Category: Blog

It’s no secret that a lead isn’t a lead anymore. You need to qualify it to understand where that prospect sits in the buying process and the value of that lead.

In the great marketing landscape, there are a huge variety of processes that allow you to try to understand the stages of your leads. But, there is one consistently proven strategy that goes that extra mile.

Enter telemarketing and the human conversation.

During your lead generation and business development process, a quick call with an unqualified lead can give you the information you need to know.

Conversations over the phone with leads can help you to better qualify that lead. You can ask questions surrounding objections, budget, pain points and more.

The golden questions of lead qualification

During telemarketing campaigns at Air Marketing Group, we tend to go by golden questions of qualifying leads for our clients during conversations.

These are questions we ask about prospects to make sure we don’t miss out on any opportunities. You can ask these too:

• Is there a problem that they have which you can solve?
• Does their budget suit the cost of services?
• What does their timeline look like?
• Are they a good fit for your company?

With a focus on the human conversation, telemarketing provides honest and direct answers straight from your target audience and if you can get answers to these kinds of questions, you’ll know where to focus your time and when, giving you a better chance of converting your leads.

Immediate response from a live lead

These answers are given by someone that is on the phone, there and then, providing an immediate response to your questions. Telemarketing is, therefore, one of the most effective ways to generate qualified leads. And let’s face it, a few qualified leads is far better than several that aren’t qualified at all.

Inbound leads through digital marketing do provide you with prospects, but talking to them gives you a better idea of where they sit in the buying cycle.

Lead generation campaigns using telemarketing quickly identify the contact you need, the answers you’re looking for and find out what objections may arise, giving you the chance to handle those and build trust, rapport and comfort.

Additionally, the qualification is personal, and you can give a better impression of who you are as a company.

Telemarketing campaigns at Air Marketing Group

We work with clients to help both generate leads and qualify them on the phone so we know exactly what’s happening with their decisions on buying. We set conversion rate benchmarks to work on what’s really important to your business: ROI and more sales.

Lead nurturing is also a large part of what we do, which is crucial to ensure we don’t miss out on great opportunities for your company.
Want to find out more? Contact us today or call 0345 241 3038.

At Air Marketing Group, we speak to thousands of businesses to generate quality sales leads and appointments for our clients. We ask many a question to understand how we can help businesses; however, not much attracts attention quite like a relatable pain point.

A pain point to a potential buyer or prospect not only gives them something to relate to, but it also provides a problem to be solved. This is where you can emphasise how your product or service can be the solution
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Pain points are the driving force behind a real need for your product or service. With this in mind, how can you make sure you find them in sales conversations?

How to find the pain point

A pain point is an experience the prospect has been through or an element of their situation that is not ideal. When this is mentioned, your contact with the prospect becomes more than just a message but a relatable and emotive subject.

The trick is to get your prospect to identify that the pain point exists and visualise it and what it could be like if a solution was available and this is where most sales people fail. It’s not good enough for you to see a pain point and expect a prospect to want to progress.

You can ask yourself a few questions to understand what a potential customer’s pain point might be:

• What problems does your product/service solve?
• What is the consequence of not buying it?
• What does the customer really need?
• Are there repeat problems the company faces in relation to the product?
• What value does the product bring to their business operations? Or, more importantly, what is the value – in time and money – of solving the problem or pain point?

Remember, people don’t buy a product. They don’t care what it is or how it works. They only ask, ‘What does it do for me?’
Once you’ve asked yourself the above questions and have some logical answers, build open questions around this, designed to lead prospects to their pain point. These can be, for example:

• How often do you do x, y or z?
• When was the last time you reviewed this?
• When was the last time problem happened? What did you do/How have you tried to fix it?
• What’s the biggest challenge you face with x area of your business?

Remember, when speaking with B2B leads, open questions are those that get answers. The more open the question, the more you can find out about that prospect and their pain point.

Don’t just identify it the pain either. On your B2B call, show prospects that you can help them to get rid of it. The ideal is to start with the pain point, and end the process with a very happy customer!

Air Marketing Group

At Air Marketing Group, we consider the pain points of our clients’ prospects, and use their language to build relationships based on trust to find great leads and generate sales.

Want to find out more about what we can do for your business? Don’t hesitate to contact us today or call us on 0345 241 3038.

Sales representatives make countless numbers of calls every day. For those looking to make an appointment, it’s well known that it’s not as easy as picking up the phone and booking a meeting on every call.

It’s great to get that first appointment when running a sales campaign. You’re excited and punching the air… but, it’s only the first step to making that all-important sale.

