Strategies to Succeed at B2B Telemarketing
If you work it the right way, you could find that actively telemarketing to businesses can help to generate plenty of new leads. You will need to find skilled communicators for this type of marketing, though. That’s why some businesses choose to outsource telemarketing even though it is more expensive than calling consumers. You might also find it more practical for your budget to make those calls on your own. You will need to learn how to write effective B2B scripts, but there is plenty of help online for that. This article will look at some helpful tactics that can help you on your way.
Perception is a critical aspect of almost everything and that’s one thing you need to capitalize on. If the gatekeeper perceives you as an important person, her reactions and behavior will differ significantly. She will want to avoid upsetting you, despite the fact that she likely has no idea who you are. Therefore, you need to behave as if you were in senior management or another important person when you make the call. You’ll have to get a little rehearsal in to make sure you sound right and aren’t pushing it too far. Consider the fact that a senior manager has a lot of confidence, is quite secure and certainly expects to be treated much better than anyone else. You will know virtually instantly if you are successful from the tone of the person on the other end of the line.
Hiding how you feel about people and your normal attitude is almost impossible as the truth eventually slips through the cracks. That’s why you must be positive or at least neutral in your feelings toward the gatekeeper. Consider the fact that if you are negative, all your discussions with that person will be tainted by your feelings. You might end up looking down on them without it occurring to you and your conversation might become somewhat argumentative. Of course, that person will be able to tell that you have something against them and the barriers will go up. Instead, everyone should be seen as ally material.
When B2B marketing is involved, realize that you have to be patient and not egotistical. I can tell you about a certain telemarketer who stop using the generic script. She started using her own script because the generic one was not correct. When she did that, her sales increased dramatically and very soon she was the top telemarketer in that small business. Obviously, her employer noticed what was happening. When they inquired about why she was so successful, she told them that she had modified the script. Her boss demanded that she use the original script at once. The badly converting script resulted in her not making as many sales , which was more in line with her co-workers. In a way, telemarketing is usually the result of reaching the decision-maker of a company. If you can’t, there’s not much you can do. It has found success. The type of marketing really does work. It’s all about being the right type of person for the job. If you have the right communication skills, you will definitely be a success.
About The Author Rob Sigg
The author, Rob Sigg, is the President of
Performance One Media, a major marketing company, based out of Denver.
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