1. Add value
First, put yourself into your customers shoes. Consider what’s important and how your product or service will benefit them. If you’re having trouble with this part, that’s ok. There are many solutions to this. One is to get feedback from your target market through surveys. This could be online, or it could be on the phone.
During the first phase, think: start helping, stop selling.
Once you have figured out how you can add value to your customers, pick up the phone and call them. Let them know about special deals and discounts.
Another way to add value to your customers or clients is to offer a whitepaper or any type of free resource. This will give your target market insight into the industry and provide them with information that they didn’t already know. It will make it more difficult for them to leave for a competitor.
2. Build a better customer experience
If you’re looking for more positive online reviews, word-of-mouth referrals, and higher retention rates then it’s time to develop a memorable customer experience.
This will allow you to develop a relationship with your customers, potentially recover lost customers, engage existing customers, improve customer satisfaction, and add a competitive advantage to your company.
Improving the customer experience is something that is easy to do and provides your company a lot of benefits.
3. Design a customer outreach strategy and stick to it
The purpose of customer outreach is to introduce something awesome to your customers. This can be the white paper or it can be a new amazing service. It should be something that will get your customers excited and again, add value.
QCSS worked with a client in the healthcare industry who was losing their own customers and market share due to aggressive acquisition tactics of a competitor. That’s when QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.
In the end, QCSS reduced customer churn for the company.
QCSS Case Study
The client produces compliance publications for billing and coding departments within hospitals, private practices, and home health facilities.
This company was losing their own customers and market share due to the aggressive acquisition tactics of a competitor owned by a multi-billion-dollar healthcare company.
QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.
QCSS reduced customer churn.
Here's some quick, simple advice from the coolest call center you know!
Making inside sales calls can be intimidating. You prepare. You sit down at the phone, and then all of a sudden, there is a fleeting moment of reluctance. It can happen to even the most experienced sales reps.
Why does this happen?
Well, it’s because the moment you pick up the phone, anything is possible. You can prepare for the likely outcomes, but you probably are not able to anticipate everything that the person on the other end will say or do.
How do you overcome this?
In that moment it’s important to remember your purpose, and maintain as much control of the situation as possible.
Great sales reps prepare, and are able to adjust accordingly to whatever the situation may call for. They also understand when and when not to rely on the call script.
How to make inside sales calls successfully:
Like any other skill or vocation, training is essential. This is where sales reps become versed with the company and its products and services. They can familiarize themselves with the necessary script components, goals and expectations and client interaction etiquette.
This is the point that callers will learn their target contact person. They may also role play phone calls to become more comfortable with the multitude of directions that a live phone call may take them.
Making inside sales calls is kind of like the first time you drive a car or use a power tool. The preparation is key, but there will be a certain amount of nerves until you take control of the machine.
Sometimes it is important to act, without overanalyzing. Remember to stay calm, but direct. Inside sales calls can go in a multitude of directions, but it is important to remain calm, and bring the conversation back to your central purpose.
It is important not to be intimidated by the prospect on the phone. It might be a good idea to do a little background research on the prospect before the phone call to better relate. LinkedIn is a great research tool for individuals in the B2B industry.
Once you make the phone call, you only have a few seconds to truly grab someone’s attention, so the most important thing to remember is to be direct with them.
Just like you, your prospect is a busy person. Make sure you are addressing their pain point within the first 30 seconds of the phone call so that they don’t think you are wasting their time.
Hiring a telemarketing company
It may be better option for you to outsource your inside sales call needs in order to allow your sales staff to focus on their core set of responsibilities.
The right telemarketing company will cause your leads and sales to spike. It can be a revenue-generating decision for your business. Telemarketing companies also have experienced callers versed in a variety of scenarios, with a successful track record of generating leads and sales.
Are you looking for that extra sales push? If your business is truly looking to cash in on a proven way to reach prospects, contact us and we can help determine the right strategy for you.
1. Focus. Focus. Focus.
Many first-time entrepreneurs feel the need to jump at every “opportunity” they come across. Opportunities are often wolves in sheep’s clothing. Avoid getting side-tracked. Juggling multiple ventures will spread you thin and limit both your effectiveness and productivity. Do one thing perfectly, not 10 things poorly. If you feel the need to jump onto another project, that might mean something about your original concept.
2. Know what you do. Do what you know.
Don’t start a business simply because it seems sexy or boasts large hypothetical profit margins and returns. Do what you love.
Businesses built around your strengths and talents will have a greater chance of success. It’s not only important to create a profitable business, it’s also important that you’re happy managing and growing it day in and day out. If your heart isn’t in it, you will not be successful.
