B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having a product and/or service already does the work of getting that B2B prospects in front of you? Sorry for bursting your bubble but no. It was and will never be that simple.

Being a trailblazer in your field doesn’t guarantee an easy sell. In most cases, people will not just come up to you and say “I want to buy your product and/or service” or “I want us to do business”. You see, it takes prospects to make sales! You’re nowhere close to getting that business deal without B2B prospects. So time to raid that contact lists and begin calling!

Why do I need to call?

It’s a fact that you’re calling for yourself. Of course! You want a sale. Nevertheless, merely speaking up to people on the phone wouldn’t get you a sale. When you pick up the phone and dial a contact what you should aim is setting appointments! Why? Since you’re still in the prospecting phase of your campaign! At best, appointments equal prospects, and prospects can turn into sales.

How about sending emails instead?

It doesn’t really matter whether it’s over the phone or electronic mail as long as you’re able to set appointments with your target people. Appointments are the real deal since it puts you in the hot seat. It’s what brings you the “audience” you require in order to present your products and services. Just keep in mind that if you’re considering to exploit email as your prospecting tool, do not do email marketing in the manner that you’re doing cold calling.

As already said, forget about the sales you want if you wouldn’t even do prospecting. You should have an “audience” and it’s necessary to get your point across them. If they’re smitten, then you can now guide them through the sales cycle and if everything goes well, you’ll get sale as the end result.

So hit the phone and shoot your email. Start prospecting now if you want to get the best out of your sales leads database!

Here’s Why Script Is Important in B2B Appointment Setting

Here’s Why Script Is Important in B2B Appointment Setting

It’s not entirely clear how important, but most, if not all appointment setters know that the calling script they use in reaching out to a potential client is important. Sure. Doing calls is not everything there is to a sales process, it’s only a part of your B2B appointment setting strategy. On the other hand, your first literal contact with your prospect is the point where you ring the telephone and the other line voices its welcome. If you don’t think your first words to your prospect is vital, think again.

Many have already argued and asserted that the last impression is the one that matters instead of the first impression. It might be true, but not in the case of telemarketing. Merely because of the fact that there might be no possibility for that last impression if the first impression is not met in the first place. Take for example, a rejected and hanged-up call. The last thing you wanted is for that potential client to drop their telephone after the first few seconds of the call. Consider this.

Prepare a powerful call script.

Everything goes to your preparation, really. Odds are, a prepared and practiced script decides your success in setting an appointment. Extemporaneous talking may turn you into a blabbering mess. Your script won’t just spare you from this but can also get you in the matter of how you would like to end your call; You’re hardly caught off guard to questions and requests. Your message is consistent. The flow of the conversation is coordinated to your objective.

Engage yourself in a conversation. Don’t go sounding like a robot when talking to a prospect. It’s a big no to sound like you’re just reading your script. That is the reason why there’s preparation. You could practice until you sound persuading enough in an impromptu chat with your prospect. For example, actors practice their script until it become something that they would actually say instead of just reading it. Set aside a time to listen to your prospects and really establish a conversation with them rather than simply letting the words spew out of your mouth.

B2B Appointment Setting:  Simple Techniques in Doing Follow-ups

B2B Appointment Setting:  Simple Techniques in Doing Follow-upsMerely securing an appointment with your B2B prospects per se doesn’t guarantee that the appointment is going to happen. Things can turn out badly from the minute you hang up to the scheduled appointment. One of the most important things to do to reduce the chances of appointments not materializing is doing the right follow-ups. Here are some simple but effective techniques in carrying out follow-ups in B2B appointment setting.

  • Take after the ’24-hour Rule’. The 24-hour rule alludes to the perfect interim for doing follow-ups with your B2B prospects. The initial follow-up must be made in no more than 24 hours after the appointment is arranged, while the second should be done 24 hours before the actual appointment itself.
  • Forward an email confirmation. Together with telephone calls, email correspondences works great in arranging and following up appointments. One approach to successfully utilize this channel is to forward email invitations to your B2B prospects that automatically fill in their timetables (which is a typical email feature).
  • Have numerous reminders. This technique is a must especially in the case of long time intervals (i.e. almost two weeks or more) between the day the appointment is set and the scheduled appointment. However, don’t overdo it. It is important to be strategical so that you won’t come across as nagging and bother your B2B prospect.
  • Obtain every information you require. When you set an appointment and make your follow-ups, make sure to get hold of all the necessary information for the appointment. Basically, follow-ups function as a way to confirm the authenticity of the initially gathered information and feed your B2B prospect of the appointment details.
  • Be receptive to reschedule. Changes and reschedules are inevitable . So, it is important to get ready for it. Be flexible by having backup plans. This is generally a good work attitude that is not just limited to B2B appointment setting.

