Friday, April 8, 2011

Doing B2B? Don't Hard-Sell, Get Appointments

For any B2B firm that employs telemarketing services to generate sales, it usually also means that they have lead generation done for them so they can get B2B leads. And when you give professional telemarketers the leads they need, then they are sure to be able to generate income for your company. Many others have chosen to outsource their telemarketing needs with outbound telemarketing call centers to get them the sales they need. However, just what exactly should telemarketing be doing for B2B firms?

Well, the answer is appointment setting. When it comes to B2B, getting a closed deal or sale through the phone just won't happen with the snap of a finger. No, it's going to take a lot more than just a single phone call to make your prospect decide to go into contract with you. And the error that some firms have is that even if they are mainly doing B2B transactions, they still hard-sell their products and services through telemarketing. However, this shouldn't really be done since this disinterests your prospects and you might as well kiss your sale goodbye if you try hard-selling through the phone.

Appointment setting, however, gets you in contact with the prospect. And instead of hastily presenting costs right there and the, you give your prospect something to think about. And if he agrees to an appointment, then it's all up to you and your marketing professionals to make sure that you get a closed deal or a sale.

Thursday, April 7, 2011

The Looming Importance of Telemarketing in Market Surveys

Prospects are most likely to respond to a market survey than to an unsolicited selling tactic. Why is this so? Well, people are just participative when their opinions are sought. Giving them voice is one way of motivating them to cooperate with a marketing campaign, especially when it comes to expressing their opinions about a particular good and/or service. No one can take away the fact that customers are just fond of giving reviews and comments, chiefly when the interviewer knows how to engage the respondents.

This opportunity to get the side of the target market is a good advantage to conduct market surveys. Companies in Singapore are now discovering the looming importance of committing to market research programs. The information that they are able to extract from interviewing both prospective and existing clients provides great help in their future operations. They can shape their products according to customer preferences and implement marketing campaigns that have an impact to the general public. Needless to say, they can gain competitive advantage when they know what are up on the sleeves of their competitors. With whatever the consumers confess, the main use of the results is to enhance their strengths and put an end to their weaknesses.

However, information gathered through market surveys can only provide valuable help if it is accurate and up-to-date. Therefore, business entities in Singapore should make use of a medium that is capable of producing the much-needed data quality. Among the available ones, telemarketing proves to be the most qualified. Aside from finishing a marketing campaign faster than any other channel, telemarketing is guaranteed to produce good results. This is so because interviewers engage in direct communication with the prospects themselves. Although underrated by some, the use of the telephone is a perfect way to get both quantitative and qualitative data through the use of the skills possessed by professional telemarketers. So, if you believe in the power of telemarketing, get your firm a telemarketing company and commence the first of the many campaigns that you will be undertaking.