Are you wondering if your business could benefit from high-quality teleprospecting services? Read the signs: Teleprospecting done right results in proven lead generation for complex B2B sales.
Here are the eight signs that teleprospecting is what your business needs to succeed:
1) You sell high-value products, services, or solutions.
A high-value product or service is one that requires an understanding of the complex sale. The caller must understand the needs of the prospect and help match those needs with a solution, service, or product.
This requires time and a long-term approach. When the value of what you are selling is high, you can afford to take the time to really focus on potential customers, and that extra attention makes it easier to close a complex sale.
2) You need to deal with decision makers.
Not everyone at a company has the authority to buy what you’re selling – and if it would involve a major change at their company, they may need direction and support from the top before a deal can be made.
Teleprospecting emphasizes researching the people you’re calling and ensuring that they are the best contact within the company or organization. In most cases, this means people who can actually make a decision about whether or not to make a purchase.
3) You can make use of referrals.
Cold calling remains a valuable technique for many companies, but as any experienced caller can tell you, it’s much easier to get your foot in the door when you have a referral. For example, if you can tell an executive that one of their favored managers thought the two of you should speak, you will immediately have more of their interest and attention.
4) You don’t give up very easily.
A good teleprospector may speak with five or ten people at the same company in order to close a deal. Teleprospecting is the right fit if you’re willing to invest in a long-term approach in order to make a significant sale.
To learn more about how to improve your sales calls read 3 Ingredients of a Successful Sales Call.
5) You want to create meaningful interactions with your customers.
Canned products and services aren’t always what customers need, and they know that. A teleprospector takes the time to really get to know your clients and their needs, usually before they even pick up the phone. By preparing ahead of time, the focus is on customers who will truly benefit from the product, service, or solution that is being offered.
This is one of the principles that inbound marketing works on – rather than simply trying to sell a product, the goal is to solve your customer’s problem. When prospects realize understand you are fixing their business pain point, they’ll be far more interested in hearing more of what you have to say.
6) You want to improve the quality of your leads.
A single lead who is ready to buy is better than a dozen leads who have no interest in your offering.
Teleprospecting focuses on finding these high-quality leads and ignoring those who aren’t actually worth the time you’ll spend pursuing them.
Why invest in teleprospecting? Read 5 Reasons Outsourced Teleprospecting is Key to B2B Sales Success to find out why.
7) You want to find out why people aren’t ready to buy.
Even the best teleprospector will regularly contact people who are not ready to buy any time soon.
However, if you end the conversation there, you’ll never learn why they aren’t interested in buying. By taking the time to listen and engaging in a meaningful conversation about their needs, you’ll also find out what makes people say “No” – and that information can be used to improve whatever product or service you’re offering.
8) You believe in high-level interactions
Teleprospecting is not a job for the junior members of a company to do. It isn’t for interns, or recent graduates who are looking to get a start on their careers. Instead, quality teleprospecting focuses on giving business peers an opportunity to interact with each other.
This is important – the people who truly understand a product or service are the ones who are best at figuring out who could get the most use from it.
Additionally, most high-level customers (such as CEOs, ranking managers, or other major decision makers) don’t want to spend their time on the junior members of another company. Having them deal with a peer helps demonstrate the seriousness of your commitment to helping them.
To learn more about teleprospecting and how it could benefit your business or organization, take a look at Telemarketing vs. Teleprospecting on our blog.
What is your experience with teleprospecting and how it has affected your lead generation program? Please leave me a note in the comments.