Whether your business is the one doing the B2B appointment setting or is employing a third party provider, make sure to work on doing the best practices possible and evaluate your performance in order to achieve the primary objective of appointment setting, to have the appointment happen.

Nail that Apology With These Simple Steps

Nail that Apology With These Simple StepsClients (whether prospects or existing) are treated as valuable assets. Crossing a line and having them upset or discourage at you and/or your business can do some serious damage. Correspondingly, you need to say you’re sorry and set things right with them. Consider the following steps below.

  • Address them properly and always, always make the tone of your voice apologetic. It will imply that something is off but this may get you on their good side. You have to be cautious on how you begin with your approach. This is one of those times where these clients gauge your level of professionalism, especially if you’re giving an undesirable news.
  • When you have established your approach, go over the details of the problem to them. Double-check all the errors and ensure that the issues at hand involve them significantly. Express these issues clearly and concisely along with how you were able to determine the problem.
  • You will not impress them with that patented “This won’t happen again.” line. If you do say it, mean it. They would want to see that everything you’ve got is exhausted to solve the issues. As what they say, “Action speaks louder than words”. Seeing results from these efforts will also serve as a confirmation of the benefit they will have from your business.
  • In the event that you have settled the issues, you need to apologize for having inconvenienced them and give them a genuine gratification for their understanding, if not, patience in dealing with all of it. Clients need to feel that they are being taken care of and you need to live up to that by showing them how sincere you are.

Mistakes are inevitable in business and there is no such thing as “a quick fix” just by saying you are sorry. However, if you couple that apology with sincerity and actions to make things right then that will certainly make the difference.

Regulations in Telemarketing You Should Know

Regulations in Telemarketing You Should KnowThe idea of calling to sell services or products might be an easy job for some people who does not know the workings behind telemarketing, but to telemarketers, it is not just ‘call all you can’ or ‘call till you drop’ to get leads. They have to be wary of certain restrictions and rules before engaging in a conversation. By being aware of this, both callers and customers can carry out their rights, and a spontaneous contract is automatically produced. This contract is called “Unsolicited Consumer Agreements.”

It is stipulated there that a telemarketing sale is unsolicited if:

  • Caller called consumer without an invitation
  • There is an agreement whose worth is unknown.

In lieu to this unsolicited telemarketing calls, a caller must abide by particular protocols. These protocols which callers should strictly follow revolve on:

The Contact Hours – On weekdays, callers are only allowed to contact customers after 9 am and before 8 pm. While on Saturdays, callers are only allowed to contact customers after 9 am and before 5 pm. Whereas, NO calls shall be made on Sundays and holidays.

The Disclosure – This pertains to what a caller should say. The caller must introduce her or his business name, directly clarify the intention of the call and inform the customer his or her cooling-off rights.

The Contract – In the case of an agreement between a telemarketer and customer, a written copy or a copy sent online must be given to the latter by the former accordingly. The customer should receive it within five business days or (or longer if customer concedes). The contract must be in plain language, legible and clear and must be signed by both parties. Moreover, it should be stipulated in the contract the termination process (cooling-off rights), the full terms of the agreement, the total price payable or how this will be computed, any postal or delivery charges and contact details.

The Cooling-off Period – By the law, a customer has the right to rethink about the contract (Unsolicited Consumer Agreement) in 10 business days. The commencement of these business days is marked at the time the customer received the contract. Within this mentioned period, a customer can cancel without penalty. This cooling-off period can be extended up to 6 months if there is a failure on:

  • The provision of the information about the cooling-off period; or
  • The compliance of requirements for Unsolicited Consumer Agreements (such as failing to issue a copy of the agreement, not including necessary information in the agreement, or providing goods or services during the cooling-off period).

The Feeding of Information – Customer, should be consistently supplied with relevant information regarding the provided services or products.

It does not do good to be lenient in following these regulations. Remember that in any telemarketing industry; those mentioned above must be observed to operate legally.

B2B Telemarketing: What to Do When Your B2B Prospects Do These…

The following are the three common problems, telemarketers experiences from B2B prospects during telemarketing campaigns and here’s how to tackle them.

