subject: Veteran Telemarketers Know When To Take No [print this page] The pushy salesmen attitude is not as admired in the telemarketing industry as some people might think. With all the negative perceptions about the practice, do you really think veterans in the field would persist in a counterproductive attitude? They're not stupid you know. How else would they have managed to survive without doing away with what doesn't work?
Contrary to what the public believes, experienced telemarketing companies do tell their agents to take no for an answer. Now you might think that this is somehow a sacrifice on their part and you could go as far and say that said sacrifice includes their effectiveness.
You might be right but that's only until you reach that bit on their effectiveness. The truth is they have exploited other factors to keep their services effective and relevant to the current business scene.
Surprisingly, the first factor lies in the difference between B2C and B2B businesses. What most people usually think of when they imagine the annoying and pushy sort of telemarketer is in fact, the B2C variety. And how can it be classified otherwise? Does the average stay-at-home mom look like somebody eagerly awaiting a call from an ERP software industry? Of course not, but on the other hand, if we're talking about your typical business executive, who usually takes dozens of business-related calls a day, then it easily becomes less unlikely. Thus, you will see why telemarketers are now establishing themselves as a popular means of B2B lead generation.
The second factor is the minimization of cold-calling. Again, one of the things that brought about negative perceptions on telemarketing is the unexpected nature of telemarketing calls. Good telemarketing firms know how risky it is to engage in that kind of random calling so they do all they can to gather information beforehand to strictly limit the businesses they are pursuing. From working closely together with their client company to compiling a large and wide-covering business database, information has become the latest thing they've come to rely on in addition to classical qualities such as communication skills and the best equipment.
Speaking of which, the third factor is the business database itself. These companies try to do everything to get the best out of their long years in the business. Their databases are filled with contacts both old and new. The follow-up techniques they exercise ensure that it remains large and also up-to-date. In addition to that, they have expert data analysts who can help break down that vast information and present only the most qualified leads to their clients.
This makes accepting a rejection a lot less of a loss for the agents. Because this usually results in them having to pursue a long lists of businesses to qualify, they don't have to worry to much of one person saying no and with the accuracy of their data, the end result would still most likely have a majority of list becoming qualified leads. This makes it easier to discipline themselves to take no for an answer.
So the next time you feel hesitant towards outsourced telemarketing, why not contact a telemarketer yourself? You'll find that the pushy salesmen aren't there anymore.
