The usual pieces of advice such as “make your call more personal” and “listen actively” sometimes don’t count. No matter how telemarketers do it, circumstance often demand for a higher level of strategy to be able to convert prospect into a lead and eventually close the deal over the phone.
One of the obstacles of B2B telemarketing is how to effectively convince people that there’s an opportunity and that the prospect needs what you’re offering for them to eventually commit to a scheduled phone call, a face-to-face appointment or even a newsletter subscription. To achieve this, telemarketers need the right skills and the ability to do the following:
- Confidence over the phone
- Good communication skills and minimal fillers such as “uhm” and “ah”
- Become more conversational and not rehearsed
- Handle objections properly
- Probe and know what questions to ask to identify if there’s a need
- Empathize with the prospect
- Be optimistic
Consider these bulls-eye tips from New-Business-Leads.Blogspot.com to help you close more deals and become a successful telemarketer:
Research and Refine your Proposition
It’s important to know your audience before launching your product to make sure you are targeting the right person. If you have nothing they need or want, it’s worthless. So you must research in order to know who your target audiences are.
- Who they are?
- Where they are?
- What they want?
- What makes them buy?
- How you can assist your buyers?
Understand their buying motivations and challenges. One must also know in which part of decision making process are these prospects are.
Use your Credentials
It goes without saying that name dropping helps. If you mention that you have clients such as; Microsoft, IBM, etc. into your email, call or website, it helps remove any credibility issues from the get go.
So, think about who you can use as leverage when talking to a decision maker. If you can’t actually name drop or you don’t have these clients, you can still focus on what does your prospect need that you specialize in and emphasize on how they can benefit if they would consider your product or service.
Empower your prospect
When talking to prospects, you should be in control of the call and not them. There will be instances wherein they will try to be in control of the call and ask questions instead of answering your questions. What you will do? Take it back! Answer the question of the prospect and ask the question again for the prospect to answer.
Remember, the one who asks questions is the one who’s in control of the call. Here’s The Do’s and Don’ts When Doing B2B Telesales to guide you!
Persistence is crucial
You’re not considered a good salesperson if you’re not persistent nor doesn’t know the different buying signals. Too often, salespeople, telemarketers and small business owners abandon calls when they get immediate “negative” results. There are different reasons why prospects object such as:
- Telemarketer/ Salesperson
So you have to know where your prospects are before giving up. Find out How Many Call Attempts Should You do Before You Surrender a Lead.
However, you have to take note that being too persistent in not healthy for you and your prospect. Understand the reason why they object. Whether they don’t need it now, they find it too expensive, you don’t have what they’re looking for or they don’t have time to talk about it for now. Regardless of the reason, you have to respect at some point. Effective telemarketing means being persistent with the right prospect at the right time. Find out how we reach out to the right prospect at the right time with Smart Calling.
Use a good CRM system
Having a good tool is essential to record all important notes from the call for you to use when you follow up with your prospects. Notes such as:
- Information about your prospect
- Information about their current set
- When is the right time to follow up on them
- Their plans, timeframe, needs, etc.
Those notes may help you prepare before you follow up on your prospects which will help re-build rapport on the next call. Nowadays, there are a lot of cheap online hosted CRM systems available in the market. If you want good quality leads and reporting tools, many companies are offering B2B telemarketing services and lets you utilize their own tool to manage and nurture your leads and appointments.