How a Telemarketer can Benefit Your Business

A marketing strategy is always key to planning and facilitating growth within a business. When creating and managing your marketing strategy, it’s important to consider channels that will get the best results with the highest ROI.

How a telemarketer can benefit your business

Implementing telemarketing as part of your marketing strategy will benefit your business in ways that you might not have considered before. For example, brand awareness is a huge after effect of telemarketing services, which really helps a business to reach a wider audience and introduce their offering to prospects that may not have otherwise found them. Creating an awareness of your business is one of the most important goals within marketing, simply because it allows people to know you’re there, which is the first step to selling. Building brand awareness also creates a long-term sales cycle, as it’s widely known that every decision maker you call is unlikely to be ready for your product at that moment in time. However, it’s paramount that you do contact them because you want to be the first company they think of when their need does arise. This means that consequently, you are highly likely to gain business from telemarketing after the initial campaign has been completed.

 

Directly communicating with your target market allows you to get an immediate response; the prospect will either be interested, or not at present. Either way, the prospect will have an understanding of your business, which is a positive. Providing this direct contact also gives the prospect an opportunity to ask questions and get immediate answers, which decreases the chances of doubt around your service. Telemarketing also creates a more personal experience with engaging human interaction, a rarity in the current marketing environment due to the development of technology and AI. Ultimately, we still believe that people buy from people, and providing a service whereby prospects get to speak to polite and friendly representatives is a lot more effective than using chatbots or automated marketing processes.

 

Another benefit to using lead generation through telemarketing is to reach a wide range of people in any location you want to target, whilst retaining a personal approach. This means that your business can mass market without compromise, as the prospect is presented with a product or service directly that is likely to benefit as they fit your target market.

 

Lastly, the biggest – and most obvious – benefit to telemarketing is the leads generated exclusively for you. All of our clients receive leads that are generated for them and only them. We don’t sell leads to other companies; it drastically reduces your conversion rates and sacrifices quality, which is not the type of service we want to provide.

 

Ultimately, telemarketing is the most direct and personal way to engage with potential prospects, if you’d like to know more about our processes and how a telemarketer can benefit your business, call us on 0333 207 0540.

The Art of Closing Sales

Not everyone can be a good sales person, it takes a lot of drive and motivation to develop the necessary skills in such a competitive industry. When talking with our Managing Director and Group CEO, Toby Blatchford-Tagg, we discussed what it takes to make a successful sales executive.

The Art of Closing Sales

To build a career in telemarketing, it’s imperative to have a strong work ethic; many people say that lead generation is a numbers game, and to a certain extent it is – if you’re willing to be persistent and motivated, you are likely to close a sale.

 

“It’s important to have the ability to understand what people want to hear and how to build trust – you need to speak in their language. In order to achieve this, you need to be clever in the way you construct questions, ask them about their needs and pains and then explain how you can meet their needs and pains – crafting a personalised pitch is the best way to build a relationship.”

 

“Certain characteristics can be taught – it’s widely assumed that most sales people are loud extroverts, however, it’s not unheard of for quiet and reserved individuals to be successful at telemarketing, all they need is the drive and desire to do well.”

 

Lots of variables can affect sales on a daily basis. Data is one of the most important factors in the telemarketing industry, if you source a bad data set, it can affect performance regardless of the telemarketer’s ability.

 

‘Happy people sell – everyone reflects what they hear or see, meaning a positive, bubbly voice on the end of the phone is more than likely going to generate a positive response than someone who is audibly bored or miserable. We create a fun and competitive office atmosphere for our telemarketers, which always does the trick.”

 

Here at The Lead Lab, we work in a peer to peer learning culture where we push people to discuss and develop skills together. The best way to turn a weakness into a strength is by learning from someone who excels in that weak area. By doing this, our telemarketers become well rounded by tackling weak points and teaching strengths.

