B2B Telemarketing

B2B Telemarketing or business-to-business telemarketing is one of the most widely used forms of telesales services in the global supply chain. There is a very clear reason why business telemarketing represents a larger portion of directing marketing than business-to-consumer marketing – there is simply a far vaster number of business components needed to produce the product or service that ends up being purchased by the customer. For instance in the manufacture of a house there are contractors, plumbers, electricians, lumber suppliers, concrete suppliers, tiling specialists, roofers and all of the other professionals needed to build a house. However, in the end, there is only one customer who will actually purchase the house that so many different suppliers and businesses came together to produce; that is why B2B telemarketing is so much bigger than regular telemarketing.

Telesales services are commonly used by companies to solicit business from other companies. Whether they are selling computer services, cleaning supplies or photocopiers, a business will need to target those customers who are most likely to become big users of their product or service – the business community is the only one that represents a deep and lucrative pool from which to fish. Business telemarketing is very similar to regular business-to-consumer telemarketing with one very crucial exception – instead of getting in touch with the head of the household, your telemarketing services provider must be able to get to the decision maker in the company. They have to be able to get an appointment with the one person who has the authority to say “yes” to your product or service.

Getting in touch with the decision makers always requires a bit of skill. Generally businesses have gate-keepers such as receptionists, assistants and secretaries to screen calls. Good B2B telemarketing services will have agents who are skilled at getting past their gate-keepers. It is important to remember that while marketing to consumers there might only be one or two decision-makers in the family, when it comes to a business there is a larger likelihood that there will be several decision makers with competing interests. For instance a production manager might want high throughput while buyers will want the best deal possible while the health and safety team will evaluate a product’s risks above all else. Knowing how to manage these competing needs from a business telemarketing perspective is the only way to be able to close a business deal successfully.

One of the biggest aspects of B2B telemarketing is building relationships and trust with your customers. All business is built on relationships and relationships need to be nurtured to survive and blossom into closed deals. Therefore hiring the kind of business telemarketing agency that understands these concepts and is able to apply them will go a long way toward helping your business widen its client base and reach new customers.

B2B telemarketing is a vastly different form of telemarketing than telesales directly to the consumer. As long as you hire a business telemarketing firm that can deliver the kind of results you want, then you have made the right decision.

Let us help you put your short list of B2B telemarketing suppliers together. Just fill out our simple form and receive up to five, free quotes from business telemarketing firms.