Telemarketing: The Deadly Duo

The dream call = You get through first time, speak to the decision maker, they need what you provide, you meet with them, they become a client.

It can happen. But as all sales and marketing innovators know, it’s not always that straightforward!

Typically, you need to nurture the contact through a combination of email activity and calling, before you get the chance to pitch.

The world of marketing and sales never stands still and there have been several trends that have emerged in recent time. Increasingly we’ve found that the most effective approach to phone-based lead generation is to take a two-pronged approach.

Step 1 – The fact find.

Call to profile your target market (read more here). Find out key decision maker information, the best time to call, their direct dial, and the status of their buying cycle – are they currently reviewing their suppliers?

In addition, use these calls to get an idea of their current suppliers, whether they’re happy with them and when would be a good time to resume the conversation so you can tell them more.

Usually at this stage the contact will ask for more information about you and your product. It’s key to have relevant collateral you can send, ideally a case study for a company in their industry or from a business that’s well respected.

As much as it is tempting to not consider these contacts as leads, surprisingly, you’d be amazed at how many of them convert to a deal. Moving away from a sales call and simply trying to prequalify in this way, changes the tone of the conversation. It becomes more exploratory and feels not too dissimilar to a survey, without the pressure on the contact to commit.

Nevertheless, do make sure you’re ready to pitch, just in case the time is right!

Step 2 – The pitch.

This is where you yield the fruits of your labour. It’s unlikely that all the records you called initially will be due a call back at the same time, so make sure you factor in time each month to allow for this activity.

The purpose of these calls is to build on the intelligence you have gathered, and to use it to shape your pitch. Remember to make it bespoke and concise, with a clear focus. For example, if you’re pitching for a meeting, keep that your thread.

This stage in itself might require several calls if the decision maker is unexpectedly unavailable, but the conversation should have a different tone and take on a new focus. It stands to reason that because you have more familiarity with the decision maker, it should again feel more like a conversation rather than a pitch, even though that’s what’s actually happening on the call.

 Summary

We’ve found that using the “deadly duo” helps move the telemarketing aspect of a marketing campaign away from the connotations of “stack ‘em high” and a “battery farm”. It takes it more to a place of a considered, measured, intelligent approach and one that’s much more accessible.

Ultimately, a conversation can uncover a treasure trove of valuable information and opportunity, and having a smart, pinpoint approach to your calling should be integral to your strategy.

Perfect Pitch Sponsors Surrey Chambers BBQ

Roll up! Roll up!

We are very proud to announce that we will be sponsoring this summer’s Surrey Chamber’s BBQ.

The evening will be a hub for the best of Surrey’s businesses to meet and mingle.

There will be sites to behold as the night has a circus theme, featuring magic and illusion!

To top it off, you will have the chance to win prizes in the raffle in support of Woking & Sam Beare Hospices.

With the fabulous Hog’s Back Hotel playing hosts for the evening, it should be a summer BBQ to remember!

So come on down and meet the Perfect Pitch team, learn more about them and their sister company Perfect Presentation, and celebrate the summer with Surrey’s finest.

Get your tickets here: https://www.surrey-chambers.co.uk/event-listing/event-detail/?eidQS=FC7ACBD4-B800-4B92-BE65-29979276EC14

How To Use Telemarketing To Secure Attendees

Events

Are you hosting an event anytime soon? Perhaps a conference or a seminar? Great! Hosting an event is an effective tool for sales and marketing campaigns. Some of the benefits include:

  • Generate leads.
  • Promote your business.
  • An opportunity for thought leadership.
  • Shows you are active.
  • Chance to reconnect with your contacts.

However, the promotion of your event can make or break it. We’ve booked over 450 events and seminars and have compiled a top 5 list of things to do to ensure your event is well attended!

TOP 5 TIPS
  1. Consistency. Call regularly across 6-8 weeks before the event to increase the chance of speaking with the contact. We factor 3-4 calls per contact to ensure we reach them as people can be on holiday, in meetings or just plain busy!
  2. Data. Target the right level of seniority. You can offer places to influencers but you don’t want your event populated with those who aren’t right for your lead generation process.
  3. Charge. This creates impetus to attend. Even a nominal fee of £10 is likely to improve the chances of someone attending.
  4. Diary invite. When you secure someone’s attendance on the phone, send them a calendar invite straight away. They will be more likely to read it and it acts as a physical presence in their diary.
  5. Check. Hold back time for calling confirmation 48 -72 hours before the event. Following up ahead of the event to confirm attendance is key! Check the contact is happy with the location, parking arrangements and start time.
Post – event

Follow up post event to see if they want to discuss your services further. You can also use this as a chance to gain feedback. There are tools such as SurveyMonkey which can assist this. If suitable, you might be able to collect some testimonials as well.

