How do you introduce yourself in a sales call? Are you straight to the point or do you start with a general question of ‘how are you?’ or talk about the weather. But do you feel you are doing it in the most effective way possible? Find out the tips for how to introduce yourself in a sales call from our MD, Owen Richards.
Tag: Lead Generation
Focusing on quality is a winning formula
What do you think when you hear the term telemarketing or telesales?
The first thought that may come into your head; those PPI calls that the industry has been renowned for? ‘We understand you were recently involved in an accident?’. The process is simple for these organisations. They call large amounts of data, with the aim of getting the highest amount of ‘leads’ possible. This means you receive calls that are not relevant, you are called more than once – and you’re left feeling harassed.
But why?
Often the people making the calls will be incentivised with commission or bonus payments linked to the number of ‘leads’ they generate. Which is exactly why they are making so many calls to produce the highest amount of ‘leads’ possible.
But what does this actually achieve?
As we’ve seen from the example of PPI calls, this method of incentive may make your workforce produce a higher quantity of ‘leads’ but often at the expense of individuals you are calling and the brand you are representing. Focusing merely on quantity, may give the perception that you are extremely efficient at creating ‘leads’ and ‘opportunities’ for your brand or client – but bad quality, un-qualified individuals are unlikely to become customers in the short or long term.
The answer? Focus the incentive on quality.
Producing well qualified, high quality ‘leads’ and ‘opportunities’ for your brand will give you a much higher chance of converting that opportunity into a customer. And whilst this may mean a lower quantity, all you’re eliminating are those who would never have bought from you anyway, saving you time and energy on chasing shadows. Quality will also be what sets you apart from your competition – understanding your customer, being relevant and meeting their requirements or desires will make these conversations easier and make your brand the choice for them. This style of incentive still works for keeping your workforce motivated, we know because its exactly what we have always done.
Opinion piece by Owen Richards, Managing Director of Air Marketing Group.
A Partnership begins between Chris Bentley and Team Air
Having left the Exeter Chiefs to join sales and marketing agency Smithkin Baker, Chris Bentley will be heading up support for Air Marketing in the new role of Client Relationship Director.
Chris is well known within the City after being part of the Exeter Chiefs, playing seven seasons and 125 senior games for the club. After retiring from the game, Chris transitioned into corporate life and fronted sales at the club through six seasons of continual growth. Having made the move to his own agency, Chris is looking forward to helping take Air through it’s next stage of growth.
Air Marketing Group is an outsourced business development agency specialising in B2B telemarketing and lead generation. Launching in Exeter in March 2016 we have grown exponentially, from a start-up to a team of 35 people. Behind this success lies our competitive nature and the delivery of outstanding results for clients; but also having firm company values such as our relentless positivity, and attitude to ‘saying yes’ and ‘finding a way’.
After a chance meeting, Owen Richards, (Managing Director of Air) and Chris knew that they wanted to find a way to work together. And so, this role was born. As Client Relationship Director, Chris will be helping Air to grow our market share and continue our rapid expansion. Chris will be helping businesses to implement a successful growth strategy, build their sales pipelines and shape an Air solution to fit their business development needs. As a face for the brand, Chris will most likely be seen at events representing Air locally too.
This partnership represents a huge step for Air Marketing Group and we are excited about the opportunities that this venture could bring.
Quote from Chris.
“I was bowled over by Owen’s passion for Air and the blueprint he has for the business. Over the course of the last few months we’ve had a fair few discussions about how we could help enhance and further build on his fantastic brand. I’m confident we’re there and can’t wait to get cracking!’
Quote from Owen.
“We’re delighted to have Chris join team ‘Air’. Chris is a well-known community face and he shares our drive and passion for all things sales. The ambitious nature of this partnership is one that excites us all.”
Sales and Business Tips – How To Find Customers And Data
Reaching customers is easy – but delivering the right message is getting harder
The digital space is full of noise – tv adverts, Google adverts, social media adverts, emails all trying to target you using the cookies collected from your online browsing. Many of these online efforts with general messages end up as nothing more than an annoyance to consumers because it’s almost impossible for them to address specific issues or problems facing a customer.
For years, we have been bombarded with generic sales messages and brand information which has accumulated to make noise. The digital space now offers more affordable marketing than the traditional tv, radio and magazine advertising – so more companies jump on the bandwagon and before we know it, we are drowning in noise with no clear message.
