A Valuable Sales Tip

Today I received a B2B telemarketing call that really irritated me.  I am usually very nice to B2B telemarketers.  But, today I had to get short with one who did so many things wrong.

First, he never asked me if this was a good time to talk.  It was not a good time to talk, but he just went on trying to sell me something.  Then he used industry lingo - lingo that is so new that I had to stop him to explain what all the abbreviations were.  Then to top it off, he talked too fast while he was explaining new technology to me.  I had no time to stop and think about it.  He never checked for my understanding, or even if I was his target market (i.e. qualified me).  Finally, when I had to tell him numerous times this was not a good time to talk, he kept going on.  At one point I even told him I was not his target market, but he still tried to sell to me.

If you are a B2B company, telemarketing can be a good tactic in your marketing plan.  However, there are some tips you should utlilize to  make a better experience for your prospect.

  1. Before you begin a calling campaign, identify your target market and the purpose of the intial call.
     
  2. Develop a script or outline that gets you quickly to the purpose of the call.
     
  3. Your introduction is key.  Identify your self, the company you are with and the purpose of your call.  Immediately follow up with, "Is this a good time to talk?" or "Have I reached you at a good time to talk?"  If the person says you have reached them at a bad time, apologize and ask when a better time would be to call back.
     
  4. Qualify the caller up front - make sure they are your target market so you don't waste your time or theirs.
     
  5. Do not use unfamiliar industry lingo.
     
  6. Have a clear call to action at the end of your call - close for the next logical step. 

B2B telemarketing can be very effective when done correctly. 

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