 

“When I started as a telemarketer, I felt that being quick to dial was imperative, if the prospect wasn’t interested, I’d move on immediately without dwelling. The trick is to reverse sell, i.e. get the prospect to sell to you. That way, you will have them discussing something they are passionate about, which is always the best way to win them over.”

 

“Being a good telemarketer simply comes down to how much you want it. There are lots of different skills you can teach an individual, such as opening lines, rapport building, closing techniques etc. but ultimately, the people who do really well are the people who WANT to do really well.”

 

 

If you want to learn more about our services and how lead generation could help increase sales for your business, get in touch on 0333 207 0540.

Why Growth Is Still Important at Your Peak

Many businesses tend to slow down once they reach their perceived peak. Which is why it remains their peak and usually decreases ongoing. We think the key to success is to keep growing – even when you feel you’re at the top of your game.

Why growth is still important at your peak

One of the most important contributors to growth is retention. Retaining clients is a huge win for us – in fact, it’s the only way we profit. Knowing that a client has rebooked due to successful results and exceptional service is what we pride ourselves on; this helps us to prove concept for future prospecting. In order for business growth to materialise, we need to satisfy and preserve the clients who are currently investing in us by providing a service that meets and exceeds expectations. In turn, this encourages recommendations and word of mouth referrals – which is the best way to win new business – as trust has already been built, which is especially important in the telemarketing industry.

 

The next important step to implementing growth is to win new business on top of retaining current clients. Does your market know you exist? If not, you need to increase your marketing, as there are potential clients out there that need your service but haven’t heard of you, therefore you need to tell them. This is exactly what our service provides. Through lead generation and appointment setting, we raise brand awareness and find those prospects who are likely to be interested in our clients offering. Without that initial brand awareness, it’s hard to initiate business growth and increase sales. The key aspect to remember with telemarketing is that your audience may not be ready for your offering right now, but, if you make them aware that of your company’s presence and create an engagement that is memorable, they will remember you when they are ready – which is key, and ensures you have a longer sales pipeline.

 

The final thing to consider when managing business growth is to review whether the business is moving in the right direction, as this will reflect on your original goals. After all, you want your growth to be in correlation with everything you originally set out to achieve. The Lead Lab intends to facilitate and accelerate the growth of our clients, through this, we hope to retain those clients and build an exceptional reputation for our brand.  If our business wasn’t growing in that direction, we would have to question our processes and business concept. Part of business growth is establishing your brand and creating a deeper value to what it represents, this is crucial to us as we want to reflect an offering that produces a positive impact through brand awareness and provides warm sales leads that give businesses the opportunity to convert, and as a result, increase overall sales.

 

If you’re looking for methods to advance business growth and want to learn more about how we can help – call us on 0333 207 0540.

Getting the Best ROI

When deciding to go ahead with a lead generation campaign, it’s important to know that you’re going to get a good return on investment. We know this and like to ensure a good ROI through a number of different factors.

Getting the Best ROI

The first thing to consider when setting up a successful telemarketing campaign is the contact data. Data is one of the most important ingredients within lead generation, because it contains the contact information of the prospects you will be introducing your product to, and if the information is either invalid or incorrect, you’re not going to get very far. We have used the same provider for over 3 years, simply because we have consistently provided good results whilst using their data, which is fully GDPR compliant with paper trail evidence of opt-in information upon request – which is an important factor in our industry now.

 

Having an experienced telemarketer is a given when working with us, but it does massively assist in the smooth running of a lead generation campaign. Our clients have to put a lot of trust in a telemarketer when allowing them to represent their company, and a large part of our set up process requires plenty of communication between our clients, the account managers and the telemarketers to fully understand their company culture. When a client rebooks after an initial campaign, it allows the relationship to continue to grow, meaning the telemarketer can become more knowledgeable in the product/service they are promoting, and therefore become more confident when speaking to prospects on the phone.

