In this time of unlimited digital resources, a budding telemarketer would not have any problems with gathering information and advice on how to become proficient in his or her field. Experts here and there provide what things there are to know to be successful.
But there are also things that even books cannot teach. They’re more like significant tidbits of wisdom that only experience and credibility can bring about.
Some say that B2B telemarketing is all about the sales pitch. That’s only half true. The other half depends on your offer, and in order for your goal – which is to persuade a prospect to commit to a sale – to be achieved, you need to make your offer irresistible.
1. Learn how to “package” your offer
When talking to prospects, you don’t just create mental bullet points of key features of your product or service. You need to present them in a way that stands out from the competition. If you sell IT software, for example, you may talk about how this product was able to help a certain company, or how superior it is compared to direct rivals. Don’t just tell them that it’s good; tell them why it’s good.
2. Highlight the non-obvious perks
Of course you’ll be talking about how you could save them money and how more efficient their operations would be, et cetera. But those are palpable details and prospects are already kind of expecting them. What you also need to focus on are the good features that may not know about. Dwell on value. Dwell on investment. Talk about how this purchasing decision could impact their business in the larger scheme of things.
3. Add an incentive
Freebies always appeal to buyers. It gives that extra shove for them to commit to a subscription or agree to a sales appointment. But it shouldn’t be just any kind of incentive – as much as possible, give them something they could use in connection to their purpose of visiting your blog. On the flip side, don’t offer too many incentives; you don’t want to look like you’re too desperate for leads.
4. “Sense of urgency”
“Why would I need that?” – If you don’t have an answer when a prospect asks you that question, you will most likely have a hard time selling your stuff. Without a sense of urgency in your sales pitches, prospects would have no reason to even give your call its due consideration. Build your pitch around the reason why they need to make business with you – and fast.