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.