Increase Telemarketing Efficiency with Auto-Dialers

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Increase Telemarketing Efficiency with Auto-Dialers

Businesses in the B2B market depend on their telemarketing platforms for effective lead generation and appointment setting. Aside from that, effective dealings with B2B prospects can only be attained through an effective calling infrastructure that realizes quality customer experiences and hence business possibilities.

But the main challenge has always been the same ever since: How can businesses achieve better ROI influx as well as produce quality clientele relations? This is worth investigating ad should be easily remedied by recent innovations in the field of CRM.

Along with smart marketing software, auto-dialers can be your tools of choice for improving your telemarketing performance.

Many companies in fact adopt auto-dialing software, integrating them with their existing lead management program for a solid marketing and sales operation.

But the reasons don’t end there. To increase telemarketing efficiency, we can point to numerous other instances in which auto-dialers save more money and provide a higher rate of conversions from prospects to paying leads.

A big productivity boost

Characteristic of a highly efficient call center is a highly productive team of callers. Using a combination of an automated lead management and nurturing database, businesses can eliminate the idle time waiting for a contact to pick up a call. Moreover, no longer would callers occupied with managing a large pool of prospect data than with honing their CRM abilities. They are able to get better at customer interactions.

Saves a ton of money

We’re not talking about a few bucks here. No, we’re talking about stashes of money that would have been wasted due to dropped calls. Consider this: you invested a large sum for setting up a telemarketing platform, expecting that you would at least be able to earn enough deals to cover your outlay. But without an auto-dialer, you would most likely experience high drop rates or to put it loosely, missed opportunities and a waste of a good investment. Auto-dialing software on the other hand ensures that each call would result in a sale.

Better sales prospects

Another fact to consider in telemarketing is that quality customer engagements likely end in a purchase. It has been revealed that automated process, from lead prospecting to lead nurturing, present optimistic buyer likelihoods. This is due to the ease with which an automated system provides personnel, as explored in the first point.

Streamlined and transparent lead database

This year will highlight the need to manage big data, therefore requiring bigger lead management budgets. When put to effect, auto-dialing can provide clear and accurate reporting on each successful call with an agent, thus encouraging better strategizing.

 

B2B Telemarketing Rules and How to Break Them (For the Best)

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B2B Telemarketing Rules and How to Break Them (For the Best)

Within the B2B telemarketing world, there are rules to follow. And often, we are made to believe that such rules constitute the straight path towards attaining short-term and long-term business goals. They should be regarded as Gospel truth; otherwise, expansion and increased revenue generation are rendered impossible.

Especially in B2B lead generation, rules are needed to steer a business towards the right path. But it has become evident that, with drastic changes in the marketing landscape, newer techniques have begun to supersede or revise these rules.

B2B telemarketing has changed a lot since the digital revolution. And although email and social media have become widely used marketing platforms, B2B telemarketing is still a relevant B2B lead generation channel. But can we say the same about the rules that govern it?

Today’s decision makers are tricky to begin with, considering that most of them have already adapted to new marketing innovations. And it wouldn’t do you any good to stick to conventional systems of B2B telemarketing conduct to satisfy their need for business solutions.

So, if you’re still dedicated to the following rules in your B2B telemarketing, consider breaking out of your comfort zone.

Apologize for the call

Apologizing for calling your prospect on such an inconvenient time is passé. In this day and age, you either call someone because you have something important to say or not call at all. There’s really no need for apologizing. But for your prospect’s sake, ask whether he or she has the convenience to talk with you.

Give complete details

This is another unnecessary move. Every B2B  telemarketing cold call should have a sense of urgency. And you just cannot attain it when you are bombarding the prospect with too much information he or she can consume. Often, less is better. As an added tip, only relay the most industry-relevant information in your arsenal.

Overemphasize your business

The problem with many businesses is that they see cold calls as opportunities to brag about themselves. This is taboo today, considering that people can get easily fed up with messages repeated over and over again. So, instead of focusing on your business’ capabilities, ask your prospect about the issues they themselves are facing.

Cling dearly to the call script. Okay, so call scripts had their heyday in the past. But today, they don’t work. B2B decision makers want real and intimate human encounters, which they cannot experience so long as you keep reading on an inorganic guide. Personalization is the key at present.

