Throw the Objections Out the Door

Every time you pick up the phone you give yourself a chance at bringing in a new customer. In the beginning, calling companies out of the blue might feel awkward, but as soon as you get your footing, it will become second nature. With B2B telemarketing, you can do everything right, and still fall short. Even if your lead generation and lead nurturing techniques are perfect, the person on the other end of the line could still have a list of reasons as to why they don’t want to work with you. Before you throw in the towel, try to overcome their concerns. Take a moment to consider what you could say to get people on board.

Prepare Yourself

You can go into a call with the perfect script and a great attitude. You might even have the best product on the market. None of that will matter if the other person doesn’t want to listen. Going into a conversation with someone who seems like the perfect fit might lead you to think it will be an easy sale. At that point, having that company tell you they’re just not interested would be a huge blow to your confidence. Change your viewpoint to make sure you aren’t caught off guard. Before you dial a new number, expect to be met with some resistance. Cold calling will help you bring in customers, just don’t get too discouraged if you have to put in some extra work.

Common Challenges

If you already use B2B telemarketing for your company, you’ve surely heard it all. If you’re just starting out and you think it could be helpful, it’s good to know what you may be met with. There are typical responses from people who either think they aren’t interested, or just don’t want to listen. For example:

• “We don’t have time right now”- While you always want to respect another business’s schedule, you still need to spread the word about your own services. People are always going to be busy, so try to schedule a better time to call. That way they will be expecting you and will listen to what you have to say.

• “You’re out of our price range.”- You’ve surely set up your pricing to give customers the best deal. If someone genuinely cannot afford you, there is not much you will be able to do about it. Before you forget about them though, keep them in mind for the future. If you are ever running a promotion or lowering your prices you can try again.

• “We’re using a different company.”- Competition is a part of business. Looking into rival companies before making calls could end up getting you more clients than you thought. If someone tells you that they’re already using a similar product, you can explain what you can do for them that others can’t. Mentioning key points could be enough to sway customers to your side.

Befriend the Gatekeeper

It would be great if you always had a direct line to the exact person you need to speak with. Sadly, that’s rarely the case with cold calling. More often than not you’re going to have to use the main number and be transferred all over the place. You might think that you want to get past the person who answers the phone as quickly as possible, but that’s not always the best thing to do. The boss is probably going to be busy, or in a meeting, or out of his office. The gatekeeper, however, will always be there. Try making small talk and giving a brief description of you and your service. You might have an easier time getting to the right person if you don’t seem like a complete stranger. You may also find that there’s a different person you should be speaking with altogether. The gatekeeper holds the keys, make sure you’re always choosing  the right one.

Business to business telemarketing has its highs and lows. It is easy to become discouraged with rejections and excuses. While a certain amount of negativity should always be expected, it should never dissuade you from your ultimate goals. Be prepared for what you might face, and have responses ready to go. Be friendly to everyone you speak with and you’ll be able to make new connections with those who can help you. Bringing in new customers is always going to be a priority, do everything you can to make sure you spark their interest.