In today’s business to business world, so many companies focus on only one or the other, digital marketing or telemarketing services. The companies that incorporate them both into their marketing mix are the companies that thrive in the business world.
This is something that is easier said than done, especially within SME's who don’t have the skill sets or resources to do both. Unfortunately, the area that gets neglected is the follow through with so many businesses focusing on just digital and not using telemarketing to get that prospect over the line.
Brand awareness is a hard thing to achieve, especially in a B2B environment. With so many players out there and competitors with so much hunger for a bigger piece of market share, it is important to find a way to make your business stand out from the others while increasing the ROI on your campaigns. Here are some tips you could use to improve your companies’ presence in the mind of prospect clients, using a traditional form of direct marketing combined with modern digital marketing tactics:
Start by Targeting Just The Right People
Your chances of success in a Digital-Telemarketing Strategy will depend on whether you focus all your efforts on a bunch of people that could not be the right person you need or reaching directly to that valuable decision maker. Take your time to identify a complete profile of that person you know is the one. Work smarter, not harder.
Shoot Them a Personalised Email
After researching your prospects, who they are and what they need, it is time to design a customised and professional email that can direct them to your website. This is creating awareness of your brand and services and at least they will now know you exist. Now they can start to get to know your company as much as you know them already. Don’t forget to monitor and analyse their behaviour when they visit your site.
Now that you know you are starting to wake up their desire to do business with you, you must make efforts there to drive the business forward. You can complement these actions with relevant content such as video, blogs, and news. Multi-touch marketing is such a powerful way to engage with prospects and build a picture of their interests.
What Are You Waiting For? Call Them!
If you have done things correctly so far, your next step is to reach out to your prospects, so they can finally tell you their real needs. Pay attention carefully to what they say and close that deal!
There is nothing like personalised attention to finally captivate the attention of a prospect and making that all important call to a prospect can highlight your company above all others. Just imagine what perception they have about your company now when you go that extra mile just to speak with them. That feeling of importance and exclusivity you are providing through your campaign can be decisive in your marketing penetration strategy and the sales operation costs will drop in the medium term, while your ROI will keep increasing. No matter what digital marketing techniques you use to gain interest from a prospect, unless you pick up the 'phone and follow through on all the hard work so far there is a 100% chance that they will use your competitor because they DID call them.
What does this mean?
So to answer the key question, who is king? Neither are, they are both essential in the B2B world to not just generate an interest with prospects but to turn those prospects into clients.