Offers, what have you done for me lately? The Value of an Offer in B2B Telemarketing
Posted on Mar 14, 2011 by Jon Plant, Senior Program Director
In a previous blog posting How to Develop a Call Guide, I discussed various things to consider when compiling your B2B lead generation call guide. Strong opening statements, open-ended questions and developing strong information statements that leverage your solution are all key to a successful outbound telemarketing lead generation campaign. Another component to consider when engaging your prospects is an enticing offer.
Often competing companies are providing very similar products and services. The differences can be very slim and hard for a prospect to distinguish. So how do you stand out from your competitors? Providing strong offers can make your current customers and/or new prospects consider what you’re selling despite any competitive similarities. Some marketers may think that an effective offer to use in a telemarketing lead generation campaign might be a product brochure or perhaps an industry case study. These are great tools to integrate into your telemarketing approach (via call-email-call strategies) and should definitely be utilized during your lead generation efforts; however, your telemarketing campaign will also benefit from a more tangible offer – something for your prospects to see and feel (perhaps in their wallet). I have personally had a lot of success from using offers that include…
- An iPad or Kindle pre-loaded with a relevant whitepaper, and provided to executive contacts who agree to a face-to-face appointment
- Finance or Lease offers, particularly effective in the SMB space
- Trade-in offers for customers, as well as competitive install bases
- Discounted rates to a specific industry tradeshow or user conference
The most effective offers are used to gain access to your target prospects, entice interest, and most importantly, establish a desire to want to engage in business with your organization.
Tagged: telemarketing lead generation, targeted lead generation, lead generation, lead generation telemarketing, lead nurturing
Add a Comment
If you would like to inquire about our services,
please contact us today.
Welcome to TeleNet's telemarketing lead generation blog. Members of TeleNet's executive, program management and account management staff will contribute to our blog on a weekly basis. Please subscribe to our RSS feed or sign up to receive email updates to obtain insight, tips, and feedback to improve or enhance your telemarketing lead generation and lead nurturing programs and processes.
Browse by Author
- Abby Lynes, Program Director
- Anabel Foucart, Senior Program Director
- Ashlea Harris, Vice President of Program Management & Operations
- Ashley Rist, Lead Quality Manager
- Brian Rubin, Senior Software Developer
- Britney Bailey, Program Director
- Chris Engel, Vice President of Information Technology
- Dana Gill, Program Director
- Jason St Onge, Senior Account Executive
- Jeff Johnson, Guest Blogger- TeleNet Client & Industry Veteran
- Jon Plant, Senior Program Director
- Kathy Rizzo, Vice President of Sales and Marketing
- Laura Johnson, Senior Program Director
- Maryann Ramsey, Program Director
- Melissa Joffrion, Account Executive
- Micah Green, Operations Training & Development Manager
- Sharon Dahlhaus, Account Executive
- Sonya Lane, Vice President of Human Resources
- Tamika Drake, Call Center Coordinator
- Tyler Anderson, Account Executive
Comments
Greg Lambert said:
Using solely intangible benefits to build initial rapport with a marketing prospect--such as that they will feel more secure with the client's product, or that the product will help prevent future problems, for example--can sometimes only go so far without direct demonstration (i.e. sales interaction.) Clear tangible (particularly material) incentive can not only help supplement a prospect's confidence in the product, but also facilitate smooth sales closure by allowing the contact to feel that they have a privileged relationship with the client, and are not simply a statistic.