Our Top Tips For B2B Sales Telemarketing
Using telemarketing to generate B2B sales is still one of the most efficient and successful ways to gain a prospects interest and eventually, their custom. Telemarketing is the favourite marketing method to boost sales, generate leads and arrange meetings with your corporate customers. Getting the call right, and converting those calls into a success, is something we consider an art at Team Telemarketing. With decades of experience, we believe we have a pretty good grasp on making the most of every single call we make, especially in B2B sales, here are some of our top tips.
UNDERSTAND & BELIEVE IN YOUR PRODUCT OR SERVICE
Before you even start making calls it is important with every new telemarketing campaign to have full knowledge, full understand and unlimited passion for the product or service you will be promoting. If you believe in what you are selling, the recipient of your call will likely believe in it too. Take some time to fully appreciate what you’re selling and get to know everything worth selling about it.
TOO BUSY TO TALK
Let’s be honest, a telemarketing sales call is one of the last things your B2B client is likely to be prioritising in their busy day, so keep your initial interaction short, sweet and straight to the point. Make sure your message is clear and concise and make sure you are offering to the personal interests of your client to keep them interested.
Collecting mobile numbers is key to ensure you are connected with the correct person and don’t spend your time tackling a receptionist to get hold of the decision maker. You also may find that you are more likely to catch them in between projects and daily tasks if you’re calling to a mobile as they are likely to be on the go, as oppose to a landline number that would restrict the use, likely at their desk where they are already working.
If you have worked in telemarketing or worked on a telemarketing campaign in the past you will be familiar with the dreaded gatekeeper, put on the end of the phone to dampen your dreams of a sale. Don’t be put off by them though, they recognise that their role is to prevent unnecessary calls, and they’re usually very good at doing so. Make sure that you tackle your gatekeeper in the right tone and with the right message. Ask for their help in delivering an important message to the decision maker and it is important that you speak with them to make sure they fully understand the message. If you really can’t get through, ask to be transferred to a different department that you may find will be more receptive and willing to allow you to connect with the right person.
BE PREPARED TO GET KNOCKED BACK
Unfortunately a certain fate that you will experience in telemarketing is getting knocked back by prospects, something every single one of those in the industry would have experienced more than once. Something you can control is how you react, how you deal with and how you prepare for objections. Before you make your B2B sales calls, work out all the potential objections you may incur with your product/service over the campaign, and note the ones down that you didn’t prepare for as you go through the campaign.
Once you have noted down all the potential objections, find the answer to them, find the positivity in the negative reaction and be prepared to deliver your response with confidence. Being able to quickly react to an objection will show your prospect that you really do believe in the product and that you were prepared to respond well to their query. Being derailed from your pitch is a natural and common occurrence, so don’t take it personally and don’t let it make you fear your next call, use these derailments as learning curves and conquer your next call.
Team Telemarketing are experts in B2B telemarketing, working with clients like the NHS and BT! If you’re unsure of where to start with your B2B sales campaign, we can help you deliver on your calls with our team of telemarketing experts, passionate about creating success on your campaign.