To all but a select few, the mere mention of the term “Telemarketing” or "Sales calls", evokes a slight twinge of annoyance. To the general consumer, the word causes flashbacks to interruptive phone calls during dinner only to be asked if they’re happy with their current cable provider. In the B2C world, telemarketing has definitely been stigmatized, with most industries finding it to be extremely ineffective. With that in mind, how can you explain the success of VOIQ’s B2B call campaigns and their high connectivity call rate? Below we highlight some of the most important differences between B2B and B2C prospecting calls, and why B2B calls are still such an effective channel of communication.
- It's not personal it's business: In B2B calls, psychology and setting are in favor of calls. The setting is work, instead of calling someone at home or in their free time. The person being called is not being interrupted from their precious leisure time, they are being contacted in “work mode,” which makes them much more empathetic towards the fact that the person calling is also doing their job.
- B2B products are worth more effort for both sellers and buyers: B2B products are usually more expensive than B2C products. A pencil salesman would go broke if he called each individual customer and tried to convince them of each pencil purchase. In contrast, with B2B, higher cost products means that not only sellers can Invest more time and effort when cultivating a relationship in order to make a sale, but buyers are also motivated to gather information before making large decisions for their company, and often view sales calls as helpful moments to research new opportunities to improve current services or discover solutions to problems.
- B2B purchases and sales are not as spontaneous as B2C: In the B2C world, even relatively large purchases like phones, tvs, and refrigerators, get made in the store, impulsively. B2B sales are a complex process, that depend on gatekeepers, financial departments, and final decision makers. Everyone involved in making the decisions must be able to justify why they approve of making the purchase, meaning you may need to make multiple phone calls to more than one person in the company. The more information and “proof” the decision makers can collect from sales calls, the better equipped they are to make their decision, establishing the B2B sales call as a valuable step in the sales process for now and the years to come.
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