Asking the Right Questions

Telemarketing is a part of our daily lives. We get phone calls all the time telling us why we should buy a product that is far superior to all the rest. Reaching out to a business is different than it is with an individual. There are multiple factors involved that you have to take into consideration before contacting a new lead. B2B telemarketing services gives companies the opportunity to have a person to person conversation about how a product can help a business. It’s a mutually beneficial process that, when done correctly, will keep both parties on the right track.  Lead nurturing is an essential part of this process. You need to make sure you get your point across while addressing questions so you don’t waste their time or yours. To streamline the entire process, you should know beforehand what questions you should be asking and when to ask them. Here area  few ways you can make a real impact with your conversation.

Before the Call

It would be nearly impossible to run a modern business without the help of the internet. Sure, some may still like to look up numbers in the phone book, but the vast majority of people are going to type what they need into a search engine and take a look at a website. Thankfully, this will give you a leg up as well. You can learn a great deal from a company’s internet presence. After you’ve gone through your lead generation and lead qualification processes, begin taking notes on those who show some promise. See if you can find the name of a buyer, and look into the number of employees they have. This could be used to determine what types of packages you should be offering and who to offer them to. Getting this type of research out of the way will make it so you need to ask fewer questions up front, leaving more time to get to know your client.

Essential Information

There will be an immense amount of information that a customer either does not want on their website, or may have just forgotten about all together. After all, they did not design their site so other companies could try to sell to them. You know what type of details you need. Make a list and be sure to ask about anything you could not find online. Getting all this out of the way during your initial conversation will give you a better idea about how you will be able to help them. Think about a person who would typically buy from you. What types of questions did you need to ask? Does location matter? Have you thought about shipping costs? Every detail is important when it comes to making a sale, when you take the time to make the process easy and straight forward, your customers will notice.

Keeping In Touch

It is rare to make a sale with one phone call. It does happen from time to time, but you need to plan for the majority of the calls you make, not the outliers. You are going to be bombarded with new information after you first make contact. Before you reach out again, take the time to sort through and organize all the details that you have available to you. Whether it was from your initial research, or your first conversation, take a step back and look at the bigger picture. Are there any blank spots? Are there any places that you could bring into focus? With any luck, your next conversation with a customer will be easier. You will have gotten introductions out of the way and you hopefully already have a feel for how the company operates. It is at this point that you can dive deeper into what you want to sell them. Depending on the nature of your services, think about upgrades or subscriptions that would be useful to them. Remember to take into account the research you did earlier and only offer something they can use. If a company only has one small office, there is no point in offering a deal on twenty copy machines no matter how good the price point is. Show that you’re listening, and you’ll be well on your way to making a sale.

Think back to a conversation you’ve had with a telemarketer. Regardless of whether you bought the product or not, you can probably think back to both good and awful phone calls. The good ones will usually get to the point in a clear and concise manner. They will make inquiries into your current situation as it effects their product. You want to be remembered as one of the good calls. When you present yourself as someone who is prepared for an in depth conversation, you can showcase your services and display your understanding of their business all at the same time. Direct questions that pertain to the sale of your product will streamline all future communications. A tighter grasp on what others are looking for will make selling to them much easier. After all, you already know what you have to offer, keep your conversations on track and others will see it too.