 

As a company, we believe in creating a motivational and enjoyable environment for everyone in the office. We want people to be happy in the workplace, and not to dread coming into the office each morning. We know this is the best way to encourage good results. Setting realistic but challenging targets help create healthy competitiveness within the team, which is vital in the sales industry.

 

Another part of our set up process involves working closely with the client to produce criteria against which the telemarketers can qualify leads with. For many high value products and services, the contact needs to have certain qualities in order to be a worthwhile prospect. For example, one of our clients, The FD Centre, requires the prospect to operate within a business turning over at least £1 million to warrant the placement of a part-time Finance Director, who would be charging £1,000 a day for their service. Having criteria helps our telemarketers avoid booking meetings or passing through leads which definitely wouldn’t convert. This prevents time wasting whilst increasing productivity.

 

Lastly, it’s important to give your campaign enough time to get off the ground. Some campaign aspects can take time to develop, such as the telemarketer’s product knowledge, the efficiency of passing leads through to the relevant person within your business and testing different communication variables to find out which gets the best response. Being patient during this stage will allow you to see the processes which work best, thereafter you can expect to get good results consistently and a high ROI.

 

To find out more about our B2B telemarketing services call us for a non-committal chat on 0333 207 0540.

Telemarketing Life Hacks

Telemarketing can be extremely complex; it’s a mixture of ingredients that contribute to a successful campaign – which is why it’s important for you to choose the right company to get good results (look no further!).

Telemarketing Life Hacks

Firstly, we think it’s important to keep your employees motivated and content in the workplace. After all, happy employees mean happy clients – and a happy client is our goal. We do this through maintaining a positive, peer to peer culture within the office, and holding regular socials to keep the team close and increase team building skills. We have found that socialising with the whole team in a more relaxed setting allows everyone to really get to know each other and learn more about them – as opposed to just the job role they fulfil. We even take a trip to Ibiza once a year with the team, as giving everyone something to look forward to and get excited about creates a huge buzz in the office!

 

The ability to handle rejection is a must-have trait for any telemarketer. If they don’t have this, we know they will struggle with any campaign we undertake. In order to handle difficult situations, it’s crucial to remain positive and polite at all times. We want to generate leads, but we don’t want to be pushy, meaning it’s important to listen to, and respect what the prospect is saying. This is one of our core values.

 

Before any campaign begins, our telemarketers have to be knowledgeable. Providing a high quality of product training is paramount to us because it allows the telemarketer to be confident and passionate about the brand, whilst being capable to answer any questions that might arise, which consequently builds trust between the company and the prospect. Acquiring this knowledge also enables the telemarketer to truly believe in the company’s service and therefore become an enthusiastic brand advocate for the business, which will eventually become contagious during their conversations with prospects. Ultimately, we want to act as an extension of our client’s business, meaning that we have to know the product inside out. This is why we spend a lot of time to prepare each of our campaigns; to get to know the business and its background.

 

Finally, one of the best hacks to a successful telemarketing campaign is a targeted database. We want to be contacting prospects that are likely to be interested in our client’s offer, therfore we need to be contacting their target market – rather than just anyone – to increase the chance of conversion. We can source data for our clients through trusted providers (before you think it – yes, they are GDPR compliant providers!) or we can use a database provided by the clients themselves.

 

A mixture of these elements will allow your campaign to run smoothly whilst generating high quality and valuable results and opportunities.

 

To find out more about how lead generation could apply to your business specifically, get in touch with our Sales Director – Joe McWilliam – on 0333 207 0540.

Telemarketing – Breaking the Stigma

Unfortunately, it’s well known that telemarketing has a bad reputation. We spoke to our Managing Director and Group CEO, Toby Blatchford-Tagg, to see how he deals with the stigma and how he responds to this on a day-to-day basis.

TELEMARKETING- BREAKING THE STIGMA

“I think that telemarketing gets a bad name from the consumer industry, I feel this came from the boom of window sales along with other consumer services since the 1980s. B2B telemarketing is completely different; we contact highly professional businesses with the intention of offering a service that contacts are genuinely likely to be interested in and also likely to benefit their respective business.”

