You have probably received a scripted call at some point in your life. Whether the person is trying to sell you a product or get you to donate money, they need you to listen in order to get their point across. While a script is a great tool to have during your lead nurturing process, it is not always the best route to take. Limiting yourself to certain phrases and descriptions could cause the prospect to feel insignificant and lose interest. Try giving yourself guidelines rather than a rigid form letter to read from when doing b2b telemarketing. Here’s a few examples of how you can use your own flexibility to your advantage.

Politeness and Professionalism

Pushy salespeople can often be their own worst enemy. They make their clients feel uncomfortable and the sales they do make are often one shot deals with few returning customers. Choosing to use business to business telemarketing to bring in new clients is an excellent step in the right direction, you just need to make sure you do it correctly. Being polite does not have to mean being a pushover. Introducing yourself to the person on the other end of the line in a respectful manner will often get you further than if you robotically state your company’s name and ask to be passed along. After your initial greeting, ask for the person you need to speak with as well as if they have the time to talk. Asking for permission is an excellent way to show that you are putting their needs above your own from the very start. Remaining kind and courteous may seem like an insignificant detail at first, but the further you get from that pushy stereotype, the better your calls will be.

The Do’s and Don’ts of Descriptions

You know everything about your services. You can recite your handbook from memory and answer any question a person could have. Knowing exactly what you’re talking about will give you a great advantage while speaking with an interested party. Keep in mind, however, that just because another business is in your industry, does not mean that they will automatically know what you’re talking about. Prepare a simple, well rounded, summary of what you have to offer. If, at any point, you feel as though you are losing your client’s attention, pause for a moment to see if they have any questions. Being considerate and attentive over the entire course of the call shows just how committed you are.

Overcoming Objections

Cold calling is an excellent way to bring in customers you never would have spoken to otherwise. It is often difficult to find others outside your already existent pool of clients which is why B2B telemarketing is so helpful. The downside that many come across is the level of difficulty. Your phone call is coming out of nowhere, often in the middle of someone’s business day. Handling their objections in a calm and informative manner could be the difference between making a connection and losing out completely. Do some research on the company beforehand. If you already know they’re a good fit for you services, it should only take a short conversation to convince someone that you can help. Also, by commenting on their specific concerns, you show that you are listening and able to answer any of their questions.

A script is usually needed for theater, television, the movies, and even radio on occasion. For telemarketing on the other hand, the company you’re reaching out to probably won’t know their lines. Be adaptable with your speech and you will likely see a better response. Everything from your greeting to your final word should be delivered politely and with an understanding of the person you’re speaking with. You know exactly how your product can benefit another business. Make sure they hang up knowing the exact same thing.