B2B Telemarketing Services Explained
When you hire a B2B telemarketing firm, perhaps the most important factor you will need to consider is the quality of the actual telemarketers making the calls. Also known as a telephone sales representative (TSR), the telemarketer is responsible for ensuring that your target contacts are left with a positive impression of your company, as well as generating high-quality leads. Here are five of the key qualities that a good telemarketer should possess.
1. Listening Skills
You may think a telemarketer’s job is all about talking, but being able to listen is also important. Through listening to the customer’s questions, doubts and concerns rather than preventing them from getting a word in edgeways, a telemarketer is able to identify the true needs of the customer, and they can then discuss these needs in more detail to generate more positive leads.
2. Ability to Ask the Right Questions
A good telemarketer at your chosen B2B telemarketing firm will be skilled in asking ‘open’ questions that will lead to detailed responses and more useful information that you will be able to use to target potential customers more effectively. By asking questions that can be answered with a simple ‘yes’ or ‘no’, they are unable to really get a conversation going and establish a bond, reducing the effectiveness of the campaign.
3. Honest
When you hire a B2B telemarketing firm, you do not want telemarketers who bend the truth, even if they are trying to make your company sound more attractive. Honesty is a very important quality of a telemarketer, and when contacts ask questions, they are entitled to receive an honest answer. If the telemarketer is economical with the truth then this will only lead to further problems down the line.
4. Well Informed
Telemarketers should carry out research to get to know your business and what you are trying to accomplish from the campaign. It takes time and effort to really get up to speed with your business goals, and through really learning about your company a good telemarketer can provide more detailed answers and generate more positive leads.
5. Ability to Stay In Control
A telemarketer at a good B2B telemarketing firm will always be in control of the conversation. As well as listening, asking the right questions and being well informed, they will know the result they want to achieve and they will direct the conversation in this way without being too forceful. This will lead to better results and a better experience for the contact, as well as for your company.
Choose a Telemarketing Firm Carefully
The quality of the telemarketers who work for a B2B telemarketing firm is one of the most important factors to consider when hiring a company. Try to meet a few if you can before committing your campaign to the firm, and always look for the above qualities to help you decide whether the firm is right for your campaign.
1. Listening Skills
You may think a telemarketer’s job is all about talking, but being able to listen is also important. Through listening to the customer’s questions, doubts and concerns rather than preventing them from getting a word in edgeways, a telemarketer is able to identify the true needs of the customer, and they can then discuss these needs in more detail to generate more positive leads.
2. Ability to Ask the Right Questions
A good telemarketer at your chosen B2B telemarketing firm will be skilled in asking ‘open’ questions that will lead to detailed responses and more useful information that you will be able to use to target potential customers more effectively. By asking questions that can be answered with a simple ‘yes’ or ‘no’, they are unable to really get a conversation going and establish a bond, reducing the effectiveness of the campaign.
3. Honest
When you hire a B2B telemarketing firm, you do not want telemarketers who bend the truth, even if they are trying to make your company sound more attractive. Honesty is a very important quality of a telemarketer, and when contacts ask questions, they are entitled to receive an honest answer. If the telemarketer is economical with the truth then this will only lead to further problems down the line.
4. Well Informed
Telemarketers should carry out research to get to know your business and what you are trying to accomplish from the campaign. It takes time and effort to really get up to speed with your business goals, and through really learning about your company a good telemarketer can provide more detailed answers and generate more positive leads.
5. Ability to Stay In Control
A telemarketer at a good B2B telemarketing firm will always be in control of the conversation. As well as listening, asking the right questions and being well informed, they will know the result they want to achieve and they will direct the conversation in this way without being too forceful. This will lead to better results and a better experience for the contact, as well as for your company.
Choose a Telemarketing Firm Carefully
The quality of the telemarketers who work for a B2B telemarketing firm is one of the most important factors to consider when hiring a company. Try to meet a few if you can before committing your campaign to the firm, and always look for the above qualities to help you decide whether the firm is right for your campaign.
