There is no doubt telemarketing lead generation has changed, especially over the last five years. Before, cold calling was just that: “cold.” Today, with the growth of social media and technology, it’s become more about creating a relationship with potential buyers. It’s important to make calls interesting in order to keep the buyer engaged in the conversation and the process. Here are a few ways to help keep buyers interested in what you have to say.
Ask Intentional Questions
Building a relationship on any level typically starts with a series of questions. This doesn’t mean asking a lot of standard questions. Rather, it’s about asking the right questions to get the buyer engaged as an active participant in the discussion. You want to show them you are interested in what they have to say. Have your lead generation telemarketing ask questions, such as:
What are your business goals and how do you hope to achieve them?
How can I help you reach your goals?
Where do you see yourself and your business in the next five years?
Why did you choose to initiate this particular project?
Are you achieving what you wanted with this project?
Simply having a conversation with both parties engaged is going to generate more natural questions as you go along. Your goal in B2B telemarketing services is to be friendly but helpful. Try to keep a positive tone and use the conversation to build logical questions.
Actually Listen to Their Answers
Asking questions is important, but it’s the answers you are ultimately interested in. Be an active listener because their answers can help you generate the next question to move them toward the end goal. Try to ask your questions in an open-ended format so it will help continue the conversation in a natural way. Once you get their answer, follow-up with another appropriate question like:
So what did you decide to do following that outcome?
I understand you are dealing with several issues, what can we do to help?
Knowing what you know now – how would you have handled that situation?
Can you tell me a little more about that?
Be an Active Participant
It’s much easier to stay connected with clients today because of social media. Almost every company has a blog, website and any number of social media sites. This is where you can find what the business is up to. Doing just a little bit of research can help you know how to present your case to a client and can be essential for successful lead generation telemarketing. Knowing what they are up to on social media can present your B2B telemarketing services with the perfect place to start a conversation. Responding to their online content can give you an effective way of keeping the conversation going past the phone calls.
Are you in need of B2B telemarketing solutions? Contact us today to discover how we can help generate leads.