Tag Archives: telemarketing company

B2B Telemarketing VS Consumer Privacy – A Pointless Debate

Telemarketing, Telemarketing Company, Sales LeadsCRM software vendors are no strangers to contending with consumer privacy advocates. These are the same advocates that contended with telemarketing firms and, further back, door-to-door salesmen. But now, as businesses have grown more sophisticated in analyzing their markets, these advocates are sniffing every legal nook and cranny to make sure that even retailers put a leash on incorporating new technologies.

This does not only pose a challenge to retailers but also to vendors who use telemarketing and other B2B marketing tools to approach these retailers. The reactions of the consumers will reflect on retailer’s interest and willingness to adopt their technologies.

But first, as an example of what some of these technologies are, here’s a report from Christopher Matthews of Time Business about how retailers are employing them to compete with their online counterparts:

As I detailed in a recent article, store managers have been fighting back by trying to re-create in physical stores the sort of analytics available to e-commerce firms.”

And of course, the reaction from consumer privacy advocates gets a strong mention as Matthews cite Pam Dixon, an executive of the World Privacy Forum:

That kind of tracking is, according to Dixon, unethical and contrary to shoppers’ expectation of privacy. ‘Legally, stores have the right to put up security cameras, but the consumer expectation of privacy is being circumvented here,’ she says. ‘Because when a consumer looks into that camera, they expect it’s being used for security, not marketing purposes.’”

Fortunately for both retailers and software vendors, you have as much right to challenge these accusations. For example, if you’re qualifying CRM leads and a prospect raises this concern, pose the following questions in return:

Is it truly illegal?

Take note that even Dixon admits:

And even if retailers were using facial-recognition software to identify individual shoppers and combining that information with other data like financial histories, there is nothing necessarily illegal about doing so.”

Just as telemarketing laws actually have exceptions when it comes to businesses, so should you and your agents be quick to rationally defend the use of such technologies. Their customers are the ones entering the store and providing information. In the same manner, your target businesses provided information that allowed you and your telemarketers to call them. How are any of these illegal when there is still a fair amount of responsibility on the part of both customer types?

Is it such a big deal?

Citing Bill Gerba, CEO of WireSpring Technologies:

He thinks consumers should be informed about these marketing tactics but believes most retailers are too wary of the public backlash to use facial-recognition software to individually identify their customers.”

This should carry over to your business. As a matter of fact, a telemarketing company would also tell you something similar and add that you may be confusing reactions from consumers with that of B2B customers.

Is it not transparent?

Says Dixon: ‘I think it’s absolutely crucial for these companies to come clean with the public and disclose what is happening.’”

Coming clean isn’t as difficult or horrible for either retailers or software telemarketers. The technology exists and everyone knows about it just as businesses know their numbers are public and anyone, even other B2B marketers, can call them.

Ultimately, it just goes to show how pointless this debate is. No matter how the more extreme anti-marketing advocates decry this technology, even those who genuinely defend consumer privacy realize there’s not much to really argue over.

ERP Software – Not All Customers Need To Know You’re Expanding

B2B Sales LeadsExpansion occurs in different forms but it’s always seen as a good sign. Setting up a factory could mean that you’ve increased production. Developing new features for your ERP software can be a mark of innovation. Even just an increase in business size (and profits) looks promising enough. In any case, they all indicate one thing: growth.

 

It’s natural to see that business growth is a mark of success. Your ERP software business is making more and more money as you serve more and more businesses. Why wouldn’t you celebrate it?

 

However, your current customers may not always be willing to ‘share’ in the celebration.

 

What does this mean? Well, you know those moments where you try to tell them that you’ve successfully expanded in any of the different ways mentioned above?

 

Here’s the bad news: they don’t always care about that.

 

You might think that putting up a new factory or office somewhere might mean something to you. The doesn’t mean the same thing to your prospect if the location isn’t all that relevant.

 

You might think that adding new features or developing specialized versions of enterprise solutions might improve the overall quality of your business. On the other hand, your clients might wonder how that matters if none of those features cater to any need they have at the moment.