Taking in to account the above, we at Air Marketing Group want to help you make sure the first appointment is all that it can be.

Appointment quality is everything

It can be hard to qualify a lead based solely on the first appointment, but quality leads result in quality appointments. It’s good to do the best you can to determine whether that appointment is really worth your paid time. Ask yourself questions to justify that appoint – don’t be afraid to be straight talking!

Prepare, prepare, prepare

You’ve heard it a million times, but the truth is preparation can make a huge difference to that first meeting. Prepare your approach, what you plan to discuss and focus on how your offer can help their business.
You want to arrive at the first appointment fresh faced and ready for any questions that might be thrown your way.

No hidden surprises!

No prospect needs to be informed of something they had no idea about in the first place – this will make them uncomfortable and add a negative vibe to the meeting before it’s even begun.

From pricing to product knowledge, check that you have given all the essential information about you and your offer, as well as who is coming to meet them on the day.

Follow up

Follow up contact is great – we at Air strongly recommend it. There are a variety of things you can do to follow up after a meeting. From an email clarifying what was discussed or a call to tie up the offer, you want to keep yourself at the forefront of the prospect’s mind.

Purpose and benefits

Never stray from the purpose of your meeting and the benefits of what your offer can provide. It’s easy to deviate from what you’re trying to achieve by way of conversation, so keep to a rough track with your goals in mind.

It’s all about them

Anyone who’s anyone appreciates an honest and genuine individual. The more personable and genuine you are, the more you can develop better trust with your prospect. Don’t spend hours talking about your company, focus on their business – it really matters to them, and you need to show that it matters to you.

Is there something that they mentioned in the build up to the meeting that they are concerned about? Why not list a few of the most important things that they’ve spoken about, to make sure you’re fully aware of their top priorities.

Does your business need to generate more appointments?

We’ve worked with clients across a variety of industries to book appointments and meetings for their sales campaigns. Want to fill up your diary? Contact Air Marketing Group today or call 0345 241 3038.

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Telemarketing can be an effective tool for lead generation. Whilst it’s not suitable for all organisations, it’s a proven strategy with the human conversation being a powerful driving force behind an effective sales process.

Many businesses look at outsourcing their telemarketing to a specialist company; this can be a great choice for a number of reasons. We look in to the benefits of outsourcing, and why it might be right for you.

1. Time
All businesses, regardless of the size, need more time. When you outsource to a telemarketing company, you are saving yourself a huge amount of time and use of physical resource which can be better spent on other areas of your business.

For example, if you’re a small business owner and making your own cold sales calls, imagine what else you could do with that time; you could be working on the business, servicing clients or focussing on up-selling or cross-selling to current customers. Or, if you are in a sales or sales management role, you’d no doubt be far better utilised in front of more qualified prospects.

2. Cutting Costs
Outsourcing your telemarketing can be much more cost-effective than expanding your business and building on your in-house teams. On top of avoiding extra employee costs for the sales team, you also don’t need to invest in management staff, software and infrastructure.

A telemarketing specialist will have all the software, hardware and reporting tools in place. And, don’t forget point number one; more staff means even more of your time taken up.

3. Transparency & measurable results
If your telemarketing is outsourced, you don’t need to spend time managing a team or monitoring performance for that campaign every day. With companies like Air Marketing Group, you’ll only be involved with the parts that really matter. This includes updates, reporting and feedback, all with a dedicated account manager to provide you with ongoing support. (You can find out more about our process here).

4. Hiring the talent you need
Anyone who can communicate over the phone can be successful at telemarketing… right? Not necessarily. Outsourcing your telemarketing to a specialist means you are getting individuals who are well trained and versed in the art of selling on the phone, well-motivated and used to working in a results-driven environment.

This saves you having to find, induct and train new employees and saves you time and money. After all, how much time and money do you spend each year on recruiting people?

5. Flexibility
Last, but certainly not least, is flexibility. In-house teams and business expansion work well, but you will struggle to match the flexibility of an outsourced team who will fully dedicate their time and capacity to your targeted calls.

The requirements you have for a telemarketing campaign may change, from data requirements to call volumes. With an outsourced team, you can pick and choose how many hours you need and the number of sales professionals you need working on your project at any given time.

Get in touch
At Air Marketing Group, we provide solutions that fit your business requirements. Our account managers and experienced business development executives are some of the best in the industry and they generate quality leads week in, week out for our clients.

Contact us today to find out how we can help your business.

Request a brochure