Are you considering implementing B2B telemarketing strategies for your business but have some lingering questions? You’re not alone. B2B telemarketing can be a powerful tool for generating leads, nurturing relationships, and ultimately closing deals. However, many businesses are hesitant to dive into telemarketing without a clear understanding of how it works and what to expect.
In this blog post, we’ve compiled a list of 20 frequently asked questions about B2B telemarketing to help you better understand this marketing strategy. From legal compliance to best practices for success, we’ve got you covered. So, let’s dive in and get your questions answered!
1. What is B2B Telemarketing?
B2B Telemarketing is the process of promoting or selling products or services to businesses over the phone. Simple as that. At Smartlead, we use telemarketing techniques as part of integrated lead generation campaigns, for event registration and promotion, as part of ABM strategies and more.
2. How effective is B2B Telemarketing?
B2B Telemarketing can be highly effective when done correctly, as it allows for direct communication and personalized messaging. The key is that is must be done right. Effective telemarketing is a skill that can be mastered by honing your questioning and listening techniques. We’ve actually recently launched a training course that could help you do just that.
3. What are the benefits of B2B Telemarketing?
Some of the many benefits of B2B Telemarketing include lead generation, appointment setting, customer acquisition, and market research. It’s the best way to gain true intelligence about your prospects and it’s the most effective way to get in front of your target market. We have a team of experienced marketers and salespeople who will work with you to build a campaign that gets results for your business.
4. What are the different types of B2B Telemarketing services?
Techniques you can use include cold calling, event promotion and support, market analysis, and appointment setting. We offer all these and more.
5. How do I know if B2B Telemarketing is right for my business?
B2B telemarketing lead generation can be a valuable tool for any type of business, but it’s important to assess your target audience and marketing goals before deciding if it’s right for you.
6. What are some tips for successful B2B Telemarketing?
We have so many. They include preparing a basic script but avoiding being too scripted and robotic – organic conversation always trumps the script. It’s critical that you use really great data to build a contact list of dream prospects who really want what you’re offering. Research your target audience, set realistic goals and most crucially follow up on leads. Lead nurturing is one part of our service that our clients always tell us we get absolutely right – and we wrote a blog about lead nurturing that you can read over here.
7. What are the legal regulations for B2B Telemarketing in the UK?
In the UK, B2B telemarketing is subject to the UK General Data Protection Regulation (UK GDPR) if it involves processing personal data, such as holding the name of the individual who represents the business. However, the Privacy and Electronic Communications Regulations 2003 (as amended) (PECR) rules may be different for B2B when compared to contacting individuals in their personal capacity.
Telemarketing is also governed by the Telecommunications (Data Protection and Privacy) Regulations 1999, which stipulates that telemarketers should not call people who have indicated that they do not wish to receive marketing calls either directly to the company or by registering with the TPS.
Marketing Donut have compiled an excellent list of telemarketing legalities, and you can read them here.
8. How can I avoid violating B2B Telemarketing laws?
- Obtain consent – You must have the consent of the person you are calling before making a marketing call. This consent must be freely given, specific, and informed. You must also inform the person of their right to opt out of further calls.
- Check the Telephone Preference Service (TPS) – You should check the TPS list to ensure that the person you are calling has not opted out of receiving telemarketing calls. If they have, you should not make the call.
- Identify yourself – You must identify yourself, your company, and the purpose of your call at the beginning of the call. You must also provide your contact details.
- Keep accurate records – You must keep accurate records of all telemarketing calls, including the date and time of the call, the name and contact details of the person you spoke to, and the outcome of the call.
By following these steps, you can ensure that your B2B telemarketing practices are compliant with UK laws and regulations.
9. What are some common mistakes to avoid in B2B Telemarketing?
Common mistakes to avoid include not properly researching your target audience, being too pushy or aggressive, and not following up with leads. We cover all the major B2B telemarketing faux pas you can make in our training courses. Email Trevor Singh for more info about how to book on.
10. How can I measure the success of my B2B Telemarketing campaign?
We use multiple metrics to track the success of our telemarketing campaigns. This helps us keep you informed about how your campaigns are doing and report back to you on our recommendations. You should track metrics such as call volume, conversion rates, and customer acquisition costs.
11. How can I improve my B2B Telemarketing skills?
Success in telephone prospecting comes from two key attributes – confidence and resilience. Oh, and another – persistence. The more you do it, the easier it will get. Practice active listening, know your prospects and your product inside out, and seek feedback from other sales professionals about your technique. Getting past the gatekeeper is the first hurdle in telephone sales – and we have a blog all about that you might find useful.