B2B Telemarketing: What to Do When Your B2B Prospects Do These

Ignore your Calls

You’ve been reaching to a B2B prospect for how many times now. But, to no avail. Apparently, your calls are being ignored. The best thing to do in this scenario is to incorporate other method/s. Send your B2B prospect a personalized email or physical mail. These methods might bode well especially for B2B prospects who prefer email or other means of communication than telephone calls. If you still aren’t able to get a respond after doing this, set another follow-up call for a few months out and attempt again.

Hung up on your Calls

Even if it seems like your B2B prospect is just having an awful day or has a serious attitude problem, you should not dismiss the possibility that you might also be the one to blame. How many times would you say are you trying to reach this prospect? Is it accurate to say that you are constantly polite on the telephone? In this case, being assertive may aggravate the situation. You need to lay off this B2B prospect because you were off to a bad start. Go after another person inside that company instead and this time, employ a low-pressure strategy like sending brochures or postcards. Or, you can simply direct your efforts somewhere else.

Badmouths you

Mean prospects are sure to burst your bubble. However, don’t fight fire with fire. Contemplate first. It might have something to do with you than them. Take for example, calling at a bad time. Such times often draws out the bad in people and you’ve just subjected yourself as a person they can vent off of their negativity. With this, you should genuinely apologize and acknowledge that you have been intrusive. This often gets the tension loose. Since it’s clearly not a good time to talk, ask if it’s okay to call when the time is already convenient. If the B2B prospects concede, that’s a good sign. Set up another schedule you can ring them up. If they not and you certainly had gotten on the prospect’s bad side, it’s either you let that prospect go, or you can pass it on to your colleague (because someone might have better luck).


12 B2B Appointment Setting Reminders (Part 3)

12 B2B Appointment Setting Reminders (Part 1)

Don’t Be Passive-Aggressive in Asking for a Meeting

The simplest yet often forgotten technique in appointment setting; after your pitch, don’t ask your prospects if they’d like an appointment with your sales. Proceed to giving out politely the date and time your sales representative can talk to the prospect and ask whether they’re free on that schedule. Doing this would display that you’re eager to discuss and do business with them as soon as possible. After all, if the prospect isn’t really interested, they will decline or if they aren’t available with the arrangement you’ve given, they’ll say so and might give you a schedule they prefer.

Be Sensible

When giving out the date and time your sales representative can talk to the prospect (as mentioned above), provide sets of it that are likely convenient for the latter. By doing this, you’re giving them options and will eliminate you from sounding like you’re trying to force a schedule that they may not be available. As a matter of fact, whatever will be decided all boils down to the prospects’ preference. Prioritizing them as much as possible is an imperative aspect in appointment setting.

Be Flexible

Though appointment setting typically occurs over the phone, there are other ways to reach your prospects. Exploit emails, live chat, mobile texts, and the social media. Even appointments per se don’t have to be over the phone. It can be a face to face meeting or through online. The bottom line is, be flexible. Tread the places where you can contact them and make sure you make back up arrangements in case a situation arise that requires the use of one (e.g. time conflicts, venue issues, technical problems, etc.)

Remind Without Nagging

Once you have already successfully made an appointment with the prospect. It’s given that you need to remind them afterward so they wouldn’t forget. However, don’t overdo it. Constant reminding might bother them and cancel the appointment. You can try calling or emailing them a day before the appointment. Confirm whether they’re still able to attend. Or, you can ask them after you’ve made an appointment confirmation when is the best time to call them for a reminder.

B2B appointment setting should be deliberate and skilfully done to ensure proper engagement and connection with prospects.

12 B2B Appointment Setting Reminders (Part 2)

12 B2B Appointment Setting Reminders (Part 1)

Always Ask if It’s a Good Time to Talk

If you’re able to reach the prospect, don’t get too hasty in proceeding to your pitch. You might have called at a bad time. Being interrupted does not bode well for many people particularly those in the field of business. So it’s only polite to ask whether it’s a good time to talk. If the prospect grants you the time, that’s good. You can fire away. If they refuse because they’re not free at the moment, grab this as an opportunity to set another schedule at their convenience.

Don’t Hang Up

We’re bound to get that dreadful “I’m not interested” line from prospects. However, you can use this as another opening. Ask why they’re not interested. You might make something out of their response that can pave the way for you to offer other services from your business.

Know Your Prospect

If you want to do business with another business, it is expected that you are well acquainted with things about them. More than just impressing them with your knowledge, it’s more on aligning your offers to their needs and giving them the impression you’re committed. How humiliating it is to phone a prospect, proudly offer your product or service and go sounding the crickets when you can’t answer their questions about what’s in it for them or how would it be relevant to their business.

