3D2B - 3D2B - Cold Calling http://3d2b.com Mon, 22 May 2017 15:33:45 +0000 Joomla! - Open Source Content Management en-gb The Cure for the Common Cold Call: LinkedIn Warm Calling http://3d2b.com/blog/tele-services/lead-generation/cold-calling/linkedin-warm-calling.html http://3d2b.com/blog/tele-services/lead-generation/cold-calling/linkedin-warm-calling.html

You purchased a list, and John Smith is now in your database. He has not, however, expressed to your company any interest in your products or services. As such, he falls into the category of “suspect.”

A call to John is cold.

And, understandably, whether they are the initiator or recipient of such a call, most people prefer not to engage in this activity. Luckily, today you can use LinkedIn to warm up the call and make the experience more pleasant and fruitful to both parties. Here are some tips to get started. 

Check Out the Individual’s Profile

To discover what’s important to John, read his LinkedIn Summary and information about his current position. This helps you determine how you might be able to help him and the best angle for your approach.

For instance, if one of our business development specialists discovered that John Smith’s primary concern is building relationships with resellers to increase his software company’s sales, she could then tailor her communications around helping to solve channel recruitment and management challenges.

Another area to look is published posts. If John has articles on LinkedIn, they can give you a window into his thinking and provide a launching point for a conversation.

Also, scroll to the bottom of the profile to find his interests. Perhaps you both enjoy skiing or are dedicated to animal rescue. Such insights help you find common ground. Even if your interests don’t intersect, understanding that he enjoys hunting and fishing may give you clues for personalizing your approach.

And, don’t forget to look at their employment history. You may know or have things in common by the companies they worked at.

Discover More about Their Company

Once you have a feel for the person, learn more about the company for which they work. For most people, you can click from their current experience section to their LinkedIn company page where you’ll find their business’ statistics, such as the number of employees, plus the latest news.

Has the company introduced a new product? Are they merging with another organization? Are there any changes that make the timing ripe for the organization to benefit from your products or services?

Go for the Intro

Back to the profile. On the right-hand side, you’ll see “How You’re Connected.” If you have a connection in common, try to get an introduction. Here’s how you do it:

Dear Sue:

I hope everything is going well with your new business.

I see you’re connected with John Smith, Marketing VP at Ability Software. I believe we could help them to analyze the market and reach out to new partners that mirror the characteristics of their current top performers.

Would you be able to introduce us? If not, I’d appreciate any insights you could give me before I reach out to him.

Please let me know if there’s anything I can do to help you.

See how it’s worded so you don’t put your connection in an awkward position? You don’t expect an introduction…they can just give you some insights.

Asking for the introduction may seem like extra work, but in the long run, this practice will increase your efficiency. Here’s the proof. If anyone knows the ins and outs of LinkedIn, it’s the professionals at LinkedIn. They also sell, and their data tells the tale. LinkedIn’s biggest source of leads in 2015 was warm introductions (32%). This was followed closely by marketing leads (28%) and InMail (25%). The remaining leads came from emails, calls and events.

But here’s the really big news … drumroll, please. LinkedIn was not only 37% more likely to win a deal with a warm introduction, but also deal sizes were 23% larger than the average of all the other lead sources.

LinkedIn Image4Blog

Opt for InMail

Sometimes there’s no one to introduce you. Your next option for an initial outreach before calling is LinkedIn InMail. If you have a premium package on LinkedIn, you can use a limited number of InMails to reach out to people you don’t know. And the results from InMails aren’t too shabby either. A study conducted by InsideSales.com found that when they put the same content in an InMail as they did in an email, they achieved a 700 percent boost in response rates!

Be Visible

You don’t always have to reach out directly to be noticed.

If you can find groups where people are interacting with each other, it’s a good place to get to know people.

Another excellent option is to publish articles on LinkedIn. Your connections and followers will see it. Also, it goes into the newsfeed of professionals who like and share it, spreading your influence further. And if you create a post that gets featured on Pulse, it will be distributed to an even larger audience.

The value of this visibility is that a wide group of professionals may start to know, like and trust you.

Make the Warm Call

Ideally, your prospect may have read some of your articles or those written by other members of your organization. You’ve also been introduced by a mutual connection and sent an InMail to set an appointment.

Now you’re ready to make a warm call. It might go something like this:

“Hello John, this is Jeff with 3D2B. I appreciate that Sue was able to connect us. The reason I wanted to talk was that I noticed you’re responsible for building relationships with resellers. We offer channel recruitment and management services that have helped other software companies identify new partners and expand their businesses. I was wondering what challenges you face in building strong sales partnerships….”

Doesn’t that seem a lot easier and more productive than calling someone out of the blue without knowing what is relevant to them and how you can help them?

Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how you can respond to leads faster and pass more qualified leads to your sales team.

