over time.
