Test Lead Generation Outbound b2b Telemarketing
Launch sales lead generation using one outbound b2b telemarketer. Do not get talked into using multiple phone people for first test.
George Clay
Because you control who is making the calls and when they are being made, outbound telemarketing costs are much easier to control than inbound costs. So keep it simple. Does not matter if you outsource to a call center or do it yourself in house, test b2b outbound using one telemarketer. Test on a small scale. Gradually expand your b2b outbound telemarketing…but only when test results merit growth. By testing and measuring lead generation response rates you’ll know what’s working…and what’s not.
And careful who you hire!
The right telemarketer will prove invaluable. The wrong person can cause real harm. This checklist may help.
Lead Generation Trial Project: Set a goal — say 30 days — for getting 50 new qualified b2b sales leads from outbound b2b telemarketing .
- Have telemarketer contact 100 prospects.
- Have some sort of preparatory mailing. Brief and introductory. Test it two ways. (1) Call first…saying “I’d like to send you something with your permission and get back to you after you’ve had a chance to look it over. You’ll find you can save a lot of money with our services. In fact, we’ll give you a 30% discount on your first order”.
- Second way to test outbound telemarketing is to call after the mailing…and not before.
- Both methods minimize intrusion factor…making it easier to “get in the door”. Saves time for telemarketer.
- B2B Lead Generation vs. Appointment Setting. Make certain your phone people know the purpose behind their calls. Setting appointments vs. qualifying their prospects for future contact. Best to qualify prospects for future contacts BEFORE trying for appointments. Learn more on this crucial point. Watch this two minute video!
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It is an advantage to hire people who had experienced lead generating. With that, you can save time and increase more potential (contractor) leads.