People buy from people they like B2B companies need to develop and nurture their relationships with the business customer as an overall organisation. It’s equally important for B2B organisations (and their sales and marketing teams) to concurrently work to develop relationships with individuals from different, relevant departments. People buy from…
One-to-one relationships are key to long-term and loyal relationships for business success According to Salesforce, 66% of buyers are likely to switch providers to be treated as an individual rather than a number. As human beings, we rely on strong and lasting relationships. This concept is no different in the…
What is relationship management? According to Forbes, relationship management is: “A strategy designed to foster loyalty, interaction and long-term engagement. It is designed to develop strong connections by providing information directly suited to their needs and interests and by promoting open communication.” Why manage relationships? With a professional one-to-one approach, it’s…
Experience counts A client brief that states aims and objectives aids fair assessment of telemarketing agencies to ensure best fit and successful outcomes. How an agency deals with your initial enquiry and brief also speaks volumes. It also helps to check the following details against each agency: Industry track record…
Telemarketing is a subtle skill… Telemarketing in a B2B environment is a subtle skill, far removed from call-centres working with scripted responses and automated high-volume calls. Maximising the value of the human factor of telemarketing starts with a solid campaign briefing document. A professional B2B telemarketer will demonstrate a good…
Professional engagement using telemarketing If you’re looking for a telemarketing partner, look for one that has quality staff with industry expertise, low staff turnover, little or no commissions, and is equipped with the latest technology. A decent telemarketing partner will assist with campaign planning, training, qualifying call lists and outline…
A common misconception B2B telemarketing is regularly confused with telesales. Telesales is related to selling only. Telemarketing strategies are very different and focus on long-term relationships with beneficial outcomes. Telemarketing promotes products or service via telephone. Activities can be inbound or outbound, and include lead generation, appointment setting, market research, event…
Professional one-to-one communication No matter what preconceptions you may have or past experiences, done well telemarketing is a very successful and proven form of direct marketing. A professional approach can result in positive, profitable and mutually beneficial outcomes. Professional engagement puts the customer first, resulting in the freedom to engage…