3. Say it in 30 seconds or don’t say it at all.
From a chance encounter with an investor to a curious customer, always be ready to pitch your business. State your mission, service and goals in a clear and concise manner. Fit the pitch to the person. Less is always more.
4. Know what you know, what you don’t know and who knows what you don’t.
No one knows everything, so don’t come off as a know-it-all. Surround yourself with advisors and mentors who will nurture you to become a better leader and businessman. Find successful, knowledgeable individuals with whom you share common interests and mutual business goals that see value in working with you for the long-term.
5. Act like a startup.
Forget about fancy offices, fast cars and fat expense accounts. Your wallet is your company’s life-blood. Practice and perfect the art of being frugal. Watch every dollar and triple-check every expense. Maintain a low overhead and manage your cash flow effectively.
#1 MARKETING IN THE MOMENT WE LIVE.
The number one piece of advice I have for salespeople is you have to market in the moment we live. You have to reverse engineer consumer attention and deploy all of your time, energy and resources into producing content that is customer specific.
#2 AUTOMATION IS NOT THE ANSWER.
Sales is about people. You have to build relationships and broaden your network. You must empathize with your consumer and ensure top quality customer service. No app on your iPhone is going to teach you how to be personable! It is essential that you gain experience in interacting with the consumer.
#3 USE THE RIGHT TOOL FOR THE JOB.
If you have the greatest hammer, the greatest screwdriver and the greatest wrench but you don’t use them properly, you will be unsuccessful. It’s all about context. You wouldn't use a hammer to kill a fly! You need to know when and how to use the right tool to be successful in completing the job at hand.
# 4 CREATE MORE CONTENT. THERE DOESN’T NEED TO BE SALES OBJECTIVE FOR EVERY PIECE OF CREATIVE.
Instead of trying to sell, you now have the luxury of creating entertaining and practical content that engages and captivates your customers. The content you produce doesn’t essentially need to be directly related to your product; as long as you are focused on bringing value to the end consumer. Producing high-quality content increases your reputation and ensures networking opportunities!
#5 ADAPT – DON’T COMPLAIN!
THE MARKET IS THE MARKET!
You can't dictate where the market places its attention or decide what teenagers want to do with their hair, clothes, bodies, cell phones, friends, time or money. You just have to observe and react to current market trends!
Amazing article by: Gary Vaynerchuk
What would you do if you weren’t afraid?
Inaction is often safer than action.
The thing is, most successful people will tell you that they got to where they are because they were willing to take risks that no one else was.
Taking risks opens you up to new challenges and opportunities and it also empowers you to establish new limits in your mind.
This is the year of doing and there are less than 100 days left.
Ask yourself: what would I do if I weren’t afraid? And then go do it.
- We're leveling up our focus on Instagram, and we think that you'll enjoy it. Check out the content that we've been posting and comment on our latest post.
- It's time to bring the cool back into the call center. We posted a new video on our YT channel last week. Check it out here.
AMA Chicago Adds Chicago Call Center to Its List of Partners
5 Inbound Marketing Services to Grow Your Business
Coolest Call Center on Earth
Written by: Amy Schiller
What if it doesn’t work? What if no one likes what I have to say? What if I sound dumb?
There are so many reasons that we decide not to pick up the phone and call a prospect or a lead. We put it off and find other things that we would be more interested in doing like calling relatives or grabbing coffee with a friend.
Is fear holding you back from calling your dream client or customer?
If it is, ask yourself, “What if I do fail? What is the worst that can possibly happen?”
If the answer to those questions is “Not a lot,” then what are you waiting for? Why aren’t you on the phone right now?
We act like picking up the phone and calling someone is wrong. A lot of us hate calling, especially cold calling because we hate to disturb people or waste their time.
Stop focusing on yourself and your feelings. Focus on what the other person can get out of your call and how they will benefit from your services. Doing this can help diminish fear and add value to the person on the other end of the line, a win for both parties.
At the end of the day, fear can be overcome by faith, purpose and value. Believe in yourself so that other people will believe in you. Then, watch business take off.
Instead of thinking about all the ways you may fail, concentrate on all the ways that you will succeed.
Every master was once a disaster.
Fear of failure stops far too many people from even attempting to achieve their goals.
Don’t let it stop you.
So, give us a call at 888.229.7046, or are you too scared?
If you are, contact us and we will call you because at QCSS, fear drives us.
Written by: Amy Schiller
No matter how much time you and your sales staff spend on the phone, you can’t approach the lead-generating power of an outsourced call center. A top call centercan out-call, out-pitch and out-convert even your top sales people.
So—how do you find a call center for business-to-business lead generation?
