4 Pitfalls of Outbound Telemarketing

Outbound telemarketing has its ups and downs, but you have to be aware of them in order to safeguard your interests and keep your clients. After all, when you decide to implement a B2B telemarketing campaign, the process can get complicated…

Here are some of the pitfalls that experienced B2B telemarketers can help you to get overcome.

1. Targeting Everyone

Don’t do it! You need to define your target audience for your B2B telemarketing campaign. Experienced B2B telemarketers will ask you who your ideal customers are. Many companies will be vague in their answers saying that any company from any industry and of any size can utilize their services…

But remember, in marketing you always need to find a specific target market and target customer (if you want your campaigns to be successful, that is). There are millions of registered companies from 200+ different sectors in the UK. Which ones are you aiming for? Experienced B2B telemarketers can help you focus on the target market that can help you attain your B2B telemarketing campaign’s goals.

2. Are The Marketing Goals Clear?

Outbound telemarketing tactics will only get you so far when it comes to results. As a small business, you need to have long term marketing goals in mind if you are to be successful in the long run. That is why you need to concentrate on your customers’ needs when coming up with a marketing strategy. Experienced telemarketers and telemarketing companies keep your budget constraints and marketing goals in mind when they make calls.

3. Calling Without Purpose

Some B2B telemarketers will not keep your overall targets in mind and will continue calling up prospect after prospect, to no avail. When experienced telemarketers realize that a certain strategy and tact is not working, they identify where it lacks and tries a different method with the next call.

These little tweaks in approach by experienced B2B telemarketers can save you a whole lot of money. Experienced B2B telemarketers know that they have to target specific interests of the businesses they are calling and tailor their message in a way that appeals to them.

4. Winging It

You may have heard the saying that a script is not always needed in B2B telemarketing. Well, that statement is partially correct. We say partially because sticking with the script, word for word will defeat the purpose of an outbound telemarketing campaign. But completely winging it will make you lose focus from the main objective, too.

That is why it is important to have a structure as a guide for what you have to say. At The Lead Generation Company, we have a ‘Guided Discussion Document’ which has all the key elements for pitching, answering and closing leads. It is not a script, but a piece of structured content that generates better quality leads.