B2B Telemarketing Strengths, Weaknesses, Remedies and New Uses

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A presentation about B2B Telemarketing Strengths, Weaknesses, Remedies and New Uses. Find out more at http://www.bhtmarketing.com/whitepapers

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B2B Telemarketing Strengths, Weaknesses, Remedies and New Uses

  1. 1. B2B Telemarketing Strengths, Weaknesses, Remedies and New Uses
  2. 2. Overview ! ! ! Part 1 ! ! 7 B2B Telemarketing Strengths ! ! Part 2 ! ! 8 B2B Telemarketing Weaknesses ! ! Part 3 ! ! 10 B2B Telemarketing Remedies ! ! Part 4 ! ! B2B Telemarketing – 3 New Uses
  3. 3. Part 1 7 B2B Telemarketing Strengths
  4. 4. Part 1 - 7 B2B Telemarketing Strengths ! ! ! ! 1. 2. Book sales appointments quickly 4. Expand the sales pipeline 5. Conduct market research 6. Gather competitor intelligence 7. ! Find the right person in the right company in the right region 3. ! Gathering feedback to keep product/service on target Conduct Customer Satisfaction Surveys! ! !
  5. 5. Part 2 8 B2B Telemarketing Weaknesses
  6. 6. Part 2 - 8 B2B Telemarketing Weaknesses 1. Poor Selling – wrong motivation and over promising 2. Buying on Price - expecting top quality 3. Specialist “Trial” Teams – achieve in the short term 4. Unqualified and Bogus Appointments 5. No appointment confirmation 6. Jargon riddled reporting 7. Briefing “Chinese whispers” – confused direction 8. Inconsistent performance!
  7. 7. Part 3 10 B2B Telemarketing Remedies
  8. 8. Part 3 - 10 B2B Telemarketing Remedies 1. A Consistent Sales Process The history of the agency The operative’s qualities Quality control Appointment qualification Agency track record on failed appointments Who confirms the appointment, when and how Reporting and its frequency Statistical analysis Guarantees of consistent performance Statistical evidence of performance in various markets Testimonials
  9. 9. Part 3 - 10 B2B Telemarketing Remedies 2. The Briefing a. b. Client can brief on objectives of campaign d. ! Operative gathers background knowledge c. ! Face-to-face with the operative Become “familiar” with each other and understand more ! !
  10. 10. Part 3 - 10 B2B Telemarketing Remedies 3. Specialist Trial Team threat eradicated a. Each operative hours on project to be logged b. Statistics gathered to show records processed c. Statistics will show results in a finite period
  11. 11. Part 3 - 10 B2B Telemarketing Remedies 4. Bonuses not required ! Historical statistical evidence removes the need for bonuses 5. No Appointment – no Fee ! Only if there is statistical evidence to prove results that can be expected ! And if there is statistical evidence to prove ROI ! !
  12. 12. Part 3 - 10 B2B Telemarketing Remedies 6. Unsubstantiated Claims The number of appointments possible can be confirmed at the briefing meeting based on previous statistics gathered from similar campaigns.
  13. 13. Part 3 - 10 B2B Telemarketing Remedies 7. Appointment confirmation by the client a. Demonstrates that the appointment is “real” b. Allows for a little data gathering for meeting preparation c. Discover who will be attending the meeting so that the appropriate number of brochures and literature can be taken d. Confirms whether parking is available
  14. 14. Part 3 - 10 B2B Telemarketing Remedies 8. Regular Reporting a. Weekly ‘phone reporting with e-mail back-up b. Immediate appointment reporting with e-mail back-up c. Query calls
  15. 15. Part 3 - 10 B2B Telemarketing Remedies 9. Statistical Analysis (see addendum 1 in the White Paper) a. Data on the “whole” campaign b. No jargon c. Broken down into relevant groupings d. Described in its totality e. Discussed as the marketing document it is
  16. 16. Part 3 - 10 B2B Telemarketing Remedies 10. Consistency of Performance a. The statistics show what can be expected b. A “Benchmark” for that client in that market can be produced c. The Agency can then guarantee to match that benchmark every week d. The client now benefits from consistency of performance e. The marketing/sales process is now turned into a mathematical formula
  17. 17. Part 4 B2B Telemarketing - 3 New Uses
  18. 18. Part 4 - B2B Telemarketing - 3 New Uses ! Over and above the traditional Telemarketing services of: ! 1. ! 2. ! Data-Refining 3. ! Market Research 4. ! ! Appointment Setting Customer Satisfaction Surveys. Telemarketing agencies making use of the new digital age and the internet – and are able to offer at least 3 new services.!
  19. 19. Part 4 - B2B Telemarketing - 3 New Uses 1. Web-based Virtual Offices a. Expensive servers and software no longer required b. 24/7 coverage with message recording c. Pay Per Click bookings d. Mobile ‘phone text reminder bookings e. Website enquiries
  20. 20. Part 4 - B2B Telemarketing - 3 New Uses 2. E-mail marketing support a. Courtesy calls to the “Opens” b. Brand awareness is developed c. Statistical chance of success is improved d. Telemarketing cost is minimalised e. It’s a pro-active campaign – not reactive
  21. 21. Part 4 - B2B Telemarketing - 3 New Uses 3) Reminders a) Businesses whose service requires customers to return annually or even more frequently – e.g. MOTs, Eye-tests, Pet medicals, Tree care. b) Protecting the customer base by being pro-active by i. Texting reminders ii. Texting reminders and following up on the phone iii. Calling on the phone
  22. 22. Conclusion
  23. 23. Conclusion There are weakness – but these can be overcome There are exciting new developments to which telemarketing is well suited Nothing can beat the human voice for developing relationships Telemarketing has a valid place in today’s marketing and sales strategies It’s good to talk

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