 

Contact us

If you have any questions about our advice then we’d be to talk through our event promotion services. Contact us today.

5 Reasons Why Telemarketing Must Be Part of Your International Marketing Campaign

  1. Generates leads.

In the age of apps, emails and social media, it’s easy to forget the power of the human to human conversation. However, speaking with a decision maker, identifying problems you can solve, and setting the stage for future communication, can all lead to new business. There’s no reason to assume it’s a different story when targeting overseas markets. Our multi-language speaking telemarketers have found that business is the loudest language, and the principles of lead generation ring true around the globe.

  1. Enhances data. GDPR permission.

Poorly researched data is the quickest route to an unsuccessful campaign. Telemarketing is an effective way to identify decision makers and to qualify them accordingly. Furthermore, permission acquisition calls can all help towards remaining GDPR compliant. Before you start calling however, make sure you purchase your data from a reputable source, you recognise and acknowledge GDPR, and you are sure the companies you are contacting are not registered on their local version of the C/TPS register. Find out more here.

  1. Fits into your marketing strategy.

B2B Telemarketing is wonderfully flexible channel to consider when it comes to finding and creating new business opportunities. It can be used on the back of an e-marketing campaign, or to follow up a piece of direct mail. Whether it’s appointment setting with a senior decision maker, or inviting delegates to your overseas seminar, it’s a channel that can soon become your best friend.

  1. Market research.

Are you planning to target a new market but you want to test before committing? How does 100 conversations with potential customers sound as a starting point? Picking up the phone can provide you with this and more. It also opens the door for future business prospects.

  1. Direct route into the rest of the world!

Why wonder what the Spanish market thinks of your business model? Ask them! If you engage with the right person at the right time, you can earn a lot about the challenges they want to overcome, and in turn, how suitable your product is for their case. At the very least, you’ll enhance your data intelligence, which can inform future marketing activity.

How we can help

We’ve helped businesses pitch across the globe. Our team call into the major regions, including APAC, EMEA, LATAM and North America.

We acknowledge the importance of multi-language capability and we have telemarketers who can speak French, German, Spanish, Italian, Russian and Chinese. For some areas, particularly UAE, we’ve found that we need to open the conversation in Arabic with the gatekeeper, and then continue in English, once we start speaking with senior members of staff.

Do you want to find out if the US do actually love the British accent? Trust us, more often than not they do. We’ve been there and tested it! As is the case with any target market, a focused, relevant call is required, but the British accent seems to help unlock a few more doors than it closes.

Don’t think you can export? You’ll be surprised who’s doing it!

There’s no getting away from the fact that the export market opens up more possibility for trade. Post-Brexit, this could be become even more appealing, as the need for trade links into other countries increases.  Get in touch with us today about your plans to go global, and we’ll show how you can make the most of telemarketing.

Got the meeting but need help presenting?

Let our sister company, Perfect Presentation, help you. We’ll cover body language, posture and cultural awareness. Find out more here.

The 5 KEY benefits of outsourcing telemarketing

1) Saving

Do you want to know the true cost of an employee? Take their basic salary and multiply it by 1.85. This covers all the expenses you’re likely to have to pay including a telephone, desk, computer, software licenses, right through to biscuits and toilet paper. Furthermore, it’s important to consider redundancy, pension, and the cost of time spent managing and training your in-house telemarketer.

2) Time

So many of our clients come to us and say that they would prefer their Sales team to be pitching in front of qualified leads, as opposed to spending the time generating the opportunities. Our telemarketers will qualify the lead in line with the client’s criteria and set up the meeting, phone call, or secure the delegate to attend their event, allowing them to go in for the close.

3) Resource 

Outsourcing telemarketing allows you to seamlessly shift focus and resource to other aspects of your business. It saves you the time and expense of recruiting a new head, whilst managing to maintain your lead generation and nurturing process.

4) Accountability                                                                                                               

As a client, you have the right to control who is making calls for your business and to dictate how your brand is being represented on the phone. With outsourcing you have the ability to test and measure your telemarketing campaign, from the type of voice you use, right through to the time of day you call. Remember, you are the client so you have right to have things just the way you want them!

