While B2B lead generation is about generating leads, effective B2B lead generation focuses on generating quality or more relevant leads. Quality or relevance plays a crucial role here. After all, high-quality or relevant leads are more likely to convert than ones with poor quality.
However, as most B2B businesses rely only on inbound lead generation methods, they fail to generate quality leads. This leads to a poor lead conversion rate. So, what is the solution? Check out Kurt Uhlir an expert in marketing offers more than solutions for increasing productivity
Well, that is when telemarketing comes into the picture. With telemarketing, businesses can leverage outbound lead generation. They can generate highly targeted leads making conversions easy while significantly reducing the customer acquisition cost.
This blog discusses different ways in which telemarketing can help businesses optimize B2B lead generation and ensure more conversions.
What is B2B Telemarketing?
In simplest terms, B2B telemarketing is a technique wherein one business cold calls another business to sell its products/services. Here is how it generally works:
The marketing team identifies high-quality leads and shares the contact and other information (pain points, context) with the sales team. The sales reps then reach out to the leads and creatively pitch their product which often results in conversions.
While most individuals think that telemarketing is always about selling, businesses might call other businesses to qualify them or just to conduct market research. Let’s now learn how telemarketing services help optimize B2B lead generation.
How does Telemarketing Help with B2B Lead Generation?
- Personalized Approach
Unlike publishing ads that target huge masses, businesses can follow a personalized approach using telemarketing. A personalized approach always offers a competitive edge and is key to account-based marketing campaigns.
When businesses call other businesses, and that too with some context, they are more likely to establish a connection. This significantly boosts the probability of conversions.
- Prioritize Leads
One of the biggest reasons behind fewer conversions is the inability to prioritize leads. Sales teams often get stuck with low-quality leads and never get a chance to focus on high-quality ones. This leads to poor conversions and a massive waste of resources.
However, with telemarketing or cold calling services, businesses can ask specific questions and qualify the leads. This will help determine the leads with high buyer intent. Such leads can be contacted and nurtured on priority, saving time and resources, and ensuring more conversions.
- Improve Customer Experience
Businesses that offer poor customer experience never stay afloat for long. But how to determine whether customers are happy or not? Well, businesses can do that with telemarketing.
As stated earlier, telemarketing is not just about generating leads. Sales reps can call B2B customers and ask for feedback on their products/services, their problems, and more. This way, businesses can determine if the customers are happy or not. If they are not, measures can be taken to improve the situation.
A good customer experience goes a long way. So, make sure to always listen to what customers say carefully and solve their queries.
- Faster Conversions
Along with offering a better customer experience, telemarketing also helps businesses convert more quickly. For instance, customers can freely ask questions and get their queries resolved instantly while on the call. This adds convenience and helps B2B businesses decide faster, shortening the sales cycle.
- Keep Marketing Costs Low
Most inbound lead generation methods, such as social media ads, are ineffective and expensive. Also, the leads generated are usually low quality and require quite a lot of effort to convert, which further adds to the cost.
However, businesses can save this money by opting for telemarketing. Outsourcing telemarketing to a reliable company could help reach out to a huge number of prospects, qualify them, and convert them with way less effort. This reduces expenses and supports the business’s bottom line.
Mistakes to Avoid in Telemarketing
Despite so many benefits, businesses still fail to leverage telemarketing. Why? This might happen because most businesses approach prospects without any context and in a generalized manner. This is quite annoying for the business (prospect).
Instead, businesses must study their prospect first and understand their pain points using technographic, firmographic, or intent data. Once they have enough context, sales reps should approach the businesses.
In addition, instead of training employees in telemarketing, it’s better to outsource it to a reliable telemarketing company. Telemarketing companies have all the infrastructure and resources they need to help businesses achieve better results at a low cost.
The Conclusion
Although underrated, telemarketing can do wonders for B2B businesses. For instance, businesses can approach prospects in a personalized manner, prioritize leads, enhance customer experience, ensure faster conversions, and reduce marketing costs. However, to ensure these benefits, businesses must always study their prospect in detail.
So, what are we waiting for? Find a reliable telemarketing solution provider and start converting prospective clients to permanent customers.
