subject: Things To Remember When Telemarketing For IT Leads [print this page] Things To Remember When Telemarketing For IT Leads
The environment of technology services and consulting companies is constantly changing, providing fresh opportunities to succeed and grow. Technology organizations consider services as favorable circumstances for income growth, generating higher margins and offering added value to clients.Marketing strategies have been developed and improved to specifically and efficiently promote and sell IT products and services. One of the leading methods continuously used these days by technology firms is IT telemarketing.We all know that telemarketing is a challenging activity, but it gets even more challenging when you are trying to market complex enterprise technology solutions and services. So what do you need to keep in mind when you are using the phones to market to decision-makers and influencers within the lines of business and technology departments of fortune 500/1000 companies? Technology buyers need sales people to understand that:They want something that is a "must-have", not a "could have". With tight budgets and the demand to continuously enhance IT infrastructure, businesses constantly prioritize and analyze. But, they will continue to purchase. Concentrate on how the service or product can really help them and position the offer as something that can land on their list of priorities.It is necessary to have a detailed knowledge of their business, concerns and pain points. Do not waste their time by asking questions that can be answered through research. Ask questions that can unravel issues and problems that might be resolved by what is being offered.Pricing should be addressed earlier in the process. While this may not work in some other type of telemarketing campaign and salespeople are trained not to mention pricing at the beginning of a sales discussion, it does in IT marketing. Prospects want to have an idea how much a technology solution or service will cost as early as possible.They want highly professional sales people with adequate communication skills. This is common knowledge in any type of profession. Right. But sometimes, sales people forget that prospects prefer a professional approach over the casual one. In addition, they want sales individuals to not only contact them, but utilize email and voice mail capabilities to get their message across more efficiently.They want to find out what and how things are done by other businesses in their industry. Testimonials work. This is a great means to help decision-makers decide. If salespeople can site a similar industry or situation, the greater the chance of the telemarketing activity has to succeed.A strong value proposition is a must. It all boils down to this, a value proposition that meets their specific IT needs will certainly lead to a sale, even in a recession.IT telemarketing is great way to market technology products and services, the key is in knowing what factors affect the buying process in the IT sector.
