Most people insist that the world of telemarketing is dead, especially since people now have no use for cold calling. Unknown to many, however, countless enterprises all over the world rely on telemarketing to drive their respective sales and revenue, anywhere from startups to conglomerates. The role of telemarketing is simply undeniable, and they ensure that sales representatives continuously dial numbers of clients day in and out.
The pandemic may have turned the world upside down the previous year, but sales teams were able to adapt to a remote team, which has turned the tide in favor of cold calling. Simply put, 2021 is paving the way for another cold calling landscape, one that’s guaranteed to drive business success.
The secret to making it big, however, means changing your cold calling strategies into one that fits the decade. Those tactics used in 1997 are bound to fail and are likely the reason people have lost faith in B2B telemarketing.
To make sure you get more sales and close more deals using cold calling, here are three simple steps you can take:
Step 1: Set clear objectives for your team
What are you trying to accomplish? The answer must always be clear to each member of your team, so that you can serve your business clients better. The purpose of your cold calling strategies may be the following:
- To build brand awareness for a new tech company
- To gather market intelligence for a medium-sized business
- To increase sales outcomes
- To drive engagement
The list could go on, but having this set right from the start ensures that everyone stays on the same page. In doing so, you’ll be able to track progress better and ultimately, drive results your clients need.
Step 2: Reach out to the right target audiences
Apart from having a clear set of objectives, you’ll also want to make sure that you’re reaching the right people. You’ll need to profile your client’s audiences, as this is the only way to ensure that your team can focus on strategies.
Ensure that all your data is kept updated, particularly those detailing customer profiles. From there, you’ll be able to track their pain points, demands, behaviors, and so on—all of which are needed to apply the right cold calling strategy.
Step 3: Stay away from scripts
Apart from setting objectives and targeting the right people, you’ll also want your team to stay away from scripts. While ensuring that they’re equipped with the right key messages is crucial to the success of the cold calling campaign, nothing quite compares to the power of good engagement.
Your team should be able to effectively interact with various personalities, as well as handle any rejections and objections with finesse and grace. It’s also important that they put themselves in the prospect’s shoes, which is impossible to do with a technical script. Stay human—you’ll gain better results.
The Bottom Line
The marketing world is vast and wide, but every activity in the landscape requires testing and identifying what works. These steps have been designed to help you reach success, but improvement ensures that your success remains sustainable. An integrated plan is necessary, which begins by setting clear objectives, reaching out to the right people, and more importantly, engaging with prospects well. Remember to keep this guide in mind!
To reach proper success, you’ll need the help of the right tools. WhoKnows allows you to gain access to the best B2B lead generation solutions, all with the help of a seamless tool that helps your business function better. Reach success with us—book a demo today.