 

Lights. Camera. Appointment! Developing an Award-Winning Call Script

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Lights Camera Appointment! The Elements of an Award-Winning Telemarketing Script

These days, anyone can become a filmmaker. All you have to do is get a camera, get the proper funding from close friends and relatives, and prepare a script.

That last part however is arguably the hardest in the production process to pull off. You will need characters and a compelling plot if you desire a seat at Sundance or Cannes.

In the same way, a great deal of planning is also involved in B2B appointment setting and telemarketing.

Creating the next Pulp Fiction and converting a high amount of good leads are not far from each other in complexity. You can install the best production software and marketing automation system, but all these would not even give you a following if the final product – in this case, your lead generation – turns out to be crappy.

It’s not about unleashing a string of cheesy one-liners or incorporating delirious twist endings with Shyamalan-esque undertones. It’s more about your crowd, the time and effort they spend in watching your film and giving in to what they generally want.

With a telemarketing call script as engaging as Scorsese’s string of box office masterpieces (minus of course the excessive swearing), you might get closer to actually achieving something than Leo.

Get to the point

Most independent films feature unending dialogues. Some, Jim Jarmusch’s Coffee and Cigarettes for instance, involve a lot of nicotine and caffeine-fueled discussions, but still come off as interesting and satisfying. There are also dragging dialogues that do not do much except to make you run to the nearest fire escape. If you don’t want your prospects to do the same, we suggest you beef up your telemarketing skills and go straight to the point in your appointment setting.

Be linear

The nonlinear narrative was applied in full effect in movies like (500) Days of Summer and Reservoir Dogs. Then again, overdoing it wouldn’t do your audience any good. When scheduling and setting an appointment with a B2B prospect, make sure that your conversations follow a logical path that would end up in a confirmation. Don’t get lost in the conversation. For a nifty tip: use prompts to determine key talking points and keep the appointment setting discussion on track.

Prepare for a sequel

At the end of a certain film, people are often left unsatisfied, asking “What happened to that guy?” or “Why is the bad guy still alive?” You might consider a sequel, although you are expected to make the experience a lot better for your audience. But when it comes to appointment setting, you will also have to prepare just in case the initial contacts fail to deliver a conversion. Complement your script with teasers in the form of emails and stimulate a prospect’s anticipation. This will surely keep him glued to you until an agreement is reached.

 

How to Increase your B2B Telemarketing ROI and Profitability

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How to Increase your B2B Telemarketing ROI and Profitability

Companies within the B2B industry know very well that business growth wouldn’t be possible without an effective lead management platform. This is more true especially now that competition has become tighter and fiercer. Productive means of customer engagement are a necessity in achieving a good flow of revenue.

Outbound marketing methods are still widely practiced, with B2B telemarketing on top. On several occasions, marketers have found new leads via cold calling. Indeed, a majority of B2B companies that optimize their lead generation and B2B telemarketing platforms have found it either effective or very effective. But let’s consider the fact that this represents a majority and not the whole B2B landscape.

Now, while there are business executives happy with their marketing and sales infrastructure, there are also say 10 percent that are struggling with their telemarketing processes, or having none at all!

This can be due to the wrong impression that outbound channels do not present higher ROI outputs than digital channels.

In many cases, however, B2B telemarketing is not necessarily at fault here. Companies have their own CRM methods, and it is possible that these methods may have been rendered counterproductive. In other words, lead management channels are not properly handled to give their desired effects.

With increased profitability in mind, it is hence imperative to explore more effective ways to achieve efficient B2B telemarketing:

Research your niche

Not gaining enough revenue? This could be attributed to targeting the wrong personalities to enter your pipeline. Call yourself lucky to have generated a good amount of fresh B2B leads, but how sure are you that at least one of them is willing to buy your offers? You will need to identify certain demographic groups that express a demand for your brand of solutions.

Reinforce your marketing arm

A poor influx of interested prospects is a consequence of poor demand generation. For this reason, you will need to improve your branding platforms by providing up-to-date and industry-relevant content. Doing so will prompt the right decision makers to expect a call session from your telemarketing team.

Personalize your telemarketing messages

During a cold call, your staff will need to stay focused, not on selling but on building a nascent business relationship. Studies have pointed out that discussions centering on a prospect’s needs help build interest. So, as a tip, try to ask about issues and the types of solutions needed and build your sales pitch from there.

