B2B Telemarketing
Result-Optimization
Analysis

B2B Telemarketing Result-Optimization Analysis: Find out how to align your telemarketing for results

If you have NOT read the article "B2B Telemarketing" on our site, please click the link to read that FIRST as this presentations builds on the information in that article.

If you have already read the article then you know that the key issue governing the results of telemarketing — both the visible (good) and the unseen (bad) — involves the employment of the target group's WILLINGNESS in the process of telemarketing itself.

Almost every telemarketing script OR telemarketers have SOME elements of employing the willingness of the intended prospective customer.

Yet here we are judged by instant impressions and thus it is tantamount that the START of the telemarketing script flies our colours correctly.

With this I mean that the recipient of our call will make a snap judgment within the first 5-10 SECONDS (or LESS) and categorise us according to his "evaluation."

I use quotation marks here in "evaluation" simply because the term actually refers to an analytical comparison made with actual FACTS whereas the snap judgment is solely based on finding negative "proof" to get rid of someone unknown.

It's not an analysis at all but actually a reaction to past unpleasant memories, an automatic reflex brought on by fear of getting stuck in a communication cycle which would "kill with kindness" and force the decision-maker into making a long chain of unwanted choices... well, you know all this from the article "B2B Telemarketing" so you understand what I'm saying here.

So the first few seconds are tremendously important in governing the success of your telemarketing.

B2B telemarketing: Wrong approach leads to failure leads to unwanted results

Now, there are ways to prolong any phone conversation regardless of how much the other guy wants to end it off.

Of course, such tactics are negative because they FORCE the other person to stay on the line and that only serves to antagonise him further, which means we are actively lowering the image of our company in his eyes.

Such reaction on the part of the telemarketer comes to be if the approach of his telemarketing script causes an instant reaction.

The script (or the telemarketer's rendition of it) causes continuous and instant failure... and human beings do NOT relate well to that.

So the telemarketer digs his heels in stubbornly, wanting to solve the problem... and ending up using FORCE to coerce decision-makers to participate in his telemarketing action... and that just makes it worse for everyone concerned.

The telemarketer won't last long because he feels he is making a hash of it... and he is. The target person ends up forming a negative opinion about your company... which certainly defeats the purpose you had in mind.

This is why it is so vital to plan carefully.

Telemarketing: A chain of individual actions each of sufficiently low gradient to maximise the likelihood of success

The START of your telemarketing script decides your "fate" in results achieve. The APPROACH you take and the planning of those first few words (so that they do not remind him of ANYTHING negative) are crucial.

Telemarketing is not one action, but a relatively extensive series of individual and separate actions that each creates an effect in the recipient which then ends up the way we want.

There are really only two main effects created but these are approached many times from different angles AND with increasing degree of complexity and difficulty.

You want to start where the average target person agrees with you... and you need to expand his understanding up to the point where he can see YOUR solution as the correct one.

All right, so which are these two effects that we play over again in increasing complexity in our telemarketing action?

The first effect is that he realises something. We want to bring him something NEW, no matter how small (and small it must be in the beginning of the chain too!) just so it stops him and gives him something to look at and think about.

The second effect is really a natural consequence of the first: We want that this realisation causes him to MOVE TOWARDS US, COME FORWARD on his own accord, reach for more.

Once this one-two thing has been done the first time, we have succeeded in employing just a little bit of his own WILLINGNESS to continue... which is why he continues.

Then comes the next one-two step, now perhaps a tiny bit stronger... and we want him to follow and show a bit more willingness.

And this is the whole trick of planning a greatly improved telemarketing activity:

Knowing how to create those gradual steps based on creating these one-two effects, having the knowledge to put in enough of those steps and make them gradual enough and, above all, sufficiently interesting to ensure most prospects are drawn to it by their own volition.

Telemarketing actions: The earlier the step, the higher its importance

Now, the FIRST step (5-10 seconds) is the most vital since without it (or failing to perform it) we don't have anything else to do... the prospect's GONE.

However, the importance of the first step is relegated the instant it is performed correctly and the NEXT step becomes the most important, seeing how it is now the "first" step and its successful performance decides whether we still HAVE someone to talk with, right?

And so it continues throughout that communication cycle with that prospect at that time. Each successful action increases the awareness of the prospect, enabling him to realise something and employing his willingness to take the next step.

The earlier the step, the more important it is to do it right. That's because you're creating TRUST along with interest here. This is built into it IF it is done right.

