B3. BtoB Telemarketing – 2hrs

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Information Rich Business-to-Business Telemarketing – 2 hours

Goals of workshop

The focus of this workshop is to give participants the skills to develop a strategy for business to business marketing using a mixture of phone contact and supply of information so as sales can be achieved plus a detailed database compiled for future efficient targeted marketing programs.

Who should attend?

This workshop is for those people who are responsible for marketing the products or services including business owners, entrepreneurs, and marketing staff.

Benefits of the workshop

Developing a well-designed strategy for information-rich telephone marketing of a product or service increases sales in both the short and long term. When you talk to the potential customer you get to know and understand your market clearer and the needs of the individual businesses, for now, and in the future.

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Contents of workshop

Designing the marketing strategy – The key components are; sourcing names for the initial database, CRM systems for tracking and accountability, designing electronic information packages and the expected work rate of operatives. The options of the phone contact strategies are discussed.

Designing the script – A detailed script is brainstormed and designed to promote the benefits of the product or service, with potential objections met and countered in the initial discussion. This script then becomes redundant once the strategy is established.

Pone edict – The principles of considerate phone marketing, getting past the gate-keepers, and turning negative responses into referrals.

Managing the process – Utilising CRM systems to log calls and results and manage the future marketing flow.

Physical resources needed

Groups of tables joined together, plus  a whiteboard and data projector facilities.

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