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Home > Blog > productivity

Tag Archives: productivity

Research – Preparation or procrastination? What lead generation companies believe

Posted on 22 April 2020 by bluedonkey

Research - Preparation or procrastination What lead generation companies believe

Lead generation companies know only too well that when telemarketers are nervous or procrastinating, research can suddenly seem like the most important thing in the world to them. Putting off calls can often begin with trawling a website, carefully looking up their products, services, and history, or mentally preparing for the dialogue they are expecting to have on a call. Though this sounds like a sensible and thorough way to prepare for a call – and there’s no denying that a bit of research can make a difference to the quality of your communication – spending time researching a company every time you make a dial is impractical and inefficient. Even just 5 or 10 minutes a call will add up to a lot of wastage over time. Not only is it unnecessary to the quality or the output of a call, research is time consuming so it will negatively impact your productivity and can prevent an organisation from getting the results it needs from its telemarketing campaign.

Productivity

Reaching key decision makers within an organisation takes lead generation companies on average between eight to twelve dial attempts. If a telemarketer spends minutes researching a company before picking up the phone for every dial their productivity will be severely reduced and it will take much longer to achieve their business objectives. At Blue Donkey, we’re used to making the most of every moment we’re working on a project so to give our clients maximum value, we’ve developed some methods for making our research more efficient and our call rate more productive. According to James Clear, author of the international bestselling book, Atomic Habits, productivity is a measure of efficiency of a person completing a task. We often assume that productivity means getting more things done each day. Wrong. Productivity is getting important things done consistently. And no matter what you are working on, there are only a few things that are truly important. Being productive is about maintaining a steady, average speed on a few things, not maximum speed on everything.

Research

Instead of looking through a company’s website before we pick up the phone, we begin dialling while simultaneously logging onto their homepage. This gives us the time we need to have a quick look through the products and services and to get a sense of who the company are and what they do. This is usually enough to provide lead generation companies the information needed to ask insightful open questions and get the person we’re calling talking. As well as boosting productivity, this mini research technique ensures our teams don’t develop unhelpful preconceptions about a business or how they’ll react. By avoiding assumptions, we can ensure we approach each call on its own merits and get more out of our interactions with key decision makers.

Benchmarking

Lead generation companies are usually outsourced providers hence everything we do at Blue Donkey needs to be benchmarked, measurable and based on best practice. Our time has to be deployed effectively on the phone, not desk researching. To help us to achieve time sensitive goals, we’ve developed a basic toolbox of telemarketing techniques including open questioning techniques designed to engage decision makers deeply and expansively about the things that are important to them. These tools give us the ability to gain a clear and compelling understanding of the products or services we’re representing. By using them in our working practices, we’re able to take on the voice of our clients and understand what it is they do, what makes them special, the industry they operate in and how the products or services we’re representing can help the decision makers we’re speaking to.

By turning research into a fine art and carefully honing our telemarketing techniques, we’re able to get some of the best results lead generation companies can offer, quickly and efficiently. To find out more, take a look around our site or contact a member of the Blue Donkey team.

Posted in Telemarketing | Tags: open questions, productivity, research |

Professional and skilled cold calling

Posted on 13 August 2019 by bluedonkey

pick-up on great cold calling

Professional and skilled cold calling is a compelling and effective route to gaining new business leads and growing a powerful sales funnel. We are only too aware of the infinite number of possible opportunities out there, perhaps with the next call.

Cold calling is tough, and it can send the best of us running for the hills. So no surprises then that when telemarketers are nervous about making a call, research can suddenly seem like the most important thing in the world.

Telemarketers who are unwittingly putting off making their next cold call, often begin by trawling their target businesses website; carefully looking up their products, blogs, and history, in the hope that they become ‘knowledgeable’ about the business. This sounds like a sensible and diligent measure, yes? We say no! Spending too much time in preparation can itself be the cause of failure in B2B telemarketing because you simply don’t have the luxury of time.

There’s no denying that in B2B telemarketing a bit of research can make a big difference to the quality of your communication. However spending five, ten or even fifteen minutes researching a company every time you make a call is highly impractical. Not only is it unnecessary, but research is time consuming, so potentially a waste of your time and your company’s precious resources. Too much research will put a serious dent in your productivity and can prevent your company from getting the results it needs from its B2B telemarketing.

Productivity and success

On average, reaching a senior decision maker in an organisation takes between eight and twelve attempts. If a telemarketer spends valuable time researching a company before picking up the phone every time, their productivity will be severely reduced and it will take them a lot longer to hit their targets.