Here’s what to look for:
1. Outbound Calling Capacity
Your outbound call center should be like a turbocharged extension of your sales team, executing 30-50 targeted dials per hour and pitching between five and seven of them—quadruple what an average person can do.
Sit back and relax a little! You and your sales team can focus on the leads and clients you already have instead of worrying about generating your own leads and not meeting monthly and quarterly goals.
2. Agent Training
The people you’re calling are busy professionals. Just like you don’t like it when your time is being wasted, neither do they. This means that they will hang up the second that they feel like you are not providing any value to them.
We believe that high calling volume is useless without professional, well-trained agents on your end of the line. Look for a call center where agents have classroom training that includes vocal coaching, rapport techniques and gatekeeping skills so that they can successfully do their jobs.
Call center agents will get to know your business and I’m not just talking about from bullet points on a script. In-depth knowledge about your company will help turn a doubter into a lead.
3. Customized Scripts
Do your calling agents say the same thing to every prospect? Or can they adapt on the fly and engage the busy professionals on the other end of the call?
They can if they have the right script—a customized script that’s built specifically for your lead generation. Your script should be interesting, answer questions and prompt prospects into requesting more information.
Scripts should also always include a detailed page of Frequently Asked Questions, this way agents are prepared for anything a prospect may ask.
With a customized script that is built specifically for your lead generation efforts, agents will sound prepared and confident. As you know, confidence sells.
4. A Database-Building Campaign
You may have heard that lead generation isn’t just about calls—it’s about building relationships with multiple contacts. Maybe it starts with a single call, but where does it go from there?
With a multi-touch campaign strategy, you’ll build your database with every contact. From the first call that identifies the decision-maker, to the emails and follow-up calls that turn the prospect into a lead, you’ll accumulate actionable data and keep your CRM current.
The call center will keep you current with everything that is going on with your campaign. You can expect daily updates on every new lead, and weekly reports that show you where you should focus your resources.
5. Quality Assurance
You have a business to run which means that you shouldn’t have to monitor your call center too.
Find a call center that guarantees daily live agent monitoring, forecasting down to the hour, live real-time coaching and weekly agent evaluations. Does your call center conduct daily test calls? If not, how can they promise quality assurance you can rely on?
Finding a call center that promises quality assurance will lift a lot of weight off of your shoulders. This is a great way for call centers to hold their employees accountable and it will also guarantee that you receive the best service possible.
6. Don’t Forget Inbound!
Business-to-business lead generation is mostly about outbound calls, but don’t forget the inbound side of the equation.
When prospects call you back, a well-trained inbound call center will make sure calls get routed correctly, questions get answered in full, and every inquiry gets satisfied. Inbound agents should be specifically trained to listen, help and build trust between callers and you.
Your call center should qualify leads, help convert leads into sales, and sales into bigger sales.
Ask us how your call center can turbo-charge your lead generation.
Written by: Amy Schiller
As you may know, lead generation is an extremely crucial part to any business. No matter how big or small your business is, it’s always important to make sure that you’re doing everything in your power to continue bringing new prospects into the sales pipeline.
There’s no doubt that digital marketing is a great method when it comes to B2B lead generation techniques but sometimes it’s important to rely on more traditional ways to draw in new customers and expand your sales funnel.
Telemarketing is absolutely necessary when it comes to expanding your business because it’s a great way for generating leads.
Let’s take a look at the different ways that telemarketing can benefit your business.
1. Outbound Telemarketing
You may be most familiar with this type of telemarketing. Outbound telemarketing is when callers reach out to prospects for the intention of sales or brand awareness.
It’s also a great way to reach new people and expand your customer base.
Outbound services can be used for appointment setting, audience development, customer success outreach, new customer acquisition and much more.
When you hire a telemarketing company to work on your outbound efforts you get experienced professionals talking to your prospects. Every time a telemarketer picks up the phone the chances of you landing a sale increases.
2. Inbound Telemarketing
This is another way to make a strong, lasting impression with current and potential customers.
Inbound telemarketing makes a great impression with current customers and prospects. If they are calling your business, this means that they are interested in what you have to offer.
They have already showed interest in your company, and the answers that you might be able to give them. This can translate into a higher sales rate.
Inbound telemarketing includes customer service, sales and order taking, direct advertising response, help desk and answering services.
Do you want your employees to be more productive and focused on relevant tasks?
If you have a set team answering inbound calls, it gives your employees an opportunity to focus on their jobs and less on customer service issues or help desk efforts.
Outsourcing Your Telemarketing
When you outsource your telemarketing, you are utilizing trained sales professionals to help grow your business.
