A Marketer's Guide to B2B Outbound Telemarketing

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Definition and Purpose
Outbound telemarketing is a highly targeted approach to marketing that involves reaching out to potential new customers. Traditionally, this would be done manually by phone. However, businesses are now using new technology like power dialer software and video conferencing software to upgrade the telemarketing experience for both employees and customers.

The goal is to introduce products or services to specifically chosen groups who are most likely to benefit from what the company sells. Outbound telemarketing is a proven method for generating new sales and increasing brand visibility in a way that invites feedback and discourse with customers.


The Difference Between B2B from B2C Telemarketing
Both B2B and B2C businesses use telemarketing, but there are big differences in the way they work. B2C telemarketing is tailored towards individual customers and tends to be a quicker process.

This is because B2B telemarketing requires navigating gatekeepers, such as assistants or receptionists, in order to reach the right decision-maker. Once that is done, the relationship must be built over time to establish trust and credibility. Plus, more often than not, several other people may need to be consulted before any sale can be made.

The Benefits of B2B Outbound Telemarketing
Here are the two biggest advantages to this kind of outbound lead generation.

Cost-Effectiveness
Whereas many marketing approaches cast a wide net online, in print, or on social media, telemarketing targets those B2B clients you most want to reach. Plus, it typically has low overheads as the main costs are limited to the training and compensation of staff.

It’s also a very flexible approach that can be adopted by companies both big and small – you merely need a setup that suits your needs and it can be scaled very easily. Last but not least, well-trained telemarketers can make a huge amount of calls in a short amount of time, so you get a big ROI.

Direct Human Engagement
Don’t underestimate the value of a real human conversation. So much belize cell phone number database of our business is now conducted online or via email, but the rapport built with customers by speaking to them personally can forge long-lasting relationships.

It also provides more of an opportunity for back and forth. Customers can ask questions and express their concerns. This helps you to understand their needs better and a skilled telemarketing professional can use this discussion to grow your company’s credibility with the answers they provide.

A Marketer's Guide to B2B Outbound Telemarketing
Creating the Best B2B Telemarketing Strategy
Make sure you employ the tactics below to craft a successful telemarketing campaign.

Segmentation and Targeting
As with any outbound marketing strategy, segmentation can make the difference between a roaring success and an abject failure. When segmenting, it is important to bear in mind the diversity of your clientele and their different needs and pain points.