In most video games, you may have heard of a term called event flags, the activation of certain events as you progress that also doubles as important points in a game’s plot or story. Example, when you bump into a girl on the street but it turns out they’re actually the princess/love interest/new party member etc. That point when you decide to talk is considered a flag.
Similar cases happen in real life and right within the process of B2B telemarketing. You hear stories of marketers struggling with a prospect but days later finally began communicating after another customer referred them. That’s a typical success story but one that certainly follows the event flag routine.
Think of your old marketing like a literal silo that stored grain for the population but eventually became insufficient because you were getting more sources of grain. That’s why you ended up building more silos to accommodate.
On the other hand, will these silos eventually replace the oldest one? It’s like one day, you’re suddenly presented with the option of tearing it down. However, everyone’s actually grown attached to this old monument. It represented your original marketing identity.
How do you maintain your old identity without necessarily ignoring the need to maintaining the silos representing your new sources of leads?
Like any aspect of today’s marketing, SEO shares the responsibility of painting out pictures of ideal buyers. One way is through the keywords it uses to direct the creation of content as well as understand the most common problems that prospects are often searching about.
But whereas B2C marketers use it to paint out certain individuals, B2B marketers more often use it to paint out entire organizations.
Though that begs the question: How accurate is the painting?
Everyone who tells stories about Santa will always tell you that it’s not just about the gifts he leaves under the tree. It’s about how Santa is all about unconditional giving.
And in B2B marketing, this little Yuletide lesson finds its way in the form of freebie marketing. Like Santa, the ideal is less focus on the sale and more on giving to the customer, even thanking them for their continued patronage/partnership.
Telemarketing services companies are very much aware of the fact that they are capable of selling practically any kind of product or service. What they sometimes do not realize however, is that they actually have a higher selling advantage if what they are selling is value driven even if it is a bit expensive. The same thing goes for complex products and when telemarketing is the only way you can get in touch directly with your prospective buyer.