Tag Archives: B2B Telemarketing Sales

B2B Healthcare Telemarketing Services Best Practices

B2B-Telemarketing-Services-HealthcareConducting B2B telemarketing services in the Healthcare industry is challenging.  The primary reason is that in this niche industry, communicating with the primary decision-maker can be a multiple phone call process.  In addition, the gatekeepers and staff within a healthcare provider’s office do not have patience to spend time on the phone with callers that they label as telemarketers.  For these reasons, it is critical that you follow 3 basic principles when calling healthcare providers.

In addition, if you decide to use a third-party organization to place the calls for you, it is critical to ensure that your selected partner is experienced with outsourcing sales calls in the healthcare vertical.

Fact:  Gatekeepers reign supreme in the healthcare provider’s office.

Our Best Practice:  B2B telemarketing services professionals work with the gatekeeper, not against them.

Although receptionists and other gatekeepers can be an obstacle to overcome with most B2B Telemarketing Services programs, the healthcare market is particularly challenging from that perspective. It’s not as simple as asking for a decision maker. In a lot of instances the decision maker is a Doctor, or nurse, or supporting care staff whose time is best spent helping patients. With that said, gatekeepers in the Medical Industry are experts at screening out unnecessary sales calls. Expierience has shown that less is more with the Gatekeeper, and when conducting sales calls it is paramount.  Differentiating yourself from other B2B Telemarketing services will inevitably be the difference between success and lack luster results.

Fact:  In the healthcare industry vertical, there are many specialties with different needs.

Our Best Practice:   B2B telemarketing services professionals use a discovery approach.

While in most markets it’s safe to make some basic assumptions of what your outsourcing sales calls offer will be, the healthcare market is unique in the fact that that each customer you reach will have their own specific challenges and struggles. The trick here is not to be an expert in the individual organizations themselves, but rather an expert in what you have to help them. Get your customer or prospect engaged in the conversation through meaningful open-ended discovery questions. Mind you, there’s nothing worse than getting “interrogated” with question after question with no objective in sight. However, asking the right questions to get your customer engaged in your conversation can mean the difference between a “pocket pitch” that you throw out in hopes that something will stick, and a solid offer of a solution to help overcome your customers challenges.

Fact:  The healthcare industry is in a constant state of change.

Our Best Practice:  B2B telemarketing service professionals evaluate offers, call guides and market opportunities constantly.

Be Flexible and ready to adapt!  The Healthcare Market is an industry of never ending change. From legislation, to advances in medical technologies, to changes in rules/regulations and guidelines, the only thing that remains consistent is the fact that change is inevitable. What’s working today, may not work as effectively tomorrow so it’s crucial to keep a firm pulse on your call flow and offer and be ready and able to make quick adjustments and act with intelligent urgency. While such frequent changes are a challenge when conducting B2B Telemarketing Services in the Medical field, this creates opportunity to bring new solutions and products to the table, and timely adaptation is the lifeline to long-term success.

At the end of the day, knowing your market is a fundamental unspoken necessity in any B2B Telemarketing services program.  Most professionals in the medical field dedicate their lives to helping others. Differentiate yourself from all the other telemarketing sales calls they receive and return the favor.

Ryan Apodac is an Operations Manager and Trainer for Quality Contact Solutions, a leading outsourced telemarketing organization.  With a background of more than a decade in sales, Ryan is passionate about developing and delivering training that ultimately results in improved performance for client programs.  Ryan can be reached at [email protected] or 516-656-5127.

Contact Management Services Expert Featured on Business Radio

Wharton School of Business interview with Angela GarfinkelContact Managemetns ServicesListen Here

Business Radio Powered by the Wharton School of Business interviewed call center and telemarketing industry expert, Angela Garfinkel, for the drive-time segment on SiriusXM 111 titled, “Work of Tomorrow”

Work of TomorrowChristian Terwiesch, Professor at the Wharton School of Business at the University of Pennsylvania hosts the segment each week which looks at how new technology is causing disruptions in existing industries, changing the meaning of work along the way.

In the episode featuring Angela Garfinkel, Christian and Angela discussed how call centers are evolving and how live agents are critical to business success in 2018. The episode aired on 1/15/2018 at 5 pm ET and is being repeated throughout the week.

 

Want to connect with Angela?
Call: 516-656-5118
[email protected]
or book a call here

www.linkedin.com/in/angelagarfinkel

Overcoming Challenges with Telemarketing Services in 2018

By A.J. Windle, Director of Operations

Telemarketing Services Goal for 20182017 was a fun, busy, exciting, and ever-changing year in our telemarketing services company. Looking back on the year has allowed our team to focus not only on our accomplishments but also evaluate and improve on ways to overcome our clients’ challenges (the key reason we exist!).

Here at Quality Contact Solutions we partner with clients everyday who are looking for ways to help them overcome their business challenges. They turn to Telemarketing Services because they need a more productive channel than they are currently using. In some cases, they have aggressive growth goals and have heard what we can do. Some clients want to test a new strategy. Whatever the specific challenge is, at its root, is the necessity to retain and grow the business year over year. This was the biggest challenge of 2017 and with no doubt that focus will be continued in 2018. Continue reading

Best Daily Report Template for Outsource Telemarketing

By Melissa Oberle, Client Services Specialist

Outsource Telemarketing ReportOne of the biggest challenges with outsource telemarketing programs is that it’s not always adequate to measure program performance on a monthly or weekly basis. Sometimes the performance needs to be evaluated on a day-to-day basis. If you are serious on making such an assessment, below is an example of a good daily report template for an outbound marketing program.

Continue reading

QCS Named Top Outbound Service Provider by Clutch

Quality Contact Solutions (QCS) was recognized as a leading outbound services provider. To attain this position, QCS underwent a thorough analysis involving a variety of factors. Business analysts at Clutch, a ratings and reviews firm in Washington, DC, evaluated hundreds of companies across the world providing outbound services. Analysts took multiple criteria in their research, including the services a company provides, market presence within the outbound industry, and quality of work portrayed through verified client reviews. QCS made it into the top 10 list for best B2B appointment setting services, telemarketing, and B2B lead generation services.

Clutch B2bClutch LogoClutch Telemarketing Award

 

 

 

 

 

The central reason for QCS’s leadership position regards client reviews. Clutch analysts conducted comprehensive interviews compromised of elements that would help identify companies as high performers in the outbound industry. From these reviews, QCS proved to be an impressive service provider in ability to deliver exceptional results, increase sales, provide attentive customer service, and manage projects with efficiency.

Obtaining this position was no easy feat. As a company, QCS focuses on having dedicated, knowledgeable, and customer service oriented teams to provide exceptional results for each client. Delivering high-quality outbound services requires a mission to surpass client expectations, in which we are committed to and now recognized for.

Clients look to QCS for effective solutions to their business goals, and we proactively work to achieve them. To see firsthand what our clients had to say about our services and quality of work, we invite you to visit QCS’s Clutch profile. A few noteworthy comments include:

“Their time management is strong.” – IT Firm

“They have a strong capacity and are easy to use.” – Transportation Company

“[QCS] improved our revenue 23%.” – Products Firm