Increase your Telecom Sales using Telemarketing

It’s good news for B2B telecommunications firms because for the most part, the introduction of innovations in the field has provided new niches for these companies to leverage.

The market has indicated a sizable demand for the latest high-end VOIP products and services. Mostly, firms in the finance and health sectors are seeking for solutions that can positively impact their bottomline.

Then again, buyers of these products and services understand their needs all too well. For instance, a financial services firm will seek certain types of IP-based communications channels that simultaneously reduce costs, increase sales productivity and audience engagement, and secure company data from cyberattacks.

Considering also the prevalence of immense competition within the marketplace of telecom products, it is vital for sellers to increase their efforts in terms of getting better leads and profit rates.

It is no surprise that the products these companies are selling turn out to be the ideal channels for contacting, nurturing and influencing potential buyers. They know well enough that telemarketing can add the boost they need to increase their sales numbers considerably.

Here are some ways you can make your B2B telemarketing a successful generator for high-value sales conversions.

Make sure you have your profiles ready

Before initiating a cold calling campaign, you will have to make sure that your contact lists contain people matching your ideal client specifications. You may want to implement a data profiling program to help you locate and verify CEOs and other decision makers that might consider buying something from you.

Spend a lot of time researching

Certain types of businesses require different solutions based on the issues and problems they are currently facing. It is vital for companies to figure out what their constituents want to hear. Once such information is in place, vendors are able to create relevant campaigns that hit the right people.

Turn down the call scripts

Selling telecom products has to involve a lot of technical knowledge. But while call scripts provide telemarketers with a nifty guide towards a sales conversion, audiences are much more likely to cooperate with a competent and highly articulate caller who can communicate the merits of your telecom products confidently.

As many in the telecom industry would know, the telephone provides numerous opportunities not only to their customers, but to their business operations as well. But it makes for a better sales performance if they can employ the most efficient cold calling practices.

Related Post: Marketing Strategies from the World’s Top Performing Telecom Companies

How Helpful Is Multi Channel Marketing in Generating Telecom Leads For You?

Generating leads is a very important part of any business that involves sales. A lead, as you probably know, is a prospective consumer or buyer of a product or service that a business offers. Without leads, it would be difficult for a business to generate sales and possible reach its ROI.

Those in the telecom business are not exempted from the complicated process of generating leads.

It’s no secret that telecom companies have trouble drawing in prospective clients. That’s because more is involved than just a clear-cut transaction. When you sell telecommunications services, you’re also selling complicated solutions and customized configurations – Internet, telephone services, and data networking.

Because of the multifaceted sales cycle involved in selling telecom services, your sales team might encounter obstacles especially when they are trying to generate leads. What makes the whole thing even more complicated is most telecom companies have little experience when it comes to acquiring telecom leads. They are more comfortable using marketing practices and strategies that are outdated.

Why Generating Telecom Leads Is Crucial

Telecommunications is a cutthroat industry. If a telecom company holds back from going all-out with its marketing endeavors, companies that are more aggressive will leave it behind. It’s crucial to generate telecom leads if a company wants to get a fair share of its targeted market.

So how can a telecom company generate leads? “Through advertising,” you would probably say. Obviously, that’s the best answer. That’s actually the reason why advertising or marketing firms exist – to help businesses achieve success through effective advertising schemes and marketing campaigns.

Nevertheless, one question is worth scrutiny – what type of marketing strategy could work to generate telecom leads?

Multi-Channel Marketing to the Rescue

One reason why many telecom companies fold up is that they failed to generate sales leads since they never graduated from traditional marketing schemes. It’s as if they remained stuck in the 19^thcentury and were never able to break free of the sales models they have been accustomed to.

If you want to generate leads like these telecom companies, you need to embrace the fact that marketing and PR have drastically changed due to technological advancements. The evolution of the Internet, the emergence of smartphones, and the onslaught of real-time marketing have paved the way for newer practices to acquire telecom leads. One of these practices is multi-channel marketing.

What is multi-channel marketing?

As the term suggests, multi-channel marketing refers to marketing efforts coursed through various channels. Typically, a telecom company would invest money on a foolproof advertising/marketing strategy, which, during the pre-digital marketing days, involved print ads, TV commercials, and radio ads. If the company had marketing funds, it may opt to install billboard ads and invest in additional forms of campaign materials to get their message across. For a time, such strategies worked. Nevertheless, telecom companies need to understand that marketing strategies should evolve with the changing times, too.

That being said, multi-channel marketing would be most helpful in generating telecom leads. How so?

Multi-channel marketing is multifaceted, which means more avenues for promotion are explored. Once again, here are the marketing avenues used in traditional marketing:

• Print ads
• TV commercials
• Radio commercials
• Flyers
• Brochures
• Billboards

Get qualified telecom leads today!

With multi-channel marketing, the above-mentioned are still used, but more emphasis is given on digital marketing avenues. These include:

• Email Campaigns
• Search Engine Marketing (SEM) and Search Engine Optimization (SEO)
• Interactive and Social Media
• Press Releases
• Direct Mail Campaigns
• Websites
• Content Marketing (through Blogging, Article Submissions)

Can you imagine how successful you will be in generating telecom leads if you take advantage of multi-channel marketing? You would be able to reach even far-flung areas. Thus, the scope of your business would expand, you would reach more people, and you could generate more leads for your business.

Related: Lead Generation for Telecom: Are You Doing It All?

Even if it means spending more than you normally would, resorting to multi-channel marketing could reap a huge ROI for your company; thus, you could breakeven in no time at all. More importantly, more prospective consumers would get wind of your services and ensure long-term benefits for your business.

Free download for Multi Channel Marketing Guide!

Telecom Sales: Drive Revenue by Driving Relationships

As things go in the telecommunications industry, service providers are usually faced by numerous issues that challenge every effort to increase revenue.  

First of all, there appears to be no perfect model or approach in conducting lead generation, stemming from a market that is constantly prone to change. Certain trends come up only to be replaced within a few months, forcing marketers in the telecom industry to switch strategies at once. Added to that, increased competition makes it difficult to have one’s message across online channels that host a lot of noise.

Unbeknownst to many, however, strategy is not always the case in terms of acquiring quality telecom leads, because often it is how you determine your priority that defines how you get a sale.

Telecom lead generation is mostly about creating rapport between you and potential clients. In many cases, getting them to engage you is a matter of knowing the kind of message you want to impart.

Building better relationships is often the most neglected challenge in telecom lead generation, and yet the most closely linked to revenue. Gaining high value sales leads depends on how well you craft and deliver your message to your intended audience.

Take note of the following tips to do just that:

Master the art of talking. 

An obvious fact, but it is safe to assume that there are marketers in the industry who fumble at handling client communications, often resulting to more rejections than closes. Proficiency is the key to get potential customers to seriously take your offers.

Focus on trust. 

This is another obvious fact that allows for better relationship-building but often gets ignored. Trust is the cornerstone of any long-term relationship, hence warranting considerable attention. Allow prospects to discover your potential value to them by providing materials that offer a glimpse of how you can help them achieve certain goals.

Master your product. 

Potential clients in most cases rely on telecom providers for information on the solutions they want to apply. They need to be guided on what should be the best product or service for their enterprise, so fill them in on how your line of offers function to give the results they want.

That is all there is to it. When you want to drive revenue, always bear in mind that no matter what method you will apply, it all boils down to building and keeping relationships.

And speaking of relationships, you can also team up with a multi-awarded marketing company to get qualified telecom leads for you.