5) Flexibility

The ability to scale up or down your telemarketing activity can greatly increase the efficiency of your campaign. Using an outsourced telemarketing service provides the option to increase the amount of callers you have on the campaign, without having to recruit more telemarketers internally.

Interested in outsourcing your telemarketing to us? Enquire now!

Are you promoting your event properly?

Perfect Promotions

  • Our Trained Actors are perfectly placed to promote your business at events, shopping malls, town centres, conferences, and seminars.
  • Services include – data collection, membership promotion, event registration and surveys.

 

Recent projects 

  • Professional Services Event at London Olympia – We provided promotional people in costume to represent our client whilst collating information and driving traffic to their stand.
  • Marketing for the Opening of a New Fitness Centre – Two of our representatives, in corporate colours, promoted the gym and gathered information around existing buying habits from both individuals and local businesses.
  • Event Registration for a National Membership Organisation – This included promotional work to gather contact information, followed by telephone activity to register the attendees, and post-event market research.

 

Perfect Presentation

A bespoke service to help those who battle with nerves at the thought of Presenting or Networking – be that one-to-one or in front of a large crowd.

  • Public Speaking
  • Sales Presentation
  • Company Event
  • Product Demonstrations
  • Keynote Speaking

We offer Training Courses for both groups and individuals, which can take place at our offices, or on-site at our clients’ offices. Our Head Trainer is Paul Bryant, a graduate of GSA (Guildford School of Acting), who regularly works with Senior Management and Directors to help them get their message across in the right way, with confidence and clarity.

 

Want to find out more?

Head to our sister company, Perfect Presentation.

For everything telemarketing related, enquire below.

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How to use telemarketing to nurture a lead in 6 easy steps

You’ve identified the contacts you want to target, now it’s time to get calling! But how do you turn a contact into a lead? Nurturing!

1. Build a rapport. Connections are based on mutual trust. No-one will want to speak to you if you are rude. Respect your contact’s time constraints and be polite!

2. Verbal contracts. If your contact cannot talk, find out when the best time is to call back. Where possible, get them to commit to a time, as well as a date. This way they will be more likely to answer, as they’ll be expecting your call.

3. Take notes, and ensure that you listen more than you talk. Now is your chance to gather information; budget review dates, who the decision makers are; all these things will help you build the profile of your lead. Furthermore, soft facts such as your contact’s favourite football team or their latest holiday destination, are all useful things to remember.

4. Don’t harass. We find that it takes 3-4 calls from first speaking to a contact to receiving a definite answer. Agree a time frame with your contact for when you’ll call, and keep to it!

5. Obtain direct dials and personal email addresses. All of these details will help cut down the time it takes to contact your target. It will also enhance your data for future campaigns.

6. Know what you’re going to say. Keep it concise and relevant to your contact. If done correctly, the conversation will flow naturally.

Remember: Gatekeepers are your friend! They will decide if you speak to your contact so get them on your side as early as possible! Be courteous, remember their name and most importantly, keep your fingers crossed!

Telemarketing: How to generate a BANT qualified lead in 4 questions.

BANT = Budget. Authority. Need. Timeline. Everything you need for a lead to be classified as a quality lead. Without knowing these four components, moving the prospect to a sale will become much harder.

Telemarketing offers a fast and cost-effective way to generate BANT qualified leads. Below are the 4 questions you need to ask.

1) BUDGET: Do you have the budget to buy my product?
There’s no point developing a lead who doesn’t have budget. Remember that your time costs money and so you want to maximise ROI. If they can’t afford it now, when do they decide their budget? This will be integral in building your pipeline.

2) AUTHORITY: Are you the decision-maker with the authority to buy?
Ask your contact their job title and responsibilities. Discussing their pain points can also help assess their status. Ultimately, an answer to this question can set you on the path to lead generation.

3) NEED: Do you require what I am offering?
As a decision maker they should know if they need your services. Listen and be patient, but at some point be sure to ask this question.

4) TIMELINE: When are you likely to buy?
Understanding buying patterns is essential to effective, time-efficient telemarketing. Instead of calling back at the wrong time, ask when it’s best to progress the conversation. If they aren’t interested now, when might they be?