For an even better and more profitable experience in B2B telemarketing, it is always best to outsource to a lead generation company that offers the needed infrastructure and competency for lesser the cost.

 

Telemarketing Turning Points: How to Optimize Lost Opportunities

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Telemarketing Turning Points- How Lost Opportunities can be Optimized

In B2B marketing, you can never refuse the ability of traditional inbound techniques, most especially telemarketing.

If anything, telemarketing continues to be a preferable channel for many decision makers. It is seen as an effective way in fostering nascent business relationships. At least 28% of decision makers say that telemarketing makes them feel valued, based on a slideshow by SCI Sales. On top of that, the ROI it delivers is unmatched by that of any other B2B platform.

But however one sees it, the main issue is more of application. It matters if the company that is handling effective telemarketing operations for B2B lead generation and appointment setting. In many cases, not many marketers are that skilled or lucky enough to maximize their telemarketing opportunities. More often than not, opportunities to set a sales appointment are lost along the way, entailing a waste of time and resources.

No doubt rejections are a fact of life this side of the B2B world. But this shouldn’t hamper you from realizing short-term and long-term company goals.

There are concrete ways to turn rejections into better opportunities, and here’s how:

Re-assess along the way

Your telemarketing strategies need revamping from time to time. And it is necessary for a business to perceive subtle trends in its campaign’s progress. Key metrics such as conversions and ROI should be taken note. Knowing such trends can help in revising your present telemarketing strategies.

Improve your led nurturing via email

On the first contact, it is likely that a prospect defers his or her decision to set an appointment. They will rather reserve their decision for subsequent contacts. In between contacts, your marketing program should send out personalized emails that touch on topics that weren’t discussed during previous engagements. Moreover, emails allow you to control and influence a decision maker’s willingness to buy.

When rejected, move on

Much to your chagrin, you simply cannot do anything about sales prospects who are simply not interested in buying your products. In such a case, it would be best to leave it at that. You can always depend on your B2B lead generation campaign to prospect for decision makers that are sure to partner up with you. It’s tough choice, but with a little persistence in generating B2B leads, you might just improve your sales performance.

Telemarketing is not that easy. It’s not just about calling someone to make a sale. It is more about influencing others and solving pressing issues, tasks that an independent and highly competent outsourcing firm can live up to.

 

Cardinal Rules for B2B Appointment Setting for IT Services

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Cardinal Rules for B2B Appointment Setting for IT Services

 The IT industry can never live without an effective marketing plan. However, every industry is different. Lead generation process varies depending on your type of industry and your target audience.

We also need to consider the nature of marketing IT services. B2B appointment setting for IT products and services is a bit challenging. From the onset, it is a lot different from marketing for other industries. IT Directors and IT Managers are hard to reach. Not to mention having too many competition, you will have yourself a recipe for possible business failure.  

But get your hopes up. High profile IT leads are out there waiting for you to improve your appointment setting strategies in order to get ahead of others.

If you opt for higher conversions of IT leads, then check out these important rules that can surely do your B2B appointment setting campaign good.

Zero in on your targets

IT prospects are tricky to begin with. But careful prospecting and lead nurturing can provide ample openings for a long-term engagement. It starts with identifying what target audience your products and services can cater. Factors to look for includes:

  • Industry type
  • Company size (employee size and annual revenue)

Related: The Remedy for Unqualified Leads: Nurture Them Until They’re Ready

Study the competition

Know who your biggest competitors are and find out what they can offer is important. It lets you create marketing strategies and do better. Every appointment engagement focuses on what your company can do and what your products can offer that sets you apart from your competitors.

Related: The Perfect Response to “We Are Currently Working With Your Competitor”

Offer something new

Launching  new products every now and then, improving what your company can offer is necessary especially in the IT world where change is constant. New IT solutions increases the value of your services is what usually keeps the company from growing and become more competitive in the market. Strike up a conversation with a prospect about new company offers.

Related: Top Reasons Why IT Companies Invest in Outsourced Marketing

 

Stir up interest with content

It is also important to optimize your web content. Blog articles and downloadable materials can increase brand awareness. By creating informative contents that highlight the benefits of your products and services lets you guide your prospects in every tier of their buying process.