 

You might think having more employees and more profits is something everyone needs to know. But the truth is, they’ll only care if an increase in employees includes a bigger and better customer service department.

 

So, why do you need to be aware of this?

 

You have to be if announcing these successful expansions is your way of getting your foot in the door and testing to see which among your current clients can make for new software leads. While making leads out of your current (or even past) clients is a classical marketing strategy, it’s still prone to some of the same mistakes businesses make when approaching entirely new prospects.

 

The key to avoiding these mistakes is to see things from the prospect’s perspective. If you want some ideas, go back to the different ways you can expand your business and see why marketing them may not matter to particular clients.

 

  • More Production? – Recall the reasons why you chose to increase production. Can any of these give your clients an advantage of their own? For example, will it lower costs? Does the actual location enable you to reach out to businesses nearby?
  • New Features? – Do these features address the needs of your client? What drove the innovations in the first place? If you did a survey which indicated the demand for these features, maybe you should start with the clients who participated in it instead of all of them at once.
  • Bigger Business? – More likely, only your stakeholders and investors will care about this more compared to your customers. Then again, this is ERP. Maybe some (if not all) your customers can be considered stakeholders as well. But like all stakeholders, you need to tell them how it directly affects their own business.

 

In summary, expansion is good but it’s also good by itself. You don’t necessarily have to announce it to the whole world. Maybe you just need to limit the announcements to those who also think such expansions help their own business and can see the reason to celebrate.

How To Integrate Telemarketing With Other B2B Lead Generation Methods – #3: Social Media

Appointment Setting

Of all the latest forms of online communication, social media is the youngest but also fastest growing medium of choice for business. Even in B2B, the value of using social media to engage with a target market has challenged the value of website and email marketing. And with B2B sites like LinkedIn dominated by high-tech corporations such as IBM and Oracle, this medium is definitely worth exploring if you’re also in the business of enterprise software.

 

This sounds like bad news for the much older methods such as direct mail and telemarketing. However, is the value of social media really so exclusive to the social networking sites that embody it? To determine this, you should first try and identify the things that appear to put social media above the rest:

 

  • It’s not disruptive – Unlike telemarketing, notifications share the same advantage as website and email marketing. It doesn’t disrupt anybody’s day, whether it’s a busy IT manager or the regular techie playing Call of Duty at home.
  • It drives engagement – When you post something interesting on Facebook or Twitter, you will attract a lot of responses. Websites and emails don’t necessarily do this right compared to social media. Websites are publicly exposed on the net but might not have as many people browsing them. Emails can start conversations but they’re often ignored due to spam filters. Oddly enough, this capacity to engage and grab attention is actually shared by telemarketing (if it’s done right).
  • It’s not as messy – In social media, you don’t need to worry about having to clean a flooded inbox or a trash bin full of old marketing letters.
  • It gives new insight – Plenty of people see potential in analyzing the data that comes from social media. Things like the number of ‘Likes’ and having certain affiliations have allowed even the social sites themselves to reach their targets more accurately. It also allows businesses another way to hear what customers are saying and see if there’s anything that can be done to improve products and services.

 

 

From the looks of it, perhaps the reason why social media seems to top all three of the other methods is because it has managed to integrate what worked best for all of them. It allows engagement and the acquisition of information straight from the market just like telemarketing and email. Meanwhile, it attracts the same amount of attention as a website (if not more) without being too disruptive.

 

In the process though, it has managed to integrate some of the biggest weaknesses. Like email, discussions on social networks can take forever. Like websites, you shouldn’t try and talk too much about yourself on your social media profile. Like telemarketing, there are still obstacles to watch out for when making attempts to connect.

 

This might surprise you though but even a telemarketing company can make up for those weaknesses. The reason is because there are companies like them who see the strengths and weaknesses of information gained from social networking sites. It tells them, for instance, the name of the company. It also tells them who the decision makers are and what industry they’re in. However, they also know that they need to go beyond that and try to shift the online discussions into more real forms of conversation (like those over the phone), and perhaps even ending it with appointment setting to finally meet the prospect in person!

