Telemarketing

Telemarketing is probably the most important tool available for businesses wanting to connect and engage their target audience. Whilst digital channels can prove effective in some instances, many decision makers are simply not searching for many of the unique services and solutions that a lot of B2B companies provide. You will never know what a decision maker is actually thinking until you have had a conversation with them, confirm their pain points and determine the genuineness of their intent. That can only be achieved through an active conversation, and the phone is the still the easiest and most effective way of achieving that.

In Australia and New Zealand, local calling solutions have proven time and time again as the main way to gain the traction across telemarketing. Any telemarketing provider you decide to select should have local calling available as a minimum. From there, length in market, experience in promoting B2B companies, proven ability to generate qualified opportunities, guarantees, no lock in agreements and structured KPIs should all be factors in your decision making.

All callers at Lead Express are local calling experts with over 8 years' experience and have all worked across hundreds of different B2B campaigns. They are exceptional at getting passed gatekeepers and having engaged discussions with decision makers to identify opportunities for a range of different solutions.

Hiring internally is usually very expensive and can take considerable time and effort to get right. Often, the person you hire internally only has skills at one or two parts of the outreach puzzle and they get bored very quickly when making the same time and time again. To be effective in B2B lead generation, you'll need comprehensive data, high levels of digital expertise, LinkedIn expertise, compliant systems for email outreach and recording opt-ins, engaging content, online webinars and a deep understanding of how to navigate through an organisation to engage the right decision makers and key influencers. A highly experienced external company like Lead Express provides 20 years of market experience, a team of local callers and a fully compliant way of reaching your addressable audience. Often, many of our clients will have 7 experts working parts of their day on their campaign for under the cost of one full time person if hired internally.

Telemarketing only works when digital channels work seamlessly beside it. Without digital, navigating through gatekeepers becomes increasingly more difficult and the engagement of senior people becomes near impossible. Our team at Lead Express have expertise across all forms of digital, phone, data, compliance and engagement, allowing us to integrate with marketing and sales functions easily and without long term commitments.

Event attendance and registrations greatly depend on the type of event and the seniority of the people you are looking to target. Generally, the more senior the people you want to engage, the more that telemarketing and digital working in concert become key components to event success. Using digital channels only often leads to poor registration numbers and considerably lower attendees showing up on the day, regardless of whether that's an online event, executive roundtable or exhibition.

The only real way to qualify a prospect is to engage them in conversation and confirm the key components that you directly feel will qualify them for further engagement. Digital qualification is notoriously poor at capturing meaningful intent, with many respondents not able to recall the digital channel they engaged with. Phone qualification has a much stronger recall and detailed notes about conversations with decision makers can provide salespeople and marketing executives with many different talking points to use as conversation starters.