Basic Outbound Telemarketing Basics from DMA Portland

Successful B2B telemarketing is different than marketing to consumers and requires greater skill. DMA Portland trains people on this every day. Moving past the gatekeeper is the first obstacle you will have to encounter. As the word implies, this is the person who is charged with screening all calls for the person you want to speak with. You want to speak with the decision-maker at each business that you call. How well your message is crafted will make all the difference in the outcome.

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Perception is a critical aspect of almost everything and that's one thing you need to capitalize on. If you project the aura of someone important, the gatekeeper will treat you differently. She will want to avoid upsetting you, despite the fact that she likely has no idea who you are. Thus, when placing the call, you need to act like an important person or someone in senior management. The key is to practice and not exaggerate. 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.

Your general attitude and impression of people always have a way of coming to the surface. It is therefore critical that you adopt a positive or an impartial sentiment for the gatekeeper. All your interactions with that person will be tainted if you have a negative view of them. You might end up looking down on them without it occurring to you and your conversation might become somewhat argumentative. The barriers will pop into place because the person will sense your negativity. Instead, everyone should be seen as ally material.

If you don't intend to use a script for B2B telemarketing campaigns, at the very least think about creating some simple guidelines. The worst thing is using an impromptu message with what you think is important. If you don't feel you can do this, hire someone to do it for you. Your message should be clearly structured so you're delivering the important points at crucial times. For instance, any immediate benefits to your product or service should be highlighted. Your information then has to be delivered in the best possible way over the phone. Remember that marketing and this includes B2B marketing will involve your contacting the same people. You will have to try your leads at least six or seven times when using email or other types of written contact. DMA Portland states that this also applies to telemarketing, so be patient.