You know that IT telemarketing campaigns, despite being old-fashioned, can still be relied on when it comes to generating IT sales leads. The only thing that you have to remember is how to efficiently manage your marketing efforts. After all, no matter how promising your offer is, if your B2B appointment setting team is not in their top form. And all that will depend on you, the business owner or the manager. While we may know the many ways to be effective in sales, we also ought to know what we should not be doing at the same time. I mean, if we could avoid them, then we are in the clear.
So, what are these things to avoid?
- Piles of paperwork – yes, filing reports is necessary, but making your marketing team do a lot of papers would be a real drag. It is also a bad business move for your IT lead generation campaign, since it steals a lot of your marketers’ time and attention. In any case, try minimizing paperwork for them so that they can concentrate on bringing more B2B leads to you.
- Countless sales meetings – all right, maybe keeping tabs on your sales team is necessary, so that you can create better business strategies, but if it is starting to take a good amount of time from their work, then maybe you should start whittling down the time you require to meet with them. At least you give them more opportunities to get back at their work.
- Playing favorites – if there is one thing that can pull down the morale of your employees, it is you having favorites among them. This sends them a message that the playing field inside the office is not level, that no matter what they do, you can only appreciate the contributions of only a few. Sure, praising your best performers is good, but please try not to heap most of your praises on only a handful.
- Underestimating the power of morale – good sales leads performance also rests on your ability to boost the morale of your employees. Do not underestimate its power, since poor morale can totally ruin the productivity of your business. Even the biggest marketing teams can be brought down by smaller ones due to morale. So you should know how to make it grow better.
- Switching sales tactics too often – if you change your sales processes too often, then you are risking yourself in terms of lost sales leads and opportunities foregone because you had your team come back to training. While it may be true that you have to improve of your marketing processes, doing that too often is not really practical or sensible.
As a marketing manager, you should be aware that IT appointment setting campaigns will only succeed if you can ensure that everyone in your team to work in their perfect form. And when I say perfect, I mean not committing any marketing practices that actually damage your business.
You know, as the manager or owner of your business, it is your responsibility to ensure that everything is running smoothly. And that includes your IT lead generation campaign. In today’s highly competitive business environment, especially in the IT and software sectors, you know that every little thing counts in the success of your marketing efforts. You need more sales, that is the truth. The problem here is the pressure and negativity that pops up when you try generate more IT sales leads. It comes with the territory, unfortunately. Either you pull yourself out of your funk, or stay moping around, overwhelmed by the challenges, and let the competition beat in the B2B appointment setting game. Now, you do not want that to happen, right? So, you should know how to deal with it, and you can get some ideas here:
- Believe you are in control – more along the perception lines, true, but this is one tip that will never let you down. When you believe that your business is in good hands, that you are capable of pushing your operations better, then it will happen. It is all about making a positive attitude over these matters.
- Remove the sources of negativity – it could be something as simple as the color of the wall, the design of that painting in the corner, or probably the lighting in your room. These are physical or aggressive sources of depression that you can remove at will. Try a paint job, or a different painting to be displayed. That is how you do it.
- Fix your choice of media – now, it is not bad to hear about the news regularly. As a marketer, you need to be updated with the times. But if what you hear or see in the news or entertainment programs are not making you any happy, indeed, making feel even worse, then it is high time for you to skip them. You do not want to carry such burden back in the office.
- Bring the right people in – this is also important, since what others say about you and the way you handle matters can also affect your mood and performance. If you want a telemarketing campaign, but the people around you say that this will not work well with the market, then you will naturally feel bad. Honestly, if you need to be criticized, then find those people who criticize by providing better options.
- Use positive language – try observing your speech patterns. If you notice that you have been using negative words, then you might also notice that you are also taking thing negatively. Now, a good marketer would try not to say or see things negatively. They will want to see the good side of things so that they can stay up and running throughout the day, despite whatever setback thrown their way.
A little positivity can be a blessing for your IT lead generation campaign. You should just have a little confidence in your ability.
In the course of your IT telemarketing campaign, especially if you are using a business list of old customer contacts, there will always be times when you meet prospects that require a little more handling than the norm. Not that they are demanding or anything. They were just let down by someone in your company in the past (or even now). When that happens, you need to be at your best. Smooth their ruffled feathers, find a solution for them, etc. Otherwise, they will be taking their business somewhere else. Now that is lost sales leads. And who wants that to happen, right? Unfortunately, be it the upper management’s fault or an oversight on your part, what you tell your customers may add fuel to the fire.
Really, you cannot believe just how big a damage some dumb phrases create in the hearts of unsatisfied customers. Your company let them down, remember? Now, it is your job to save their business (and make your future IT appointment setting campaigns much easier to do). Knowing what to say is important, true, but it is also equally important to know what NOT to say. Seriously, latter list is much smaller compared to the former, making for easier reading. So, what are these offending phrases that you should know about?
- “That is our policy” – seriously, part of your lead generation work is to make the lives of your prospects easier. Now, in the event that you encounter B2B leads prospect that turned out to be an unhappy customer, saying something like ‘that is our policy’ will never get you far. Indeed, it might get you booted out.
- “There is nothing I can do” – really, is that what you should say? To tell you the truth, there is still something you can do, and that is by returning the money that you took from your customer (within reasonable time, of course). That would be a real good solution.
- “Would you mind holding for a minute?” – it may be innocuous, but what would you do if the customer says ‘No’? That would certainly make for an awkward moment. It would have been better if you just explain outright why you are putting them on hold and for how long.
- “You will have to visit our website” – take note, there is a reason why you are calling your prospects, and that is to know what their problems are. Once you do, then you can provide them a solution. Telling them to visit your company website defeats the purpose of your call. Basically, you are going to drive away their business. And is that not the last thing you need?
- “That is the manufacturer’s responsibility” – this is a common reply when one buys from a middleman. To tell you the truth, if you are in that kind of business, be ready to shoulder the cost and effort to reach the manufacturers of you defective products. You see, in the eyes of your customers, you took their money. Therefore, this is your responsibility.
Honestly, these are really dumb answers, and rarely will this get you anywhere in your lead generation campaigns.