Allow your team to innovate and improvise
It’s often more valuable to give your team a set of key timor-leste cell phone database points to cover in each conversation (thus allowing them to adapt the pitch as they see fit), than insisting on scripted conversations.
Micro-managing your team’s conversations can limit the rapport they develop with prospects, and can lead to the perception that your company lacks personal touch.
Knowledge is king
Arm your team with clear, concise information about the product or campaign they are promoting.
Just as you would read up on your client before heading into a face-to-face meeting, so your telemarketing team should be briefed on each new prospect they approach.
Make sure your B2B marketing data is detailed enough to give you this information.
Vary call times
Key decision makers often operate outside the normal 9-5 working hours of a company’s ‘gatekeeper’. Early morning and evening calls can result in easier access to those with whom you wish to speak.
Finally, don’t let your team think or act like B2C telemarketers
Most B2B buyers are receptive to telemarketing calls – it’s their job to procure products for their business. A structured, personalised and professional approach to each call is most likely to have a positive outcome.
In a recent B2B lead generation survey, 31% cited telemarketing as their most effective lead generation channel, falling behind only email (42%) and live events (35%).