Using Telemarketing to Build Your Sales Pipeline
Why use telemarketing to build prospects into your pipeline? Compare the following two approaches to get prospects into your pipeline.
1) Business to Business “In Person Approach” to building pipeline:
You probably are saying it is much better to influence a prospect with an in person contact. Yes, to influence a prospect, it is better to be there in person.
Face- to- face influence in sales goes a long way. However, sales is all about finding the company that wants to buy and that can be difficult in person.
Here is the leg work on the “in person approach”. You will have to get into your car, allocate time to get to your destination and physically knock on each door.
You may or may not find the business owner in the office or the business owner may be too busy to talk to you. If you have not used a screening technique, the most disappointing outcome might happen to you.
You may not get a sale after going through your entire presentation. And to make matters worse, your overall expenses will be higher using the “in person approach”.
At the end of the day, you are exhausted and you may not have any sales.
2) Business to Business “Using Telemarketing Approach” to get prospects into pipeline:
Prospecting by telephone is a numbers game. However, it is by far the most cost-efficient approach to building your sales pipeline. It is the most productive and effective approach to increasing your pipeline resulting in more sales.
If you physically call on companies, you might see face- to- face 10 to 20 people in two hours depending on the territory. You might see even less people in two hours depending on how many presentations you do.
Since you haven’t screened the prospects, your presentations may not result in sales. You could reach approximately 60 prospects or more in a two hour period by using telemarketing.
Telemarketing allows you to screen and determine the level of interest of your prospects and allow you to set quality appointments, which are most likely to turn into sales.
If you use a telemarketing service, the numbers of quality leads increases depending on the number of telemarketers prospecting leads for your company. Telemarketing enables your pipeline to grow faster with more quality leads.
You will see a much higher increase in sales when you have quality leads in your pipeline.Success is achieved by building your business using telemarketing to get prospects into your pipeline.