How Do I Get Them to Like Me?

Quite simple.  Target your B2B2 Telemarketing campaigns to organizations who can truly benefit from what you have to offer.  Take the time to get to know your prospect before you ever pick up the phone.

There’s an age old saying “No one cares what you know until they know that you care.”   Nowhere is this more true than Business to Business Relationships.  Why would a company want to invest time, money and resources with your product if you don’t first take the time to get to know them?

In B2B transactions, there is only one chance to make the great first impression.  If you are smart about it, the time that you spend getting to know your prospects before conducting a Business to Business telemarketing campaign will reward you immeasurably. And prevent you from wasting your time “barking up the wrong tree”.

First, think about who to target for your B2B telemarketing campaign.  Look at your past customers and see if you can find similarities that will allow you to find the folks who generated the most revenue for you. From there you can find prospects with the same demographics. Check out their Web sites. Look for any coverage they might have received in the media or in industry journals.  Look into their competitors.

To build a list for a truly successful Business to Business Telemarketing campaign, you want to know not only what the prospects do, but also how they do it, and in what areas the companies have succeeded and in what areas they have failed.  This way, you can demonstrate from the outset how your product will bring value to what they do.

This research will allow you to create a viable prospect list by eliminating companies that are not appropriate targets for your services (no need to cold call a fish if you’re selling bicycles) and it will leave you well prepared. The goal of Business to Business telemarketing is not only to talk about your company, but also to encourage prospects to talk about their company and their needs.

So what happens if you have completed your research, compiled a great list for your B2B telemarketing campaign and still don’t feel comfortable making that initial call?  Check out our eBook, Cold Calling for the Clueless, and put those jitters to rest.