Friday, May 4, 2012

B2B Tele Prospecting Tips

How does your business to business company perform tele prospecting? Are you sure that your practices will be able to produce positive results? Here are a few tips to help you make the most out of tele prospecting for clients in Australia:
  •     Call more than one contact person in a company - when you have done your research properly and are confident that a particular business lead is qualified yet a gatekeeper is keeping you from reaching a decision maker, don’t hesitate cold calling another person within the company that can lead you to the appropriate executive.

  •     Always ask open-ended questions - questions that can be answered by a simple “yes” or “no” are not as effective in qualifying business leads. Formulate your questions so that your prospects will be the one talking about their company.

  •     Contact using more than one channel - when the first tele prospecting attempt is rejected, follow up with other ways of connecting with your business lead. Try voicemail, email, sms, even direct mail if needed. Remember to construct communication through these channels in a way that delivers your message engagingly. Ideally, these messages should be short and to the point to avoid dragging the reader.

  •    Focus on the problem that your business leads are grappling with - or the problem that you have identified. Center your questions around this important detail and you will be able to engage your business leads in a more meaningful (for the client) conversation.

  •    Listen attentively - don’t forget that telemarketing scripts are mainly for reference, so it’s alright not to follow it to the hilt. Listen to what your business leads are talking about and respond accordingly.

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