Related: How do B2B Marketers Craft an Industry Related Content

 

These rules can maximize your marketing efforts if applied properly. Employing an independent and marketing-savvy firm might just do the trick.

 

 

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Communication Solutions: How to Succeed as a B2B Telemarketer and not as a Chatterbox

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Communication Solutions- How to Succeed as a B2B Telemarketer and not as a Chatterbox

Communication is as essential as air. And as organic beings, we have this impulse to talk or write or gesture, due to the fact that “no man is an island” (unless you are Tom Hanks living on one with a volleyball for a best friend).

Moreover, human ingenuity has created ways in which we can surmount the geographic boundaries that challenge B2B telemarketers from achieving a closed sale. We have telephones now, and that’s a good thing.

But still, as much as we want to praise such innovations, we are still confronted by the psychology involved in making a done deal with a client.

Fortunately, here are some basic telemarketing ground rules to guide you before you go on a warm call campaign.

Show respect; Earn respect. Telemarketers are one of many groups subject to jokes at the office water cooler or the local watering hole. The fact that they are “annoying” or at times “needy” have prompted many prospects to simply hang up, say “I don’t have time for this,” or make wise cracks just for the hell of it. It may sound rather discouraging to aspiring sales reps, but really, the problem is more in the approach. Aggressiveness is a driving force for success. But if you take it to the extreme, it can only be misconstrued as annoying. Thus, always think of your clients as busy people who have a lot of time in their hands, and they may think of you with high esteem.

Be cordial. This could be listed under the previous item, but we should examine it as an independent fact. Being polite is the same as being professional. You want to be decent because you want your customers to know that you are not a typical B2B salesperson. As a matter of fact, you are talking to your client as a provider of solutions, whether the issues involve customer relations management or IT products for shipping companies.

Be clear and concise. There is a thin film separating annoyance and an actual purchase. And it would take a wrong choice of words to puncture through that film and lose a potential buyer. Telemarketers are supposed to be masters of the spoken word. Whether you are reading through a call script or invoking the powers of spontaneous sales speak, you should be able to talk about your company’s offers clearly and reasonable without striking a mental chord.

There are perhaps many more tips where these three came from, but these would suffice to give you that edge to in making communication work between buyer and seller.

Trust: The Foundation of a Successful B2B Telemarketing Campaign

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Successful B2B Telemarketing

Engaging your prospects seems easy. You simply pick up the phone and you just talk your prospect into closing a deal or setting an appointment.

It may seem like it, but B2B telemarketing faces certain challenges, the most profound being that there is no perfect approach in dealing with prospects, and no manual or call script can ever set an exact amount of friendliness to seal a close.

It’s scary, but not enough to turn your fears into a full blown phobia. It is just a matter of fostering trust with your prospects, and here’s how to do just that.

Know more about your prospects. Cold calls and appointments are rendered useless if you lack any pertinent detail on the potential buyer. The lack of research can only mean that you are not that into your prospect. Thus, you need to have a thorough understanding of your target market and the right lead generation marketing campaign.

Be time-bound. One way to irritate your prospects is to make every second you engage them irrelevant. This qualifies as bad practice that only wastes time more rather than solve problems. Make every instant you engage your prospect count, and you may count on them to make a referral.

Be polite (duh). It’s a universal fact we just can’t do away with. It is an innate impulse that seeks to manifest itself almost involuntarily because we have this incessant need for interaction. And it is indeed an important aspect of cold calls and other telemarketing campaigns, the successes of which are owed to such phrases as “Please” and “Thank you.”

Let your prospects talk. People love to talk. And what better topics than their concerns like having an ineffective marketing apparatus. Marketing is all about knowing specific problems and presenting solutions for them. So, try to give your prospect a chance to vent whatever issues they are facing and listen intently.

Ask more questions. As much as the prospect would like to talk, it is also important for you as a telemarketer to keep the conversation going by asking more questions. As you progress, the customer is more likely to know more about the products you offer if you ask them about their additional needs. It goes a long way, and if you maintain your customers’ interests long enough, they might like to set an appointment.

Building trust is like building a very sturdy bridge. You need sturdy materials in order to maintain a stable structure. Because a bridge is a metaphor of the relationship you and your prospect share, and it should be constructed t last long.