And with trust comes TOLERANCE. That's to say, we tolerate more from those we trust than those we don't, obviously.

Therefore, the further you go with these telemarketing steps, the more forgiving the process becomes for mistakes simply because the target person will tolerate it better if you say something not too clever (in terms of what one should say in telemarketing).

So the beginning is vital as there's NO tolerance or trust whatsoever AND as the target person has a lot of negative experiences about telemarketers.

This may appear boringly obvious but this is actually the one rule that gets broken most in telemarketing. Telemarketers are allowed to babble anything they think is "clever" before starting the script.

The start of the script is never thought out with the top-priority relevance it should.

So most telemarketing calls go wrong from the onset and end quickly. We believe it's because people are ornery and mean... but it's not.

It's because we don't plan our approach cleverly so that we could utilise those first 5-10 seconds we have with every target person.

Telemarketing governed by Lady Luck?

For some reason most people seem to believe that it's just "luck of the draw" whether or not someone becomes interested and thus a prospective client.

So telemarketing depends on luck mainly. While I can understand why this is so widely accepted as the explanation for bad results, it's nonetheless a mistaken assumption.

Those who know how to set up and manage a telemarketing unit don't need any luck.

However, there's no denying chance does play some role in telemarketing.

There IS an unknown element in telemarketing that could be called "luck" if that's important to anyone... but it's not luck at all.

The unknown element is that if you just CALL target persons then sooner or later you will hit someone exactly at the right moment when he has already decided to change service providers.

And obviously that's better than nothing, a lot better.

But it also an extremely modest usage of the true potential yield of telemarketing.

It's having a powerful engine idling away, wasting its fuel on producing mostly exhaust gases rather than turning the wheels of production.

Most telemarketing activities do just that. Yet the POWER is there, readily available if only we knew how to channel it correctly, have that gearbox containing all the cogs that build up the steps to convey the power into what we WANT TO PRODUCE.

Because it's basically all there, changing the quantity and quality of results for an existing telemarketing activity can be relatively quick sometimes. The elements are mostly there but they counteract each other, creating opposing vectors of power which then sap out the energy.

Adjustment is required.

By tweaking some bits here and there, a lot can be achieved if the end result is that the raw power of the telemarketing unit is now administered directly into producing high-quality prospective clients ONLY.

And that's what the B2B Telemarketing Result-Optimization Analysis is really all about.

Structure of the B2B Telemarketing Result-Optimization Analysis

The service contains many separate elements which make the whole, some of which are standard and others that are added or tailored solely for you.

Here is a short presentation of the main standard elements included in your B2B Telemarketing Result-Optimization Analysis:

Telemarketing Script Analysis Here we go through your telemarketing script and examine it to see how its gradual steps work with target persons. We also analyse how well your script creates the desired effects in the recipient in terms of creating interest and employing his willingness to continue. A detailed step by step written analysis is given to explain what could be improved, to suggest if any steps are missing or if any should be divided into several steps to ensure that each one slopes gently enough for the target person to make the grade, thus maximising the likelihood of reaching your objective for the telemarketing with as many prospects as possible.   Telemarketed Product / Service Potential Analysis This part looks into what you want your telemarketing to lead up to, the product or line of products or the service for which you want to find prospective clients through telemarketing. This is not a full-fledged potentiality analysis as such but only an evaluation for finding whether better approaches can be found for your telemarketing to introduce this product or service. We will give you a written analysis on what potentials / qualities / benefits of your product / service could possibly be utilised more and how these could be included in your telemarketing script to bring forth realisations of those benefits to your target persons.   Telemarketing Approach Analysis & Alternatives This written analysis combines both of the previous ones and expands onwards to research the overall approach of your telemarketing, offering alternative approaches and giving information on these for your consideration. The depth and breadth of this part depend much on what it is you're offering to your target group and whether it offers scope for choice in terms of approach. However, this part usually contains the biggest positive realisations for our client as it can be quite idea-awakening to see one's own telemarketing activity through an exterior expert viewpoint which concentrates solely on the constructive angle of things, building on your strong points and always offering alternatives to those parts which do not produce to your satisfaction.   Telemarketer Training Requirements Analysis This part includes the evaluation of the training requirements and level of skill of your telemarketers, depending on the availability of any training materials and/or opportunity to interview your telemarketers by telephone. Essentially here we analyse the influence and potential of the human side of your activity, evaluating how your telemarketers utilise their potential and potential of your telemarketing. NOTE: Due to the set price of this service, we must limit the number of training material pages evaluated and telemarketers interviewed. This service includes only max 100 pages of training materials to be reviewed and up to four telemarketers to be interviewed. Many B2B companies have little or no training materials for their telemarketers, in which case we will give a written recommendation on what type of materials could be best and how the training could or should be conducted. Essentially, this part looks into how each individual telemarketer could be helped toward better results and what type of training would increase the weekly production of your telemarketing activity. The actual creation of training materials is not included but if you agree with the analysis and want such materials / setting up of in-house telemarketer training, we would be happy to give you a quote.   Telephone consultations on the findings Once the analysis has been done and delivered to you in writing, I stand available for a one-hour telephone consultation on the findings, prepared to answer any questions you may have and give more information on any point of the analysis or telemarketing in general.