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jeff.kalter@3d2b.com (Jeff Kalter) Cold Calling Tue, 06 Dec 2016 00:00:00 +0000
How to Critique Recorded B2B Telemarketing Calls http://3d2b.com/blog/tele-services/lead-generation/cold-calling/how-to-critique-recorded-b2b-telemarketing-calls.html http://3d2b.com/blog/tele-services/lead-generation/cold-calling/how-to-critique-recorded-b2b-telemarketing-calls.html How to Critique Recorded B2B Telemarketing Calls

When you’re managing business-to-business telemarketing representatives, you can record their conversations and use them as learning opportunities. If one agent is particularly productive, you can listen to recordings of her phone calls to determine what sets her apart from the others. Also, if another is having difficulty meeting their goals, you can re-live their conversations and learn where they go off track.

Before doing anything, however, become aware oflocal and federal laws related to recording calls and ensure that you abide by them.

What to Listen For

When you’re listening to recordings to find out why some representatives are successful and others struggle, pay attention to these areas.

  • Language

Are your telemarketing agents using everyday words with prospects and clients, or are their sentences packed with jargon and tech talk? Does the agent’s vocabulary fit the situation? Do they pronounce words correctly?

  • Product Knowledge

Your agents need to have ingrained knowledge of the features and benefits of the products they are selling. If they don’t, they may hesitate, trip over their words, and miss opportunities to educate the prospect.

  • Soft Skills

Because your agents are not face to face with contacts, their voice intonation, tone and pace are essential. An agent’s voice needs to have an energy level that says, “I’m enthusiastic about what I’m selling and how it can help you.” His pace needs to be just right. If it’s too fast, the telemarketer may sound as if he is rushing through the conversation because he is are nervous. However, if he’s too slow, he may seem bored and elicit the same feeling in the contact.

  • Conversational Flow

If the call in any way resembles the robotic consumer calls that tend to interrupt us at dinner time, telemarketing will meet with natural resistance. Agents need to draw the contact into the conversation immediately and keep them engaged. That means a two-way conversation that flows naturally.

  • Questioning and Listening Skills

By asking the right questions and listening to the answers, representatives will be able to ferret out prospect needs and help to solve their problems. Therefore, it’s essential that you point out to your reps when they:

    • Interrupt a contact

    • Fail to follow up on an important issue the contact relays

    • Do not ask a question that could provide critical insights into the contact’s situation

  • Systematic Sales Path

While every call is different, there is a logical route from initially qualifying a contact to creating interest in the product you are selling, and determining the next action steps. Ensure your reps are navigating the path effectively.

  • Objection Handling

Whatever route your reps navigate, there are likely to be roadblocks in the form of objections. Do your reps empathize with prospect concerns, ask open-ended questions to get to the root of the problem, and educate prospects to help overcome their issues?

Also, if an agent receives an objection that no one has encountered previously, they may have difficulty countering it. You should share a recording of this situation with team members and discuss ways of handling it positively.

Ultimately you need to ensure that agents are skilled enough to achieve the call objectives. You can do so by showing them where they trip up, but also by having them listen to sales calls that are well executed by others on the team.

Sometimes, if an issue is specific to an individual, you’ll want to handle critique one on one. At other times, it’s best to call the team together to address a problem or opportunity that affects all of them. The advantage of this approach, of course, is that it saves you time and allows the group to brainstorm together and develop their team spirit.

To learn more about business to business telemarketing, call us now at +1 718-709-0900 (Americas) / +39 06-978446-60 (EMEA).

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jeff.kalter@3d2b.com (Jeff Kalter) Cold Calling Wed, 22 Apr 2015 00:00:00 +0000
5 B2B Cold Calling Tips That Achieve Sales Results http://3d2b.com/blog/tele-services/lead-generation/cold-calling/b2b-cold-calling-tips-that-achieve-sales-results.html http://3d2b.com/blog/tele-services/lead-generation/cold-calling/b2b-cold-calling-tips-that-achieve-sales-results.html 5 B2B Cold Calling Tips That Achieve Sales Results

Success is where preparation and opportunity meet,” said Bobby Unser, who is one of the ten drivers to win the Indianapolis 500 three or more times. His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling.

So, how do you prepare for success? Start with these cold calling tips.

5 Cold Calling Tips

 

  1. Pinpoint Your Customer Profile
  2. You need to ensure you understand clearly your targeted customers’ profile—who they are, the markets they participate in and the issues they are likely to be facing. Why?

    • First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles.
    • Second, by gaining a full understanding of the challenges they are facing, and how your company can help them, you’ll be able to show empathy and develop a more robust message.
  3. Research Each Customer
  4. With company websites and social media, it’s easy to research and discover vital information about a company. For instance:

    • How many employees do they have?
    • What are the backgrounds of key employees?
    • Have any recent changes, such as mergers or acquisitions, affected the organization?
    • What is the role of the person you’re calling?

