Use TM to profile
your target market.
Telemarketing provides a direct, reliable solution to
profiling potential clients. On a call you can collect:
Armed with this information, you can feed this into your
sales funnel to nurture accordingly. This can vary from passing the lead to your
Marketing department to target with an email campaign, or to have your Sales
team contact to pitch to them.
Profile calls add intelligence to your data set, even if
it’s just finding out the key decision maker, or that it’s best to reconnect
with the contact later in the year – you can always get something out of a
“Society grows great when old men plant trees whose shade they know
they shall never sit in.”
― Anonymous Greek
Wise words for society and wise words for your sales
process. Imagine how grateful your future self will be in six month when you
know that it’s now the right time to call back that person you spoke to two
If you’ve profiled your contact correctly on your initial call,
then you will be armed knowing who they’re currently using (instead of you!)
and when the contract is up for renewal. This will help you tailor your pitch,
which is key in building rapport and focusing the call to your end goal, be it
a meeting, inviting them to an event or a sale.
4 key questions to
help with profiling
There are several ways to phrase these questions and
often it’s best to go with what you feel most comfortable with, but these should
help with your profiling exercise. In addition, if you sense the contact is
open to a conversation, there’s no harm in asking if they’re happy with their
current supplier, and whether they’d consider changing.
Below are examples of how profiling can be used for
several sectors, including IT & Telecoms, Finance and Insurance.
MSP – Targeting IT & Finance decision makers to review IT & Telecoms infrastructure.
No. software licences:
Asset management –
Promoting funds IFAs
Current platforms they use:
Insurance – Targeting
the B2B marketing to promote insurance policies.
Policy end date:
Profiling calls are a powerful tool and should be considered
in your marketing approach. Focus on adding intelligence to your database every
time you make a call, and you’ll be on the path to a healthy pipeline.
One last thing: Your profile call might produce a lead there
and then, so be ready to pitch!
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