Important note about your B2B Telemarketing Result-Optimization Analysis If you plan to acquire this service, please do not discuss it with your telemarketers or the head of the unit before we've had a chance to talk about your B2B Telemarketing Result-Optimization Analysis. To ensure the best outcome for you, it is important that we agree on what you tell them so that our analysis obtains the correct picture rather than something that's presented to make it look better. We aim for genuine improvement of results here, not for finding culprits or assigning blame on any of your team members. Also, please don't make changes into your script or the telemarketing activity just prior to the B2B Telemarketing Result-Optimization Analysis. It's best if we analyse what has been going on for a while than something newly changed of which there's little experience and few results as yet. Note that this service does not include the creation of a telemarketing approach explained earlier on this web page. That requires a specific market research survey on the views of your target group regarding your industry, its products or services, and the planning of your approach to your target group as well as the creation of the tools for it. While these are not a part of your B2B Telemarketing Result-Optimization Analysis, we can offer a quote for these services once the initial analysis has been concluded, as the analysis gives information on the requirements of such follow-up service package.

Cost of your B2B Telemarketing Result-Optimization Analysis

The cost of your B2B Telemarketing Result-Optimization Analysis is £1,297.00 but for a short while we're extending a special offer for new clients, so if you place your order you can secure your B2B Telemarketing Result-Optimization Analysis for only £897.00.

That's a very small investment when you think what the insight gained could yield in terms of improved results for your telemarketing. Your telemarketing activity holds the KEY to your sales and the more prospective clients it can provide, the more you can sell.

And it's not only the quantity of results of your telemarketing that can be enhanced. Quality plays a big role in it too. The more qualified the prospects, the more their awareness of the unique benefits of your products and/or services, the better raw material they are for your sales unit.

A great deal better, in fact.

Delivery of your B2B Telemarketing Result-Optimization Analysis

The analysis and its parts are delivered in written form as a PDF document (or a printed version via post if you so prefer). The final report of your B2B Telemarketing Result-Optimization Analysis is delivered within two weeks from the moment we have received all the materials (script, possible training materials or written instructions for telemarketers) and interviewed your telemarketers on the telephone.

These should take about a week in ideal conditions, so thus the time of delivery should be about three weeks or less.

Why not give yourself a break... you've earned some support!

Your B2B Telemarketing Result-Optimization Analysis will give you a lot of information and certainty on how you can best utilise your telemarketing activity.

I'm not going to claim you NEED this, not at all.

But I will say that you certainly DESERVE to receive some backup in achieving the goals you've set for your business activity. One person cannot do everything alone and as the top executive, you don't really have any one of your caliber to work with.

I'm not claiming to be of your stature in business competence. I'm merely an expert in this one thing, but here I know that I CAN be of use to you.

Your B2B Telemarketing Result-Optimization Analysis is a tool for you to use. I promise only that it will be VERY interesting reading, revealing several new opportunities and providing alternate solutions to problems you feel need solving.

I also promise that I will never criticise you or your decisions. I work with the knowledge that you are the most capable person to run your company, so I only give suggestions on how to improve various workable steps further, maintaining a constructive and loyal viewpoint throughout.

And it doesn't have to be a big change that could increase the yield of your telemarketing many times over...

So why not grant yourself some assistance with your telemarketing?

To secure yourself some significant power for telemarketing results, simply click the link in the box below to place your order for the B2B Telemarketing Result-Optimization Analysis!

Only place your order secure it at this special lower cost. Simply click the text link in the box below and you're on your way!

Best wishes,

Harry Kafka
HDK Consultants Ltd
32 Manning Close
Richmond Square
East Grinstead RH19 2DR
West Sussex, United Kingdom
Tel. 01342-328 116
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