Remember: Whether you’re using telemarketing for appointment setting, content syndication or data cleansing, these questions are essential to generating quality leads. You can word them how you like, just make sure you ask them! Good luck!

Fancy some telemarketing training? We can help. Find out more!

How to combine telemarketing with your email campaign

Combining digital marketing– e-marketing, PPC, SEO, etc– with telemarketing can make for a potent mix. It provides the ability to market en masse with digital tools, and to then follow up intelligently with a relevant, tailored call, to convert the contact into a lead. It’s the perfect balance of digital and human to human (H2H) marketing!

Stage 1: Email your data
The most efficient approach is to send an email to the direct email address of the decision maker regarding your services. If you do not have this, it’s worth spending time using telemarketing to research.

Stage 2: Prioritise
Start with those who have clicked on links within the email or have opened it. Alternatively, prioritise based on sectors you have the most experience in, or where you know there is a need for your offering.

Stage 3: Start a conversation
On the call, mention that they might have received an email from you– although you already know that they have. Avoid telling them that you know they have opened it or clicked on a link as this can make them feel uneasy.

Stage 4: Marketing Collateral
Usually on a first call, the contact will ask for more information. Have something to hand, it could either be an edited version of the email you sent through, a case study, or a brief introduction. Remember to set a verbal contract for when you’ll have a follow up call with them.

Stage 5: Plan your next steps
Update all your contact information and prepare the data for the next email campaign. Be sure to note down anything that indicates the buyer’s preference for content, as the more relevant you can make your marketing to them, the better.

REMEMBER: Permission 
You have a responsibility to ensure that you have permission to market to the contact. Purchasing lists from a bona fide data provider such as Corpdata – can be one way to ensure you have this covered. With GDPR now in place, you need to ensure you have this covered.

Do you have an email campaign that needs following up? Get in touch!

The 5 MOST Effective Ways to Use Telemarketing

When some people think of telemarketing they imagine a “robot” on the phone mindlessly pitching irrelevant products to the wrong audience. Not at Perfect Pitch! With us, we have one intelligent human being speaking with another, projecting a sense of purpose, direction, and professionalism. Here are the 5 most effective ways to use telemarketing.

1) Lead generation
Telemarketing has the versatility to be used as a standalone marketing channel, or as part of an overall strategy. It provides the perfect platform to qualify prospects and to set up appointments, or if you’re hosting an event or a webinar, to invite them along!

2) Data cleansing                                                                       
B2B data corrodes at 15% on average per year. Therefore, if you take a set of data records that hasn’t been updated in 2-3 years, it’s likely to be largely inaccurate. Telemarketing provides a tool which allows you to check the quality of the data of your target company and to update it accordingly. Furthermore, you might find that you’ve happened to call at the right time and may even end up generating a lead!

GDPR (General Data Protection Regulation) is set to come into effect in May 2018. It dictates that for all the data records you hold, you must:

  • Declare providence.
  • Have permission from the contact to keep their data and have their confirmation that they understand what their records will be used for and how they will be stored.

It is possible to use telemarketing to create a data set that is GDPR compliant, therefore saving the risk of heavy fines from the ICO!

3) Market research                                                                
What better way to gauge the perception of your brand than to speak to potential customers and current clients!

With telemarketing you can find out if people have heard of you, whether they like your website, and if your offering clear and relevant. Confirmation on all of these aspects can help your marketing campaigns to be more effective and can provide guidance to improve your overall offering.

4) Client retention
Want to check in on your clients but prefer the personal touch of a human to human conversation? Pick up the phone and get chatting. Find out what’s working, what isn’t, how can you improve and most importantly, are they happy enough to remain a client?

It’s easier for people to open up during a conversation as opposed to an email. Plus, tone of voice can be very telling and phrasing can be very telling and give more of an insight than email or feedback forms.

5) Increase brand awareness                                                   
Do you want to get your brand in front of 100s of potential customers? Call them! Tell them about your brand, gauge if they are a decision maker, whether they have budget for your product and do they have an idea of when they’d like to buy?

If they don’t want to buy, do they have clients who might want to? You’d be surprised how much a strong rapport with a contact can benefit your brand awareness. If they like you, they’ll remember you, and there’s every chance they’ll spread the word!

If you are interested in finding more about a telemarketing campaign then send us an enquiry and we’ll be in touch very soon!

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Perfect Pitch Head Office
1 Miltons Yard, Petworth Road, Witley
GU8 5LH United Kingdom