We have more tools than ever at our disposal to create specific targeted messages but for some, marketing still seems to be a bit of a hit and miss affair. The saying “If you throw enough mud at the wall, some of it will stick” rings true here.
Buyers can now find all the information they need online, so the methods that sales people use for presenting their value proposition must change.
This is easier said than done, and the inability to communicate value messages is one of the biggest inhibitors to attracting new customers and achieving sales success.
Modern day buyers are only interested in how a product can benefit them.
The features of a product might be interesting, but if it’s not going to provide a direct benefit and help them achieve their desired outcomes, then they’re simply not interested. In a world where consumers have all the information they need at their fingertips, selling has become harder than ever.
Value messaging needs to change to keep up with this evolution of the buyer. Selling a product is no longer about the product. It’s all about the buyer.
Making a purchase is now a journey that involves emotions, feelings, goals and solutions. And a salesperson can only facilitate this journey if they know their customer well. They need to have conversations and truly get to the heart of their problems.
Sales message dynamics
Value messages need to follow a process that changes and meanders with the customer’s buying journey. There is a definite beginning, middle and end in the sales process, and salespeople need to help customers understand their own challenges (because often they don’t) and provide a solution that will achieve a desired result. A proper conversation with a customer opens the lines of communication and can address a problem the customer wasn’t even aware they had.
Creating new business
The inability to communicate value messages effectively not only inhibits sales success, but also impedes the ability to attract new leads and clients and expand existing ones into more valuable clients. This makes sales messaging even more important when it comes to successful business.
Customer-centric messaging
It’s imperative that sales people know how to plan, construct and present their messages effectively. We need to focus more on the customers’ pain points and explain the value they will get from the product. This is where personalised, one-on-one sales techniques make a difference.
What’s the best way to begin the process of communicating value messages that will ensure that the right people sit up and listen? Attract, train and retain exceptional salespeople.
Great salespeople engage prospects and build trust. While many lead generation methods and sales processes involve online communication methods, salespeople provide what digital marketing can’t – a human connection and an ongoing relationship.
Are you looking to reap the benefits that outsourced business development assistance can provide? Outsourcing your telemarketing to Air allows boosted revenue through successful campaigns, with our average return being £18 for every £1 our clients invest. To find out more about how we could help you open the conversation with your customers and deliver the right message get in touch on 0345 241 3038.
Is there still a place for telemarketing within your digital focused marketing mix?
For those sales and marketing teams who have focused their effort and budget solely on digital channels, it may seem like telemarketing is an old forgotten art no longer needed. But this isn’t the case. Telemarketing proves to be a very effective tool when used as part of your integrated marketing mix – assisting you to close more B2B sales than you might think.
Assisting not replacing marketing activity
Integrating marketing activity is where you will see results. In the past, telemarketing was used to speak to as many prospects as possible, generating as many leads as possible, in many cases no matter the quality. Today this simply doesn’t work.
Combining marketing activity across different user touchpoints has proved to be more effective in converting leads and closing deals compared to using just a single channel. With the increasing use of email campaigns, junk mail is common – how can you guarantee your email will be read or even opened. If your email is read, can you be sure if the user understood it, found it relevant or even slightly considered your product/service – can you guarantee that they would get in touch with you to talk more?
This is where telemarketing can have an impact. Following up on emails, nurturing a customer through the journey provides a very real touchpoint with your customer. Understanding their views on the product/service, apprehensions, questions, or reasons why it wouldn’t be suitable. This very personal interaction opens up the conversation, provides you insight into your market and nurtures relationships which may not convert immediately but will build the pipeline for the future.
Where to start?
Data and your message is going to be the most important place to start. Refined data gets you to the right person quicker, saving time and, therefore, money which will see you make more of your investment. Once you reach that person its all about the message. But making sure that the message is joined up across your marketing mix is vital. Your email campaign should have the same message as you are intending to discuss on the call with them, this repetition of a core message will resonate with prospects giving more brand clarity.
Feel like you need some help? Air Marketing Group is an outsourced B2B telemarketing agency providing a full range of lead generation, appointment setting, telemarketing, call centre and customer service solutions to companies around the UK. Outsourcing your telemarketing to Air allows boosted revenue through successful campaigns. Effective B2B telemarketing is all about ROI: Our average return is £18 for every £1 our clients invest.
Our clients have benefited from our experience and the Air process, take a look at some of our case studies here to see for yourself.
To find out more about how we can help with your business development process, contact us on 0345 241 3038.
