Member Article

Here are 5 simple tips for cold calling B2B audiences

B2B cold calling can be difficult, but if you know the most effective tactics and approaches, cold calling can be a very powerful way to generate more revenue and gain more leads. Businesses have used telemarketing for decades. While challenging, it is a highly effective technique for generating sales leads. According to research, 82% of buyers are willing to meet with a salesperson that first contacts them via telemarketing. A further 69% of buyers say they have accepted a sales call from a new salesperson within the past year. The following five tips will help you make cold calls more effectively:

1. Organise your telemarketing database by segment

Developing a successful direct marketing campaign begins with compiling and targeting your telemarketing list. Customising sales messages to individual audience segments can drive up to 77% of ROI from marketing campaigns, according to a report from the DMA.

In B2B marketing, segmentation helps you reach out with highly relevant, tailored messages to smaller groups of your wider target audience.

Start by purchasing a targeted prospect database from a reliable broker like More Than Words Marketing, and then break these prospects down by things like:

• Industry,
• Job role,
• Location, or
• Business type.

2. Engage other cold outreach

Before you ever make a cold call, prospects should know who you are.

It’s possible for a truly cold call to lead to a sale, although it’s rare. It is human nature to feel more comfortable around businesses and individuals we are familiar with. Since cold calling is such a direct means of selling, it is important to build trust in advance, so your prospects will be receptive.

Email marketing, social media, and direct mail can serve as strategic tools to warm up cold calls prior to making them. Tell a potential prospect who you are before you contact them. By doing this, you will begin to develop a relationship before they have ever spoken to you directly.

3. Develop a cold calling script

When you’re new to cold calling and still learning how things work, making several calls each day is not easy. Both new and experienced sales representatives benefit from a call script that includes all the pertinent information, along with suggestions for how to handle sales objections.

You should make sure that your B2B sales reps do not read scripts verbatim. This sounds forced and, if the potential client feels like they are listening to a recorded message, they will hang up. Instead, make it more like a checklist of what to say during each call.

Do not be afraid to modify the script based on what works and what doesn’t.

4. Get to know your audience

You can conduct market research efficiently with the help of telemarketing.

The more information you have about prospects’ businesses, the easier it will be to plan future marketing activities and introduce yourself.

Ask specific questions to get to know your clients, such as:

• What kind of business do you run?
• How do you intend to accomplish your goals over the next twelve months?
• Is there a process your company follows before purchasing new products or services?
• With whom do you do business now? What made you choose that vendor?
• What are your biggest concerns?
• I would like to follow up as soon as possible. When should I do so?

5. Multiple marketing touches with telemarketing data contacts

According to the Online Marketing Institute, it may take 7 to 13 touches to deliver a qualified sales lead

Even though this process is time-consuming and labour-intensive, it is actually beneficial for businesses in the long run because it helps them form more meaningful connections with their customers.

By sending direct mail and cold email campaigns, brands gain visibility and authority.

Telemarketing calls, however, are what persuade a potential customer to like your small business and stick with it.

How to get your own telemarketing database

The sales team at More Than Words Marketing has extensive experience in direct marketing to businesses, schools, and the public sector. The B2B telemarketing data we have collected provides us with a realistic picture of the British business environment.

With our telemarketing databases, you can reach decision makers who are most likely to need your product or service to address their needs.

This was posted in Bdaily's Members' News section by More Than Words Marketing .