Tips to Become a Cold Call Connoisseur

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Tips to Become a Cold Call Connoisseur

In any endeavor, be it keeping touch with friends or collecting leads, nurturing social media platforms paves the way to achieving solid networks.

B2B marketers see in these platforms as very effective lead generation tools, but are they reliable, or else, effective? An ambiguous question merits an ambiguous answer. But for now, we should turn our attention to good old-fashioned telemarketing.

There are a variety of ways to approach telemarketing. But if you really want credible B2B results, then cold calling is the way to go, although many businesses often struggle in that area.

Here are some tips on how to effectively conduct a cold call campaign that can effectively gain leads and translate them to closed sales:

Keep your eye on the prize. It is important for you to know your prospects well. And this entails a lot of hard researching and constant observance of consumer behaviors. Also highly important is to know pertinent information on your contacts before actually calling them. You can use a variety of social media tools for this, like LinkedIn and Facebook. The idea here is to make sure they are the decision-makers you are looking for.

Work around the limits. Time constraints always pose a constant challenge to telemarketers. Efficient prospecting can be rendered useless if a target doesn’t pick up the phone. Imagine how much resource that would cost you. However, you can always anchor you campaign to follow a certain time frame. The period between 5 p.m. and 6 p.m. during the middle of the week are ideal for cold calls. Thus, it is imperative that you know your prospect’s local time well.

Integrate with social media. Always remember that marketing strategies is not done through an isolated method. Rather, it is an integration of new media methods and telemarketing. If you conceive of a B2B lead generation campaign based on social media, always complement your program with cold calls.

Hunt down problems. An effective cold call is one that engages a prospect, and this entails knowing what problems they are facing and how your company can approach them. Always assume that your customers have important issues to resolve and your task is to be their savior.

Draw a line. Not literally. What we are aiming for is correspondence and warm dialogue with a prospect. All your efforts will all go to waste if you keep on beeping them up. Your persistence could be read as a knack for annoyance. Like beer, cold calls are safe when kept within moderate boundaries.

We can never assume that cold calls are dead or dying. In fact, they are here to stay, and if you know how to wield them well, you can only expect conversion rates to rise.

Source: B2B Cold Calling Best Practices

B2B Telemarketing Tip: How to leave Effective Voicemail Messages

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B2B Telemarketing Tip: How to leave Effective Voicemail Messages

It is said that close to 20% of a marketer’s day is spent leaving voicemail messages. This might be because not all business executives are ready to talk directly to someone without first knowing the intentions. It’s undeniably a great technique for filtering unwanted communications.

Hence, despite this, there is a need to leave effective voicemail messages that interests a prospect so much that he or she may have no problem calling you back for an actual engagement.

Consider these important tips:

Create a reason for the recipient to give you a call back.

Don’t divulge too much information that may lead them to making an uneducated decision on your products or services. Orchestrate your message as a call-to-action. Provide key information without giving too much away.

Some do not have the time to listen to your message twice, so supply your number in the message at least twice so they can write it down.

Give them the option of returning your call at their convenience.

Do not state a specific time for them to return your call. If they are busy, then you have given them a viable excuse not to attempt to communicate with you.

Do not indicate to the recipient that you will call them back.

It makes you look desperate, may cause them to get annoyed, and will disengage them from the rest of the message’s information.

Do not leave messages at odd hours.

People will suspect that you are not confident and did not want to talk to them if you call at an hour when they most likely will not answer.

Before 8 am and after 5 pm are good hours to leave messages.

People who are aggressive workers are working before and after normal hours. If you call them at these times, they most likely will perceive you as one too.

Let the recipient know that you will be making several points in your message ahead of time.

This will eliminate the chance of them fast forwarding and missing pertinent information.

Voicemail is meant to be powerful and succinct. If you cannot relay information in a brief period, then it is not meant to be a message.

Do not leave your website address on a voicemail.

This goes back to the first point in not divulging too much information. The person can then make an uneducated decision about your products and services.

Try to avoid using the person’s last name. Using a person’s first name makes the message more personable.

Refer to a mutual acquaintance if possible. Be sure that the recipient respects the person and that the person will have positive things to say about you.