Apply Mirroring

In Psychology, Mirroring pertains to the behavior in which a person subconsciously imitates the gesture, speech pattern, or attitude of another. It follows that the individual who is being mirrored can easily establish rapport with the person exhibiting the mirrored behavior, as the similarities in gesture, speech pattern, or attitude allow the former to feel more connected with the latter. This interesting notion has been leveraged and regarded as one of the most proven methods in appointment setting, well, in the business world as a matter of fact. For appointment setters who occasionally meet their prospects face to face, this seem to be a challenge but it’s not impossible. Mirroring can be done via telephone, even in emails. If the prospect is a fast or slow talker, match up to him/her and use words he or she likely understands and would use. Though it is mentioned earlier that Mirroring is subconsciously done, skilled appointment setters can harness it otherwise.

12 B2B Appointment Setting Reminders (Part 1)

Effective B2B appointment setting means generation of qualified leads and scheduled sales opportunities for the sales team. If things get smooth with the prospects and sales representatives, it can certainly turn into conversion. But obviously, we need to go back from where we started. Such benefits are out of reach if you can’t effectively set B2B appointments. Whether you are an established or starting up business, here are great tips to steer you into that path.

12 B2B Appointment Setting Reminders (Part 1)

Get Hold of Referrals

Prospecting call themselves are a good place to acquire internal referrals. This technique raises the chance of getting your prospects talk to you.

Aim the Top Level Decision Makers

In B2B appointment setting, the most ideal prospects to talk to are those persons in the C-suite. This is because the final say on purchasing a product or service rests on their shoulders. Another thing is that this accelerates the sales procedure as it cuts up your time talking to people from the functional level and repeating your pitch.

Keep Your Tone Pleasing

No one would like to speak to a surly-sounding appointment setter. Definitely not someone you’d want to make a further engagement with. Talk to your B2B prospect as if they were the first prospect you called rather than the 30th. Vivacious and sharp, that’s how should it be. You might say this is pointing the obvious, but this is so inconsistently practiced it’s worth noting.

Prepare for Objections

Objections are inevitable, and while they may frequently surface (much to our dislike) during the conversation with B2B prospects, it should never be a reason for you to be quickly disheartened and let go of your opportunity with them. In fact, you can use this up to turn the tables and get your B2B prospects’ trust. How? Determine the possible objections beforehand and think of logical answers that will have you taking your prospects to a convincing point.


Telemarketing Tips: Scram from that Scam (Part 2)

Telemarketing Tips: Scram from that Scam (Part 2)Along with the list of common telemarketing scams that victimized a lot of people presented previously, FTC (Federal Trade Commission) also provided the red flags that would help detect it and self-evaluation questions to assist in deciding whether a call is really a scam or not.
The rest of the lucky populace who haven’t experienced it should be able to recognize the harbinger words that leads to this crime. Like the flame that fascinates the moth with its light, scammers tries to entice you with talks such as:

“You’ve been particularly chosen for this offer.”
“You’ll get a free reward if you purchase our item.”
“You’ve won one of our five grand prizes.”
“You’ve won a whopping amount of cash in a foreign lottery.”
“This venture is low risk and gives a higher return than anywhere else.”
“You need to decide immediately.”
“You believe me, don’t you?”
“You don’t have to verify our company with anybody.”
“We’ll simply put the delivery and handling of charges on your credit card.”

In the event of getting a call that is presumed to be a scam, putting forth the following inquiries below to oneself helps in figuring out if or not the call is a scam

Who is calling, and why? The law obliges telemarketers to notify you that it is a business call, the name of the caller, and what they are offering before they make their pitch. The caller didn’t tell you any of this? Drop the call.
What’s the hurry? Authentic businesses let you take your time in deciding and will give you written information about an offer before you confer. Scammers utilize high-pressure tactics to make you commit immediately.
 If it’s free, why are they asking me to pay? How come that it’s free if you have to pay? It’s a purchase then. Always address any expenses you need to pay to recover something.
 Why am I confirming my account information, or giving it out? Spammers may have obtained a billing information before calling. They will attempt to get confirmation so they can guarantee you affirmed a charge.
 What time is it? Telemarketers are permitted by law to call between 8 am and 9 pm on weekdays and between 8 am and 5 pm on Saturdays. No calls on Sundays and holidays. If this is overlooked, just hang up.

FTC suggests registering your phone number on the National Do Not Call Registry if you don’t want a certain number to call you again. Remember to be always vigilant in answering calls. In this way, you are helping not only yourself and other people from being deceived by this abusive crime but also legitimate businesses that genuinely offers honest telemarketing services.