A good call center will make sure that its employees are professionally trained, and extremely knowledgeable on every part of your business. They need to be able to answer a variety of questions that may come their way on many different issues.
In a world with impersonal, far-reaching messaging, telemarketing can provide that one-on-one personal touch your business needs in order to land new clients or customers.
Telemarketing can be a great way to reach a strong list of potential prospects. It can be a great way to build new business relationships, while expanding your sales. If you want to know what it can do for your B2B lead generation, contact us today.
There are a lot of different lead generation tools for businesses. If you type “lead generation tools” into Google, there are about six million hits.
One thing that will always be true is that lead generation takes time and a lot of effort, which is why people develop tools for businesses and companies. These tools are going to be more useful and less time consuming but they also do not guarantee that the leads are going to be qualified.
It is time for you start generating leads that actually are interested in what your business has to offer. In the business-to-business industry, lead generation is complicated.
People sit on proposals for months because decisions need to be cost effective and the thought of wasting money scares us.
This means that it is more important than ever to find tools that will actually generate qualified and promising leads.
Check out these lead generation tools and read the checklists to see if the tools are the best for you and your company.
Attending a Conference / Event
A conference or event is going to be costly but it is a great opportunity to make connections with people and interact in person rather than on the phone, through email or social media. Attending a conference or event will allow other businesses to put a face to your company the next time you reach out to them.
To get the most out of a conference, lead up to the event with:
- Social media posts
- Press releases
- Business accomplishments
- White papers
- Blog posts
And anything else that you think will get the name of your business in front of other attendees.
When QCSS started doing this, we noticed a lot more traction with our posts. Particularly we were receiving more likes, retweets, and responses on our tweets. Some advice would be to tag the organization that is hosting the conference or event and to use the event hashtag if there is one.
Going to a conference or event is a great option for you if you or somebody else at the company has strong communication skills.
At the conference, concentrate on listening to other people and what they have to say. Also, focus on the names of the people you are meeting and what company they work for. This way, when you’re ready to do the follow up you will know the information about the people that you talked to or what they talked about at the conference.
Running a Telemarketing Campaign
Telemarketing can give your company the human touch your leads are looking for.
It is important to remember that leads are not going to convert on their own. If you have someone who is showing interest in your business through your website or social media, you must be willing to go the extra step in order to land them as a customer or client.
Telemarketing may be the best option for you if you are good at talking to people through the phone.
Remember that you must sell through your voice and that you have to be able to handle rejection without allowing it to defeat you. If rejection is something that you cannot handle then it may be a good idea to hire a call center to do that for you.
If you are looking to track calls and keep leads alive but do not have the ability to do it at your company, hiring a call center might be a better option than trying to build a team in-house.
If you’re good at copy then this might be a great choice for you when it comes to generating leads.
First, you have to build up an email marketing list or you have to buy one. Building up an email marketing list takes a lot of work because people like to keep their inboxes clean and personal.
Once you have an email list, it is important to provide high value and relevant content to your subscribers.
The last thing to remember when using email marketing as a lead generation tool is to provide a call to action. Remember to ask your readers to act on something in your email otherwise you are only going to be wasting your time and theirs too.
Do not lose leads through email marketing from spamming subscribers every single day especially with content that they could care less about.
Social media is a great tool to use for lead generation if you are willing to follow-up and if you don’t feel the need to be extremely personal.
One thing that you must remember about social media is that all of your consumers and potential leads are seeing the same content.
Social media is not as personal as a conference, phone call, or email marketing. To make social media more personal you must be proactive by direct messaging or personally reply to each follower. That can be difficult to do when you own a bigger company.
You also must know exactly what your target audience wants to see or hear and which social media platform they want you to reach them on. Social media gives you the opportunity to change the way consumers feel about your brand which can land you more leads.
If you’re on a budget then social media may be the best idea for lead generation just because it is extremely cheap.
Let’s talk money
All these tools can be useful to your company but for the most part, some type of investment is necessary.
For an example, there are different ways to generate leads through social media.
At first, it may seem like a low expense until you realize that content promotion is necessary. With the algorithm that Facebook has, not a lot of people are able to reach their target audience. That is why you see so many targeted advertisements on Facebook.
If you are serious about lead generation and gaining new clients or customers, you must be willing to set aside a budget.
Make sure that your money is going to the most promising lead generation tools. If you are not sure about a tool that promises lead generation online, look more into reviews and testimonials about the company.
Happy lead generating!!!
The team at QCSS has provided customized sales solutions for companies nationwide since 1991, offering multi-channel inbound customer support and answering services, as well as outbound demand generation and direct sales.
For more information, visit our webpage or call (888) 229-7046.
Post written by : Amy Schiller