 

Related Post:

Ending a Cold Caller’s Nightmare: Steps to Bid Anxiety Bye-bye

Promoting Tech Products: Three Aspects of B2B Telemarketing you Wouldn’t Want to Compromise

You Say Potato, I Say Patato: The Real Score Between Telemarketing and Telesales

 

Source: Sales Tips for Leaving Voicemail Messages 

 

Establishing Business Relationships through B2B Telemarketing

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Establishing Business Relationships through B2B Telemarketing

Conversations over the phone between telemarketers and potential clients are the bloodline of B2B lead generation campaigns.

Despite the rising prominence of web-based marketing channels (blogging, social media, email), as well as the limitations of certain telemarketing laws and the Do Not Call registry, telemarketing is still very well alive and reliable.

But business transactions aren’t the sole purpose of telemarketing. These conversations can also foster clientele ties that, albeit not readily profitable, may be the foundation of future business relationships.

Not all phone conversations have to be aimed at setting appointments or closing sales. They can also serve as entry points in positioning your business within a prospect’s “circle of trust”. This is a valuable investment that could come in handy when the right time comes.

The customer service element

If a current correspondence with a prospect is not likely to bear fruits anytime soon, telemarketers can always wear their customer services badges instead and manifest a genuine willingness to help.

If you have the resources, allot a considerable amount of time and effort to exhaust all means for a client, and see if anything could be worked out. It may or may not be necessarily consequential to your bottom line, but why pass on the chance to make a difference?

Building a reputation of passion, one call at a time

Prospects are always in the lookout for businesses that understand their situation and are willing to resolve it. Sometimes, we get to bump into these prospects, yet we fail to establish a partnership because of reasons beyond our control.

Still, it helps to be regarded as a company that is worth considering and could’ve been a perfect match to their needs. Having that reputation in a prospect’s mind is an asset, and it could lead to more doors being opened.

Spreading the vibe

Satisfied clients tend to be generous when it comes to giving praise and spreading the word among their network of business people. But most of the time, satisfaction is not only measured by being able to meet the desired numbers and producing targeted results.

The quality of the output and the manner by which they were carried out are also important indicators of success in the client’s perspective. Their emotional satisfaction can be powerful enough to compel them to refer you to their friends with utmost confidence that you can deliver.

That is a level of esteem that most marketers can only dream of, and telemarketing can give your business that rare ticket.

 

B2B Telemarketing: Learning the Art of ‘Sales Talk’

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B2B Telemarketing- Learning the Art of ‘Sales Talk’

Some people are gifted with communication skills, not only in terms of being able to engage people in a smooth conversation, but also in terms of being able to articulate words and phrases that every unique person will most likely understand.

However, skills can be taught, too.

Even professional B2B telemarketers would benefit from constant training, especially in the midst of today’s evolving business landscape. It pays to know how effective your current conversational techniques are, which ones are not working, and what you can do about them, before your entire lead generation campaign topples down.

Remember, it’s not just about what you say; it’s also about how you say it.

They don’t need to know everything

Educating prospects is a good thing, but pieces of information that aren’t necessarily relevant can only do more harm than good. If it’s not going to help you bring the prospect to a decision, don’t bother saying it.

Break your entire presentation into small pieces and choose only what’s pertinent. Overdosing your prospect with so much information can only cause them to get confused and reluctant to commit.

Impart knowledge, not statistics

Numbers and figures may sound very impressive over the phone, but business people are looking for insight and knowledge. They want to learn more about their problem and how they can solve it.

So instead of saying “Our success rate has increased from 70% in 2012, 85% in 2013 to 90% in 2014”, you can say something like “The number of satisfied customers we’ve served has been significantly growing in the last 3 years”.

Talk like their welfare is your bottom line

Sales pitches can often sound too pushy that prospects can’t help but think that you’re only saying things to convince them to buy. Telemarketers should position themselves as people who are trying to offer help, despite the true nature of business.

Talk about their situation. Talk about how things can get better. After a solution has been established, that’s the time you can put on your sales hat.

Put things in perspective

Just because you think your product is effective doesn’t mean they should also think so. Just because everyone else is buying it doesn’t mean they should. What may be a perfect product or service in your eyes may not even be worth considering for them. Why should you accept this reality? Because each business has unique pain points.

That’s why it’s important for a telemarketer to know more about a business before making any offers. The more you know about their situation, the more you can customize your pitch to fit their needs.