If you want to improve your telephone prospecting skills, you’re in luck. We’ve got the answer – our telemarketing training course. We hear from our clients all the time that it’s difficult for salespeople to find the confidence needed for cold calling and taking knockbacks. So we rose to the occasion.
12. What are the best times to make B2B Telemarketing calls?
The best time to call will vary depending on the industry and target audience, but generally, there are a few trends. Unsurprisingly, people don’t always welcome sales calls when they’re winding down for the day. Particularly on Fridays. Similarly, Monday mornings are all about catching up and scheduling. We find we get our best results after 9.30am and just after lunch. But we don’t let the clock put us off and neither should you!
13. How can I make my B2B Telemarketing calls more engaging?
This is all about customising your messaging to your prospect’s needs. Generic, scripted telemarketing calls have no place in modern day prospecting. You also need to stop selling and start listening in the early stages of prospecting. Ask open-ended questions, build rapport, and make it all about the client.
14. What are some common objections in B2B Telemarketing, and how can I overcome them?
Common objections you’re going to come across are lack of time, lack of decision-making power, budget constraints, timing issues, and general lack of interest. To overcome them, you need to stop talking and start listening. Find out what your prospect’s concerns are, and soothe them. We love objections at Smartlead – they’re reasons to keep talking to people and keep finding out more. We’ve got a whole blog about objections and why you should love them, too. Read it here.
15. How can I build rapport with prospects during B2B Telemarketing calls?
Building rapport with prospects is about being human. This is why we shy away from overly scripted techniques. Scripts are a brilliant guide, but the best guide is the person on the other end of the phone. Use friendly, conversational language, show interest in your prospect and their business, demonstrate that you’ve listened and personalise your messaging. Find out more about how to build rapport by emailing Trevor Singh to book onto our training course.
16. How can I use B2B Telemarketing to generate leads?
This is how it works. Get yourself a really targeted contact list of prospects, arm yourself with research, create a compelling value proposition and get on the phone. Use what you learn in your phonecalls to compile a list of hot prospects, and follow them up. Also fact-find to inform your messaging to the not-so-hot ones – just because they’ve said no once doesn’t mean they won’t eventually say yes. Keep the faith.
17. What are some common misconceptions about B2B Telemarketing?
Oh, there are so many. We have an entire blog dedicated to myths and misconceptions about B2B telemarketing that you can read over here. Common misconceptions include that it’s outdated or ineffective – but that’s piffle. When done correctly, it can be a valuable tool for generating leads and building relationships with prospects. Why? Because it’s an instant way to have a two-way, genuine conversation with a prospect – and nothing beats that for engagement. We have another blog about why conversation trumps data all day long.
18. How can I make my B2B Telemarketing calls more efficient?
Prioritise your calls based on lead quality and conversion likelihood. ABM is an awesome way to create a pipeline of high-quality leads, but it doesn’t happen overnight. It takes time and effort to build your list and get it in front of the right people. We’ve got a great bit of content here about how ABM can be the most efficient and effective way to hit your target market – and we offer an ABM service that can fine-tune your targeting and messaging to precision. Find out more about ABM on our service page.
Make the most of every call by researching beforehand, using a loose script and making sure you track your metrics to identify areas for improvement.
19. How can I use B2B Telemarketing to support my event marketing efforts?
B2B telemarketing isn’t only about sales! You can reach out to potential attendees or sponsors before an event, follow up with leads after the event, and use feedback to improve future events. Check out our recent blog about B2B telemarketing for events.
20. How can I integrate B2B Telemarketing into my larger marketing strategy?
This is our bread and butter. We see our best successes when we run integrated lead generation campaigns for our clients, encompassing multiple channels. And here’s how to do it right – align your messaging across all your marketing channels. Make sure you target the same set of contacts with carefully created campaigns that come together in a perfectly synchronised display of marketing prowess.
Make sure you track and analyse your metrics, and adjust your strategy based on your results.
All you need for B2B telemarketing success
B2B telemarketing can be a highly effective lead-generation tactic when done correctly. By understanding the legal requirements, best practices, and common misconceptions, you can set yourself up for success. And we can help you either through training your salespeople to make the most of their prospecting efforts, or by freeing up their time by taking on the task for you.
Our team of experts has years of experience in generating high-quality leads for businesses across various industries. Contact us today to learn more about how we can help your business grow through B2B telemarketing.