 

Although our service differs to the common misconception of telemarketing, it doesn’t change the fact that some people have immediate apprehension with what we do. This is why we feel it’s important to give people a better understanding of our services and the processes we use, after which they will be well informed about the industry and can base their opinions on tangible facts.

 

“Here at The Lead Lab, we stand firmly against traits such as ‘phone bashing’ and harassment, that’s not what we’re employed to do. We believe each individual person we speak to deserves to be treated with respect and consideration. Although I find myself defending what we do, I can’t defend the behaviour that some companies adopt, which include scams and cons. These companies inherit a ‘rough culture’ in which the only thing that matters is the sale – and not the person on the other end of the phone. We want to offer a service that is actually going to help a business in one way or another. If it doesn’t, we move on in a polite and respectful manner. There needs to be mutual gains for our service to work.”

 

There are a number of huge benefits to lead generation and telemarketing services that aren’t often talked about. For example, telemarketing to generate brand awareness is often utilised by charities to make people aware of certain projects or fundraising throughout the year. Brand awareness is a huge asset to a business as it allows people to know the business exists – which is one of the hardest things to achieve in a saturated industry with plenty of competitors. Another simple benefit is the amount of created opportunities which would not have existed otherwise, this gives businesses a platform to engage with ‘warmed up’ prospects who are already qualified and are interested in what they have to offer, increasing the likelihood of conversions.

 

“If I had to say one thing to people who thought negatively of telemarketing and lead generation I would simply say – we’re not all the bad guys. Our business values and culture reflect our success and ultimately, we want to increase sales for the client and offer a beneficial service to prospects, as well as creating a motivating place for employees to spend their days.”

 

To find out more about the way our business works and how it could help increase sales and business growth, contact us on 0333 207 0540.

Finding a ‘Match’ for Your Business

Finding a match for your business

 

 

The chemistry between a telemarketer and the business they are representing isn’t something that can be forced through some kind of app (Tinder Telemarketing? Not so catchy). We think one of the most important ways to ensure the success of a telemarketing campaign is to get the perfect combination of personality, enthusiasm and knowledge for your product or service.

 

We like to get to know everyone in our office individually and match them to campaigns depending on their suitability. Finding out personal interests, experiences and preferences help us determine important factors that could be helpful when co-ordinating campaigns. This also makes our employees feel valued, as we love to get to know everyone on a personal level for team building and for office morale.

 

Finding out the past experiences of our telemarketers is essential. Whenever a telemarketer has direct experience working in a particular industry, we know to assign them to campaigns that are in, or relate to, that sector. We have used this approach many times in the past and it has been tremendously successful, some of those telemarketing agents have been working on an ongoing basis with our long-term clients for well over a year! They manage to pick up the terminology and ‘industry language’ quicker than most, allowing them to utilise their extra knowledge and answer questions that might be otherwise challenging for people new to the industry.

 

Our business model is designed to prove a concept and become part of our clients’ continuous marketing strategy – in fact, it’s the only way we profit– through mutual benefit. This is why finding ‘the perfect match’ means so much to us. When our clients rebook, it drives the telemarketer; increasing their motivation and passion for the product/service they are representing in the process. This is the key to a long-term relationship and ultimate success for both our client, and for us.

 

To find out more about our lead generation processes and how they might help your business growth, contact our Sales Director, Joe McWilliam, on 0333 207 0540.

Telemarketing with a Sprinkle of LinkedIn

Who doesn’t like sprinkles, anyway? Here at The Lead Lab, we think it’s important to go the extra mile and offer something a little bit different with our telemarketing. After all, our tagline is ‘We do things differently’, and we make sure we live up to that.

