B2B telemarketing that brings appointments, not just calls
Telemarketing has a poor reputation because it is often bought by volume. We treat it as a sales process: first we work out who is worth calling, then we build the message, then we pick up the phone. The call is the last step, not the first.
What we mean by B2B telemarketing
For us B2B telemarketing means one thing only: putting your sales reps in a room with someone who actually has the authority to sign. Not generating a volume of conversations, not filling a report with attempts, not leaving a list of lukewarm contacts in the hands of your sales team.
The practical difference lies in the work done before anyone picks up the phone. A well built campaign already knows which kind of company to talk to, what problem those companies have today and which words are worth opening the conversation with. A badly built campaign finds these things out by calling, and finds them out at your expense.
How we work, in four phases
The method is the same on every campaign. What changes is the content.
Market diagnosis is about understanding which problem your company solves better than the competition, and therefore which kind of company it pays to talk to. If you are looking for something new, we identify the right pain point; if you want to consolidate, we strengthen your presence with the customers you already have.
Building the message produces the scripts and sequences for phone, email and LinkedIn. They are written around the real pain of your prospects and in your own words, not with slogans recycled from other industries.
Running the campaigns is the visible part: we call, qualify and book. The appointment is confirmed the same day or the day before, and if it falls through we reschedule it ourselves.
Continuous optimisation closes the loop. Every week we look at the numbers and adjust scripts and lists. The first measurable results arrive in 90 days, then the campaign improves month after month.
What we measure, and what you see
Number of calls, call duration, appointments booked, confirmations. These are the four numbers that tell you whether a campaign is working, and every one of them is tracked.
This means that at any moment you can know what an appointment cost and how many you need to close a contract in your industry. Without those numbers telemarketing remains a gamble, and you cannot optimise a gamble.
Industries we have worked in
Optics and retail, automotive, food and horeca, industry and subcontracting, events and venues. We also work on a white label basis for other agencies that need the telephone side of the job.
In addition, we support foreign companies entering the Italian market and Italian companies expanding abroad, with a localised sales network and scripts.
What we need from you
Less than you might think, but not nothing. We need three things, and without them no campaign gets off to a good start.
The first is understanding what you really sell, which is often not the same as what is in the catalogue. The second is knowing which customers have worked out best for you, because that is where we rebuild the profile of who is worth looking for. The third is real availability in your sales reps’ diaries, because booking appointments nobody can attend is the quickest way to burn a good list.
We take care of the rest: lists, scripts, calls, confirmations and measurement.
When telemarketing is not the answer
We would rather say it up front. If your product has a sales cycle that closes on its own online, if the average contract value does not cover the cost of an appointment, or if you have nobody who can go to those appointments, telemarketing will cost you more than it returns.
There are also cases where the call works, but not on its own: highly technical markets where the decision maker wants to see material first, or industries where trust comes through references and physical presence. In those cases the phone call is one part of the job, not the whole job, and it is worth setting it up that way from the start.
How to buy
We start from an analysis of your customer base and your target. From there we build the proposal around the volume of work that is actually needed.
Call +39 347 830 5930 or write to clienti@alis.srl for an assessment.
Frequently asked questions
Does B2B telemarketing still work?
It works once it stops being a volume campaign. A list profiled on the right decision maker and a script built on their real problem produce appointments; a generic list and a standard script produce rejections. The difference is not the channel, it is the preparation.
How long before we see the first appointments?
The first measurable results arrive in 90 days, and they improve month after month as we refine the script and the lists.
Do you make the calls or train our agents?
Both, depending on what you need. We can handle the telephone side ourselves or take care of training and coaching your agents, right up to supporting them in negotiations.
Let’s talk
If you want to find out whether this makes sense for your company, the quickest way is to send us a couple of lines on what you sell and who you sell it to. We reply with an honest assessment, even when the answer is that we are not the right choice.
Write to clienti@alis.srl or call +39 347 830 5930, every day from 8:30 to 18:00.