How to Make Lemonade from Lemons…At All Levels of Ripeness

Lemons have gotten a bad rap. While they are not so great to eat directly off the tree, they are a useful and wonderful ingredient in everything from cleaning products to our favorite refreshments. A successful business person looks upon b2b telemarketing in much the same way: a key ingredient to a successful marketing program.

For the easily discouraged, business to business telemarketing can prove a particularly distasteful experience. More often than not, a prospect will be too busy to talk. If the prospect does have time to take your call, he or she will eventually confess that the company is not spending until the next quarter — or the next year! Everyone shares the same economy. Don’t take it personally and don’t get discouraged.

The difference between refreshing and bitter is a matter of mindset. Treat a b to b telemarketing call as if it is your first call of the day. Just because a prospect can’t see your face doesn’t mean that he or she can’t hear your attitude. In other words, any timidity, disinterest or gloom will shine right through that phone line. Smile while you’re calling to introduce your business to other businesses who can benefit from your product or service! And stand up. The simple act of getting out of your chair will increase your energy and sharpen your focus.

Remember that it only takes a lemon or two to make the best pitcher of lemonade. Set small, reachable goals. If there are 10 prospects on your list for the day’s b2b telemarketing campaign, the goal should be to have a valuable discussion with three of them.

Don’t expect to close a deal on the call, either. Realistic goals for cold calling include determining the quality of the prospect, stimulating interest in your services, agreeing to mail the prospect more information and/or setting an appointment Business to business telemarketing will open doors so that when your prospect becomes a decision maker, you are on a first name basis. And that’s sweet.