TELEMARKETING WITH A SPRINKLE OF LINKEDIN

As an optional add-on, we team up with The Social Media Lab to supercharge our services to a different level. The Social Media Lab is our sister business and specialise in all things digital marketing, including Social Media Management, Facebook Advertising, Social Lead Generation and much more. We use their ‘LinkedIn Lead Machine’ to go hand-in-hand with our telemarketing process to maximise results.

 

The ‘LinkedIn Lead Machine’ is a new method of targeted prospecting to find potential new clients on LinkedIn. The Social Media Lab establishes a set criteria to match your target market and then connects with the appropriate contacts on your behalf, before sending them a personalised 2-staged message to explain the offering and why it would be suited to their business.

 

If a prospect responds positively, they are passed immediately to the telemarketer to follow up via a telephone call and/or email marketing. Evidence shows that a hot lead which is left for more than 48 hours becomes cold and uninterested, which is why this process is paramount.

 

Using a range of marketing channels is key because it allows us to achieve the best possible results. Utilising different touchpoints to reach the prospects who are most likely to be interested in your product, and by using multiple platforms to do so, you can appeal to the prospect in a way that is more suited to them as a personal preference; Heightening conversion rates and, in turn, increasing your sales.

 

We have had great success with this process, and although it is completely optional, we highly recommend this to get the upmost out of your campaign.

 

To find out more about this service, get in touch on 0333 207 0540, or alternatively, you can get in touch with the Managing Director of The Social Media Lab, Joe Rowbotham, on 0333 207 0549.

Bitcoin, The Craze That Caught Everybody’s Attention

In 2017, Bitcoin exploded. Over 40 billion dollars was invested into the cryptocurrency, which is why it’s been the main topic of conversation over the past 12 months.

Bitcoin, the craze that caught everybody's attention

I spoke with our Managing Director, Toby Blatchford-Tagg, to find out his views and opinions on the matter.

 

“The first time I really experienced the boom of Bitcoin was on my flight to Las Vegas last year. I stood up from my seat and nearly every passenger was watching the film ‘Banking On Bitcoin’ on their personal screens. I realised that Bitcoin was something that everyone has taken an interest in, and I wanted to find out more about it, which proved the marketing and PR had worked a dream.”

 

“I often relate it to our telemarketers working on their campaigns. The people who invested in Bitcoin want to promote it as much as possible, in order for their investment to rise. It works in the same way that a telemarketer wants to create as much brand awareness for their client to create success, as their own success and financial benefit lies within that client’s success.”

 

It’s not just the marketing which induced the success of Bitcoin, of course, the integral and intricate technology behind the digital currency is what creates its physical value, but when people spread the ‘buzz’, that value dramatically increases.

 

“However, Bitcoin’s value had dropped by a staggering 50% in the last month, and I believe this is largely due to 8 countries banning/illegalising the digital currency as it’s not backed by any central bank or government, which I think creates doubts in everybody’s mind. I’ve heard many stories of investments vanishing overnight, which is always a risk with web-based products.”

 

China and Russia are the two largest countries to have banned Bitcoin and reducing the currency’s potential, along with Nigeria, Columbia, Bangladesh, Bolivia, Vietnam and others.

 

“I did think about investing a long time ago, especially after seeing the characteristic similarities between our own telemarketing business. However, I personally prefer to invest my money in long-term projects, despite the slow return, as I feel assured that the investment isn’t going to go ‘out of fashion’”

 

Brand awareness is vital for any business growth, which is demonstrated by the Bitcoin craze. Here at The Lead Lab, that’s exactly what we do for our clients. We reach out to potential prospects and introduce our clients’ offering, getting their name out to people who would have never known they existed beforehand. Our success is in direct correlation to the success and retention of our clients, meaning their best interest is always at the heart of our campaigns.

 

To find out more about how we can generate leads for your business, get in touch on

0333 207 0540.

Telemarketing Transparency

 

We strongly believe in building trust here at The Lead Lab, and to ensure that our clients have complete visibility over our telemarketing activities. Continue reading Telemarketing Transparency