Month: March 2017

Air Marketing Group’s Campaign Managers make sure that our client’s campaigns are running as they should be, as well as advising them on what’s best for optimal return on investment.

The role is of utmost importance to client campaigns and we believe in transparency, so we thought we’d delve in to a typical day for a Campaign Manager to show what goes on behind the scenes.

Morning

• Review the previous day’s results
  We’ll go over what happened the day before, checking what worked, and what didn’t. This gives us a good idea of what advice to give business development executives on the calls for the day.
• Catch up with clients
  We’ll check in with clients, to give them an update on what’s happening with their campaign. This includes meetings, suggestions on calls and discussions around the success of the data.

Midday/Early Afternoon

• Making Calls
  By this point, the campaign manager would have made several calls on their dedicated campaign. We know that although call rates are significant, quality conversations are just as important.
• Make Sales/Book Appointments
  During call times, and dependent on the nature of the campaign, we’ll make sales for our clients and book appointments for sales teams.
• Listen to the Team and Coach/Train
  We’ll listen to members of the team on our specified accounts, ensure that all calls made are of a high quality standard and tailored to the product or service being promoted.

Afternoon

• Make Suggested Improvements
  We’ll speak to both the client and the team members who are on the phone for certain campaigns. Suggested improvements will be given to both, advising on what areas of the campaign can be developed to achieve better outcomes.
• Update on Results
  We’ll also update the client on the results of the campaign, giving them information on appointments/sales made, checking they are able to see stats in their portal, and taking on feedback they may have for us.

If you’re thinking of running a campaign with us, or would like to find out more about how our campaigns work, you can contact us on 0345 241 3038 or email our team.

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Objections aren’t fun, that’s the honest truth of it. And the reality is that sometimes you just aren’t talking to that person at the right time or, quite simply, they just don’t need your product or service.

However, there are times when there are ways and work arounds to review objections, some of which can switch it back to being an opportunity. So, we take a look at some of the best ways to handle such objections, to help you know how to deal with them professionally and turn rejections around.

Reinforce the value

If the prospect doesn’t see value in your product or service, they aren’t likely to stick around to hear more about it. But, if they clearly understand how it could help them or how it could benefit their business, they’re more likely to stay on the phone.

Show empathy

A little empathy goes a long way, and one way of connecting to prospects on this level is pain points. (You can read more about this in one of our recent blogs.)

Understand their situation, feel sorry for them if they are experiencing a problem, and thank them for bringing any insights about them to light.

Back up your claims

So you’ve got a great product, and you’ve told the prospect about its amazing features. But, have you given them cold hard evidence as to why it’s the best product?

This could be in the form of a customer reference or testimonial, or even better a story about how it’s helped a customer of yours. Story telling is so powerful on sales calls.

One of the key things to consider when handling objections is to try to discover a bit more about that individual. Using the above tips can help you to have a longer conversation and give better value, rather than giving them reasons to tell you to go away.

Here at Air Marketing Group, we use a simple formula to handle objections. It consists of 3 steps:

Step 1 – Diffuse
Step 2 – Statement
Step 3 – Questions

Put simply, our first response to any objection is to try to diffuse the situation, using empathy, by saying something along the lines of ‘that’s fine’ or ‘I understand’. This approach is designed to take the pressure out of the conversation.

The next thing we do is make an evidence-based statement referring to why it is normal to have that objection, or to show why you understand the point they’ve made.

Finally, we ask smart questions, giving us a chance to move away from the objection or find out more information to help us handle the objection and make the right recommendations.

Air Marketing Group’s team of business development executives are experts and handling objections and creating opportunities. Want your business to benefit from this? Get in touch today or call 0345 241 3038.

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Outsourcing your appointment setting to an external telemarketing company can provide you with a team of people who are highly experienced in setting up new B2B sales meetings.

But, why should you choose a B2B appointment setting campaign in the first place? If it’s something that your company is considering, we look at why it might be right for you.

Speak over the phone or meet face to face

Depending on your product or service, you can set appointments over the phone or carry out face to face meetings.

Get in front of buyers

Appointment setting allows you to get in front of key decision makers at a time that suits them, so you’re only talking to prospects when they’re at the right stage of the buying cycle.

It’s proven across several industries

Appointment setting campaigns have worked for a huge variety of businesses. From communications companies to those in the automotive industry, appointments have been scheduled to convert prospects into sales.

Quality prospects

Scheduling meetings using appointment setters means the good leads are separated from the bad. You’ll only meet with those that are genuinely interested in what you have to offer.

Outsourcing saves you time

Outsourcing an appointment setting campaign means you don’t have to invest in time spent on the phone organising or scheduling meetings; a dedicated team of appointment setters will do that for you. So you or your sales team can spend more of your time in front of well qualified prospects.

Achieve the results you need

Not only will you save time and money, with experts working on your appointment setting campaign full time, you’ll achieve better results leading to a full diary of sales meetings.

Our team of B2B appointment setters schedule quality, qualified appointments for companies both over the phone and face to face. Each appointment set is quality checked to ensure it’s right for your sales pipeline.

Contact us today, or call on 0345 241 3038.

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