What Are You Going to Say?

Once you have put together a good list of quality prospects for your B2B Telemarketing Campaign, it’s time to further qualify your list and your test the effectiveness of you pitch with a well scripted call script.

I know, I know. We have all received the B2B Telemarketing Call that sounds as if it were made by someone well outside of Boston (most likely on another continent!) At the same time, how many phone calls have you received from someone who sounds like they are on the first day of the job? When you are on the phone with the customer of your dreams, the last thing you want to do is waste their time and lose their interest.

So what are the right pieces of the winning B2B telemarketing script? Obviously, start with a strong introduction. Practice saying this several times, including the decision maker’s name so that you sound confident, even if you make a mistake. Be sure to ask for the correct pronunciation of the person’s name and apologize if you have mispronounced it.

Generally, the first call is an introduction, not an interview. Expect to get two solid qualifying answers on this call. If the person is really interested, you may get as many as four. But be happy with two and an open door to take this call to the next level.

Once you have made it through introductions and determined that you are speaking to the right person, give a simple and concise explanation of your product or service and nature of your call. Then, ask permission to speak with that person now. If this is not a good time, be sure to agree on a time to speak again before closing the call.

If you are still on the call at this point, congratulations! Your business to business telemarketing has advanced into a much warmer call! Now is a good time to carefully begin to ask qualifying questions in order to gain information, gain credibility and gain an appointment. It is also a good time to share additional benefits of your product as you listen carefully and customize the conversation to their business needs.

Be prepared to compare your product in a positive way to the offerings of your competitor. As the call continues, don’t forget to ask for the appointment.