How To Integrate Telemarketing With Other B2B Lead Generation Methods – #1: E-mail

B2B Lead Generation

With so many new means of communication, you can’t possible think that only one is needed to successfully connect (and stay connected) with clients. Today, more B2B marketing professionals are starting to see that relying on a single medium for contacting prospects is inconvenient and counterproductive to the whole process. The best solution is no longer based on rejection but integration. What methods can you use besides the one you just tried?

 

But before that, you’re probably wondering: why is it so counterproductive? Many people are often in favor of one method over another. In fact, lead generation companies have a natural tendency to defend the method with which they use to serve their own clients. Who is to be believed?

 

The problem is just that. They’re not comfortable discussing the shortcomings of their methods. You can be a direct mail, email, or even telemarketing company and still this would be something you all would have in common. There are flaws to each, singular approach but instead of thinking outside the box, they resort to defensiveness and business apologetics.

 

Speaking of which, consider telemarketing as the main example because it’s one of the oldest yet still common means of contacting business owners and decision makers. However, it’s not without its limitations. Gatekeepers pose as one of the major obstacles to telemarketers. It takes a lot of skill and preparation to know the right words that will convince them to let you through. If not gatekeepers, voice mail also poses as a problem because that too is being monitored (be it by the decision makers or one of their secretaries).

 

Now there’s another method which has been gaining increasing support ever since the internet has begun impacting the way businesses engage with their market: email.

 

Granted, there have been signs indicating the email isn’t all that new anymore either. Regardless, it’s the type of message that’s more likely to bypass the gatekeeper. It’s fast too and you don’t have to wait too long with the handset to your ear before hanging up (or rehearsing a message to leave in voice mail). You’re just leaving the message directly at their online doorstep. If the prospect replies, there can be plenty of room for a very detailed discussion.

 

And yet, just like telemarketing, it has its own flaws. Where telemarketers have gatekeepers, email marketers have spam filters. And even in the event that you managed to bypass it, you have to be careful with how you word everything from the subject line to the content. When you think about it, that’s hardly any different from rehearsing a script to make it not sound like a sales pitch.

 

At this point, this is where you should consider integration. Combine the two methods so that you can bypass both their obstacles. In the following, you will find several ways this can be done:

 

  • You can send an email to announce the call. Even if the message wasn’t read, you can tell the gatekeeper about it. If it was sent successfully, you have a really high chance of being let through.
  • If you’re not really eager to disturb, simply make the call first and tell them you’ll send an email later. Just to be safe, you might want to give this message directly to the decision maker.
  • When a prospect responds, there’s also the wise option of asking them how they’d like to continue. Decision makers are still people too and they have preferences on how they’d like to communicate.

Find Out-Of-Reach Doctors With Outsourced Telemarketing

There’s no doubting that doctors are very busy people. You need only visit a hospital to see how there’s hardly a time time when they’re not preoccupied with an emergency or an appointment. Some would even argue that when compared to other busybodies like business executives or politicians, the concerns which take up a doctor’s time literally puts him or her closer to matters of life and death.

 

It’s also the particular gravity of their profession that makes marketing to them particularly difficult, even when you’re offering something as convenient as medical software.

 

Now it’s understandable to say it’s impolite to try and interrupt the daily routine of any doctor with intrusive attempts at getting them to spend money. Unless you yourself have a medical problem that needs looking into, you’ll end up facing gatekeepers and spam filters alike. Getting past them and making yourself relevant requires a form of communication that can quickly adapt to the point of conversational.

 

Outsourced telemarketing is can be surprising and cost-efficient solution answer to this. You’d be surprised to learn that there’s more than one software telemarketing company out there that can generate medical leads and has doctors (and even whole medical institutions) in their contact database.

 

In fact, telemarketing could be just one of the many marketing techniques they actually utilize. They’re no strangers to email or internet marketing that’s for sure. You could even say they have found unique ways to combine them together so as to cover all means of getting the doctors interested in you. Contact one today so you can start getting in touch!

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