    If you know that individual’s role and responsibilities, you can tailor your conversation to points (or specifics) that are relevant to them. For instance, operations managers are concerned about cost reduction while chief security officers tune into messages about risk reduction.

  5. Crystallize Your Call Objectives
  6. Don’t get on the phone until you know exactly what you want to accomplish. For instance, what information do you want to gather? What is the ideal outcome of the call?

    For example, if you’re trying to set appointments for your salespeople, you need to gather enough information to ensure the customer meets your minimum requirements as a buyer for your product.

    Also, consider a minimum objective. In the appointment setting scenario above, you know that you won’t achieve appointments with everyone to whom you speak. However, you can at least test a new value proposition.

  7. Polish Your Product Knowledge
  8. Product success stories that relate to the prospect’s situation need to roll off the tip of your tongue. A memory bank of stories enables you to paint a picture of how your prospect can be successful using your product or service by comparing it to a real-life situation. While it’s fairly simple to put together product stories, doing so will set you apart from the majority of cold callers.

  9. Build Your Confidence
  10. You have to believe in the value of your offering if you want your prospect to believe as well. So, make sure you have full confidence you’re offering something that can help the person you’re calling.

Use these cold calling tips to boost your success. Or, find out how 3D2B can help you with business to business cold calling, call +1 718-709-0900 or +39 06 978 446 60 (EMEA).

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wolfram.vanwezel@3d2b.com (Wolfram van Wezel) Cold Calling Tue, 18 Nov 2014 00:00:00 +0000
Proven Listening Techniques for Awesome B2B Telemarketing http://3d2b.com/blog/tele-services/lead-generation/cold-calling/proven-listening-techniques-for-telemarketing.html http://3d2b.com/blog/tele-services/lead-generation/cold-calling/proven-listening-techniques-for-telemarketing.html Proven Listening Techniques for Awesome  B2B Telemarketing

“The only way on earth to influence other people is to talk about what they want and show them how to get it,” said Dale Carnegie in How to Win Friends and Influence People. Since business development is all about influence, that’s a statement worth etching into your mind.

But first, how do you know what other people want to talk about? Ask questions and listen.

So, listening is a critical skill for all business-to-business telemarketers. It enables them to understand a prospect’s situation and respond with relevant questions and insightful answers. And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. When you listen, you can more easily empathize with a prospect. Also, when you listen, you demonstrate respect, enhancing the chances for business collaboration, problem solving and developing a win-win situation. 

Hearing and Listening Are Worlds Apart

There are two kinds of telemarketers and inside sales people:

  • Those who just hear
  • Those who go beyond hearing to listening
  • While listening is an active technique, hearing is passive. It’s dangerous to think that everyone who is capable of hearing is also a good listener.

    Learning to Listen

    Those of us who can hear have rarely been taught to listen well. There are, however, three techniques you can practice to improve listening skills.

    • Parroting
    • Words don’t always tumble out in an eloquent phrase that immediately makes sense. In fact, if you ever read transcriptions of conversations, you will see that sentences often aren’t completed, and thoughts are not fully formed. An effective technique to deal with this problem is parroting.

      Parroting is exactly what it sounds like. You parrot back to someone exactly what they said and, when you do this, two things may happen. By repeating the words, you may comprehend them better. Alternatively, the person you’re speaking with has a chance to hear what they said and fill in the gaps. Essentially, it forces both of you to focus on what’s being said.

    • Paraphrasing
    • Paraphrasing is close to parroting, but it goes beyond the capabilities of a brightly colored bird. Now the telemarketer summarizes what the contact has said in their own words. This technique assures understanding and also demonstrates that you’re taking the time to learn about the prospects’ needs and problems.

    • Feeling Feedback
    • With feeling feedback, you not only paraphrase what someone is saying, you also show that you understand how they feel about it. For example:

      Prospect: “Our company has invested hundreds of thousands in this trade show, and I’m responsible for making sure that the leads flow in and it pays off.”

      Telemarketer: “I imagine that’s a huge weight on your shoulders. Are you interested in exploring some ideas to maximize the number and quality of leads you generate, assuring an increased return on investment?” 

      In this way, the telemarketer demonstrates they are interested and ready to help.

      Start practicing these techniques in your phone calls, or teach them to your call-center staff, and you’ll discover powerful business to business telemarketing results. 

      For a free consultation on how to use business-to-business telemarketing to boost your sales, call us now at 718-709-0900 (Americas) / 39 06-978446-20 (EMEA).

       

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      giuseppe.dangelo@3d2b.com (Giuseppe D’Angelo) Cold Calling Fri, 29 Aug 2014 00:00:00 +0000