1. B2B Telemarketing Strengths, Weaknesses, Remedies and New Uses

2. Overview! !!Part 1 ! !7 B2B Telemarketing Strengths!!Part 2 ! !8 B2B Telemarketing Weaknesses!!Part 3 ! !10 B2B Telemarketing Remedies!!Part 4 ! !B2B Telemarketing 3 New Uses 3. Part 1 7 B2B Telemarketing Strengths 4. Part 1 - 7 B2B Telemarketing Strengths !!!!1. 2.Book sales appointments quickly4.Expand the sales pipeline5.Conduct market research6.Gather competitor intelligence7.!Find the right person in the right company in the right region3.!Gathering feedback to keep product/service on targetConduct Customer Satisfaction Surveys!!! 5. Part 2 8 B2B Telemarketing Weaknesses 6. Part 2 - 8 B2B Telemarketing Weaknesses 1. Poor Selling wrong motivation and over promising 2. Buying on Price - expecting top quality 3. Specialist Trial Teams achieve in the short term 4. Unqualied and Bogus Appointments 5. No appointment conrmation 6. Jargon riddled reporting 7. Brieng Chinese whispers confused direction 8. Inconsistent performance! 7. Part 3 10 B2B Telemarketing Remedies 8. Part 3 - 10 B2B Telemarketing Remedies 1. A Consistent Sales Process The history of the agency The operatives qualities Quality control Appointment qualication Agency track record on failed appointments Who conrms the appointment, when and how Reporting and its frequency Statistical analysis Guarantees of consistent performance Statistical evidence of performance in various markets Testimonials 9. Part 3 - 10 B2B Telemarketing Remedies 2. The Brienga.b.Client can brief on objectives of campaignd.!Operative gathers background knowledgec.!Face-to-face with the operativeBecome familiar with each other and understand more!! 10. Part 3 - 10 B2B Telemarketing Remedies 3. Specialist Trial Team threat eradicateda.Each operative hours on project to be loggedb.Statistics gathered to show records processedc.Statistics will show results in a nite period 11. Part 3 - 10 B2B Telemarketing Remedies 4. Bonuses not required!Historical statistical evidence removes the need for bonuses5. No Appointment no Fee !Only if there is statistical evidence to prove results that can be expected!And if there is statistical evidence to prove ROI! ! 12. Part 3 - 10 B2B Telemarketing Remedies 6. Unsubstantiated Claims The number of appointments possible can be conrmed at the brieng meeting based on previous statistics gathered from similar campaigns. 13. Part 3 - 10 B2B Telemarketing Remedies 7. Appointment conrmation by the client a. Demonstrates that the appointment is realb. Allows for a little data gathering for meeting preparationc. Discover who will be attending the meeting so that the appropriate number of brochures andliterature can be takend. Conrms whether parking is available 14. Part 3 - 10 B2B Telemarketing Remedies 8. Regular Reporting a. Weekly phone reporting with e-mail back-upb. Immediate appointment reporting with e-mail back-upc. Query calls 15. Part 3 - 10 B2B Telemarketing Remedies 9. Statistical Analysis (see addendum 1 in the White Paper)a.Data on the whole campaignb.No jargonc.Broken down into relevant groupingsd.Described in its totalitye.Discussed as the marketing document it is 16. Part 3 - 10 B2B Telemarketing Remedies 10. Consistency of Performance a.The statistics show what can be expectedb.A Benchmark for that client in that market can be producedc.The Agency can then guarantee to match that benchmark every weekd.The client now benets from consistency of performancee.The marketing/sales process is now turned into a mathematical formula 17. Part 4 B2B Telemarketing - 3 New Uses 18. Part 4 - B2B Telemarketing - 3 New Uses !Over and above the traditional Telemarketing services of:! 1. ! 2. !Data-Rening3. !Market Research4. !!Appointment SettingCustomer Satisfaction Surveys.Telemarketing agencies making use of the new digital age and the internet and are able to offer at least 3 new services.! 19. Part 4 - B2B Telemarketing - 3 New Uses 1. Web-based Virtual Ofces a. Expensive servers and software no longer requiredb. 24/7 coverage with message recordingc. Pay Per Click bookingsd. Mobile phone text reminder bookingse. Website enquiries 20. Part 4 - B2B Telemarketing - 3 New Uses 2. E-mail marketing support a.Courtesy calls to the Opensb.Brand awareness is developedc.Statistical chance of success is improvedd.Telemarketing cost is minimalisede.Its a pro-active campaign not reactive 21. Part 4 - B2B Telemarketing - 3 New Uses 3) Remindersa)Businesses whose service requires customers to return annually or even more frequently e.g. MOTs, Eye-tests, Pet medicals, Tree care.b)Protecting the customer base by being pro-active by i.Texting remindersii.Texting reminders and following up on the phoneiii. Calling on the phone 22. Conclusion 23. ConclusionThere are weakness but these can be overcome There are exciting new developments to which telemarketing is well suited Nothing can beat the human voice for developing relationships Telemarketing has a valid place in todays marketing and sales strategiesIts good to talk