B2B
telemarketing
services:
get in touch with your target accounts
Is telemarketing part of your marketing mix?
It can be surprising to American or European companies, but when it comes to doing business in Southeast Asia, (smart)phone is still king. Whether it’s a message on LINE, on Whatsapp or a direct phone call. The fastest trusted way to get answer is simply to reach out to your prospect in a polite manner through their phone.
As a B2B Marketing tool, a well executed telemarketing campaign can do wonder and convert a pipeline of a hundred leads into dozens of warm prospects and customer meetings scheduled for your team.
Example of succesful B2B telemarketing strategies in Southeast Asia
Telemarketing campaigns can vary as much as your business needs.
Here are some examples of successful campaign strategies:
Upsell/cross-sell
existing
customers
Your company may be sitting on an existing customers (or customers of your distributors) which offer a potential for cross-selling or upselling. In this case the prospect is already familiar with your company and may require your services for business continuity. A typical case is to cross-sell genuine spare parts, preventive maintenance services, or software upgrades to a company that has purchased your equipment or machinery.
Sleeping
CRM accounts
reactivation
Another popular type of campaign is to use your CRM to pull a list of companies that have not been recently engaged by your team. Those long-time customers or prospect have been in touch with your team in the past but were not ready to buy (not the right budget, not the right time…). A quick call may help to check if any new project has arisen since, and can easily be matched with someone in your team for a follow up meeting.
Invitations
to
events
If you are a leader in your field, there is a good change your company has technical experts and content that can be re-purposed for technical or educational seminars. Organizing such an event is great opportunity to invite prospects over the phone (and schedule a reminder call a few days before the event). Add a bit of VIP experience to your event (special lunch, river cruise, etc.) to increase attendance rate.
Cold
outreach
& introduction
The most difficult type of call. Ideally the prospect has been warmed up to your brand prior to the call thanks to a marketing campaign (mass mailing, individual sales email, advertising campaign). The success depends on the agent understanding of the prospect industry and pain points. It is good to offer “information material” during those calls in order to capture the prospect contact information (for example a “Success story” in the same industry).
Can you run telemarketing in English only in Southeast Asia?
As always with telemarketing, language and cultural affinities to optimize your chances with prospects.
Depending on the persona (department, level of seniority, industry) you are trying to engage, you may find it difficult to use English only (eg. Thailand, Indonesia typically prefer calls in local languages).
Please also note some preferences as per the “rules of engagement”, some countries may prefer to be called directly, other contacted first by email or messaging app.
Finally, patience is key, people are rarely able to talk on the first attempt, diligent follow up is key to the success.
How can Reachlane support your telemarketing initiatives?
Reachlane will help you design your telemarketing campaign, set up the process and monitoring tools to follow its progress. We recommend such campaigns to be done in coordination with a marketing automation campaigns for best results.
Reachlane agents can then support you in executing your telemarketing campaigns. You will have access to a dashboard for real time follow ups on the contact attemps and meetings set up.
If you have a business development representative (BDR) team active in the region, we can split the account list by tiers (by potential) in order to let your team engage with the best customers. This is a common practice to make sure your team are engaging with existing customers and hot prospects first.
Let’s get you business!
Get your campaign off the ground and see actionable results.
We consolidate your account list
Do you already have an prospect account list to work from? Does it already include contact information? Reachlane can support you in creating a prospect account list based on your criteria and find the relevant contacts in the organization based on your persona criteria.
We prepare the script and required material
At this stage you want to try to make sure you have the right material to engage with the audience. Typically, event which have educational value (eg. technical seminars) and marketing material mentioning competitors or companies in a similar industry will trigger the curiosity of your audience. Reachlane team can help you prepare such material to improve your conversion rate.
We get your campaign rolling
Reachlane agent will contact the target account on your behalf. Your company can supply an email address if required to improve the conversion rate with your prospects, this will also ensure you keep a copy of all the conversations. The Reachlane team reports daily so you can keep an eye on the campaign progress in real time.
Frequently Asked Questions
about telemarketing and outreach campaigns
Looking for
a B2B marketing partner
that truly understands
your industry?
Reachlane supports industrial companies grow their direct sales and distributor business in Asia and globally through comprehensive marketing and business development initiatives.
I want to grow my business