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 successful 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.
Reachlane consolidates your prospect list
Reachlane will help you create or consolidate your prospect list. We can work from your existing CRM targets, add look alike companies, and/or find the required contacts in each company that fit your ideal customer persona.
Outreach time
Reachlane will start the outreach on your behalf. We usually use a combination of email and marketing. This step can be made easier if you have solid marketing materials to offer to your audience, or a clear call angle, like an invitation to an event.
Monitor progress and leads
Reachlane will provide a real time dashboard so you can monitor the call progress each day. Our team can also connect to your CRM to update the accounts/contacts as they go. This will ensure the marketing campaign also contributes to your CRM data quality. At the end of the campaign, we will deliver a consolidated report as a presentation.
Frequently Asked Questions
about telemarketing and outreach campaigns
Reachlane can support your company to create a company list (target account), or enrich a prospect account list with contacts based on your target persona.
Reachlane can perform telemarketing campaigns of any volume on short notice in English and Thai language. For planned projects of larger volume, we can also cover other Asian languages including but not limited to Indonesian, Japanese, Korean.
Reachlane will provide a real time dashboard so you can follow the progress of your telemarketing outreach campaign. Typical call reporting follows a funnel: Contact attempted (usually up to 3 attempts in a campaign), Contact reached, Appointment Set.
Yes. Telemarketing campaigns are great to keep your CRM accounts and contacts up to date. If you wish, we can use your CRM to directly update Accounts, Contacts or CRM at the source.
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.