In the UK we have some of the lowest productivity figures in the western world. Called the productivity puzzle the Office for National Statistics (ONS) continues to report that the UK struggles to keep pace with the demands of western economies, and again report Labour productivity for Quarter 1 (Jan to Mar) 2019, as measured by output per hour, decreased by 0.2% compared with the same quarter in the previous year, so the problem isn’t going away any time soon.

According to Snacknation however, it seems like more and more companies are adopting the motto “do more with less”. They propose some ways UK workers can adopt new habits to increase productivity at work. We like this one: try one thing at a time and do it for at least 21 days, the time it typically takes to form a new habit.

So, we suggest that for 21 days, you spend less than 90 seconds researching a company before you actually pick up the phone. Then start a dialog which includes some good open questions to get them answering your curiosity about who they are and how you can help them.

At Blue Donkey, we’re used to making the most of every moment we’re working on a project in order to optimise the value we deliver to our clients. So we’ve developed our own techniques for making our research more efficient and our call rate much more productive.

Research

Instead of looking through a company’s website before calling them we suggest dialling the number, while simultaneously logging onto their homepage. This enables a swift look at the products and services on offer before a conversation with the decision maker. This will provide us the information we need to ask insightful open questions and get the person we’re calling engaged in the conversation. As well as boosting productivity, this mini research technique ensures our telemarketers don’t develop any preconceptions about a business. By avoiding assumptions, we can approach each call on its own merits and get more out of our interactions. Remember the adage, assumptions make an Ass of you and me!

Our toolbox for successful cold calling

As an outsourcer, everything we do at Blue Donkey needs to be benchmarked, measurable and based on best practice not just simple compliance. We need to be powerful and effective on the phone, but we need to do it fast. To help us to achieve our time sensitive goals, we’ve developed a basic toolbox of telemarketing techniques. These tools give us the ability to gain a clear and compelling understanding of the products or services we’re representing. Enabling us to take on the voice of our clients and understand what they do, what makes them special, and how the  services we’re representing can help decision makers.

By turning research into a fine art and carefully honing our telemarketing techniques, we’re able to get great results quickly and efficiently. To find out more, take a look around our site or contact a member of the Blue Donkey team.

Posted in Telemarketing | Tags: open questions, productivity, research |

Why you don’t need to spend time preparing for each call before you dial it

Posted on 14 March 2017 by bluedonkey

Clock

When telemarketers are nervous or procrastinating, research can suddenly seem like the most important thing in the world. Telemarketers who are putting off their next call often begin trawling the target business’ website, carefully looking up their products, services and history, mentally preparing themselves for the upcoming call as they go.

Though this sounds like a sensible and thorough way to prepare for a call – and there’s no denying that a bit of research can make a big difference to the quality of your communication – spending five, ten or even fifteen minutes researching a company every time you make a call is very impractical. Not only is it unnecessary, research is time consuming. Too much research can put a serious dent in your productivity and can prevent your company from getting the results it needs from its telemarketing campaign.

Productivity and success

On average, reaching a senior decision maker in an organisation takes between eight and twelve attempts. If a telemarketer spends valuable time researching a company before picking up the phone every time, their productivity will be severely reduced and it will take them a lot longer to hit their targets. At Blue Donkey, we’re used to making the most of every moment we’re working on a project. We want to give our clients maximum value, so we’ve developed techniques for making our research more efficient and our call rate much more productive.

Research

Instead of looking through a company’s website before we pick up the phone, we begin dialling while simultaneously logging onto their homepage. This gives us the time we need to have a quick look through the products and services on offer and to get an idea of what the company stands for. With a bit of skill and practice, this will provide us the information we need to ask insightful open questions and get the person we’re calling engaged in the conversation. As well as boosting productivity, this mini research technique ensures our telemarketers don’t develop any preconceptions about a business or how they’ll react to the call. By avoiding assumptions, we can ensure we approach each call on its own merits and get more out of our interactions.

The toolbox

As an outsourcer, everything we do at Blue Donkey needs to be benchmarked, measurable and based on best practice. We need to be powerful and effective on the phone, but we need to do it fast. To help us to achieve our time sensitive goals, we’ve developed a basic toolbox of telemarketing techniques. These tools give us the ability to gain a clear and compelling understanding of the products or services we’re representing. By using them in our working practices, we’re able to take on the voice of our clients and understand what it is they do, what makes them special, the industry they operate in and how the products or services we’re representing can help the decision makers we’re speaking to.

By turning research into a fine art and carefully honing our telemarketing techniques, we’re able to get great results quickly and efficiently. To find out more, take a look around our site or contact a member of the Blue Donkey team.

Posted in Telemarketing | Tags: open questions, productivity, research |

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