Giving A Great First Impression To Your B2B Target Market
Standing out from the crowd can be difficult in such a high density market in the modern and digital age, especially when it comes to making B2B telemarketing calls. The most important approach you can make is by giving a great first impression to your prospects, and in this post we’re going to explain how you can do this.
DO YOUR RESEARCH
When it comes to B2B telemarketing it is imperative that you make research of the company you are trying to sell to a priority. Not only researching the business, but the decision maker themselves too. Calling will not only arm you with a number of ways to overturn objections based on your research but will also earn the respect of your prospect for taking the time, and give you a boost of confidence when making the call that will translate brilliantly through the call.
TIMING IS EVERYTHING
Being considerate of your prospects time is essential for creating a great first impression.
A very simple open to the call asking “How are you today?” can give you a better understanding of the type of information you would discover through body language, and gauge whether you have called at a good time. Making sure to listen to your prospects tone of voice and making an educated decision about whether or not this is going to be the right opportunity to sell to and try to engage them into a sale of your products and services.
If you’re getting bad vibes or your prospect informs you quickly that you’ve called at a bad time, reschedule or casually tell them you will call again at a time that is more convenient for them.
DISCOVERING THE OPPORTUNITY
Once you’ve captured your prospects interest with a confident opening, it’s time to discover whether there is an opportunity to be had.
You can do this by asking open-ended questions to encourage the prospect to talk and help you to qualify them. Whilst demonstrating that you’re organised by preparing these queries in advance. Some good questions to ask include:
· What are your responsibilities?
· What problems are you facing in (your area of expertise)?
· Have you tried to solve these issues? If so, how?
· What solutions have you considered?
· How soon do you want to find a solution?
· Do you have a budget to address the situation?
· Are you the decision maker? Who else is involved in the decision-making process?
Asking five or six questions of which the answers should give you an indication whether there is a business opportunity. Making sure you identify problem solving opportunities in the business that can be benefited by your product or service is a great way to cease the opportunity and make a great first impression.
Team Telemarketing have a great team of B2B telemarketers that can help you to identify prospects and opportunities to turn leads into sales, with years of experience.