DMA Portland on Telesales Hints

Learning about B2B telemarketing might seem daunting only because you are required to get past the senior admin, says the leading telemarketing company, DMA Portland. You can find all manner of unusual tactics from the slick to the absurd. But just like any other kind of marketing, sticking with reputable approaches is smart. Think about the importance of building up the reputation of your business and how you do not want to put a damper on it. Because the secretary knows dishonest people when sees them, you should just bite the bullet and talk honestly with her. Secretaries know what you are trying to accomplish and will give you the time of day if you are selling something worthwhile.

You have to capitalize on the fact that perception can influence almost any situation. The gatekeeper will react differently to you if she thinks you are someone important. Even if she has no idea of your identity, she will want to avoid upsetting you. You will need to act like someone high up, such as a senior manager or other important person, when you call up. You don't want to overdo it, so you will have to rehearse a little. Someone in senior management, for example, is likely to be more confident and self-assured, and will likely not settle for being treated like just anyone. You will find out how successful you've been almost instantly from the manner in which the person responds to you.

Lots of telemarketers debate whether it's worth using a script during calls or not. Some people recommend them while others do not and both sides have good arguments. Obviously, there's nothing worse than sounding as though you're reading from a pre-prepared script. People who repeat information from rote memorization often end up sounding monotonous and robotic. What you should test out is loosely following a script, but be sure you know the important points. Another positive option is to consider what possible responses you might receive and plan some responses.

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You will come up against some highly experienced gatekeepers along the way. You simply won't be able to go through them, irrespective of what approach you use. The best approach is to be upfront if you feel that the person on the other end of the line is a powerful opponent.

Ask her, in this case, if she'll let you send some details to the person in charge. Once the information has been delivered, you can ask if it's alright for you to call back and speak to the person you are attempting to reach. You'll need to judge the response you get and take further action based on it. Be respectful but also professional, polite and never sound desperate.

Trying to reach the right people past gatekeepers can be a source of frustration. Those people are hired to make sure telemarketers can't reach those people in decision making roles. So work on keeping your tone pleasant, friendly and professional. Be honest and sincere about why you're calling and don't stoop to trying to deceive them. You may find that getting caught could shatter any chance you ever had of working with that company in the future. Check out the resources for DMA Portland above for more information.