Dealing With The Hassles Of B2b Outbound Telemarketing
Wits and guts is what you need when dealing with Business to Business telemarketing
. It is frustrating enough to do it on the field but it is more stressful when doing it on the phone. Business to Business telemarketing is simply nerve-rattling at times but it can be financially rewarding when done right. The scope of this ordeal ranges from lead generation to the actual sale. True enough telemarketing can be nigh on impossible to accomplish when dealing with a decision-maker who is always on the go, but its likely that the busier that all important prospect is, then the sweeter the deal potential. You tend to deal with the gatekeeper making you feel helpless especially when grasping for that monthly quota. You do have to realize that the opportunity is scares thus it would be best to strategically find a way to reach the decision-maker directly. Building rapport can definitely help.
The 1st step that nearly all individuals fresh to outbound telemarketing fail at is finding a way round the gate keeper, and generally the bigger the prospect, the better their gatekeeper is likely to be, but bear in mind, it is nothing personal - like you, this person is just someone doing their job, and chances are they probably take calls from 100's if not thousands of people a month, determined to try to sell to their boss. So is there a the secret?
In order to close a deal first you must open, and this is where many newbie telemarketers fall short, putting little focus in the opening of the sales process and expecting to do it all in the close, the sales funnel is a funnel. One that narrows and ultimately closes at the sale, and this funnel also represents the proportion of effort that needs to go into the sales process. Open strongly and the close will often take care of itself, open badly and you're going to be lucky to see the close.
Start work early. The best time of day to talk to many decision makers is during the start of their shift, let your prospect know that you work as diligently as they do. The chances are your prospect is far more relaxed and open before the routine barrage of important things and problems hits their desk. Statistics prove that telesales calls made during the day are more likely to be successful than calls about in the middle of the afternoon or after shift.
Always get to the point. Don't waste her or his time with long introductions or senseless talk, avoid aggravation - you have spent a large amount of effort to speak to them, so do not screw it up now. Keep in mind that your scripts are intended as guides. It doesn't harm to bend it just so long as you are capable of delivering its content. Above all else do not sound robotic, use your personality, try to find a connection and probe further to get their attention, lead your prospect to find their need rather than focusing on the information on hand, and make it a memorable experience- stand out from the crowd.
Learn not to take NO a bit too easily, I've often listened to successful telemarketing veterans say that no is just a YES in disguise - "if it was less than the price of a (enter something cheap here!) would you have it... well that's not a definite No then, we just need to get the figures right..." - try and keep a sense of humour, remember its called selling, not order taking!
Integrity is vital in the business, avoid false pretences when dealing with a client. Wrong information can lead to violent reaction thus can cost you your position and endangering the company. This is a serious offence to commit that will fall under sabotage.
Telemarketing equipment should be kept in good working condition. Unattended headsets or handsets can lead to misinterpretation thus disabling you to relay a clear message. When technical difficulties occur, it would be best to have a pen and paper handy for those vital notes.
You may make a hundred calls but only create a single sale in a day. Try to keep an optimistic outlook when dealing with telesales. Do not take the calls too seriously, and learn by your experiences. Definitely it is a stressful job but someone has to do it! As front-liners of the company, you may be the only impression many potential clients have of the business. Most importantly never give up, and take a leaf out of Edison's book and view each call as one step closer to success, not just another failure.
by: Steve Snett
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