“The only way on earth to influence other people is to talk about what they want and show them how to get it,” said Dale Carnegie in How to Win Friends and Influence People. Since business development is all about influence, that’s a statement worth etching into your mind.
But first, how do you know what other people want to talk about? Ask questions and listen.
So, listening is a critical skill for all business-to-business telemarketers. It enables them to understand a prospect’s situation and respond with relevant questions and insightful answers. And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. When you listen, you can more easily empathize with a prospect. Also, when you listen, you demonstrate respect, enhancing the chances for business collaboration, problem solving and developing a win-win situation.
“There can be as much value in the blink of an eye as in months of rational analysis,” wrote Malcolm Gladwell in his book, Blink: The Power of Thinking Without Thinking. Clearly, many of us believe this as we make snap judgments about the people we speak with on the phone, deciding in a flash whether we’re going to continue a conversation or bow out.
First impressions are powerful. And if you’re trying to create B2B sales opportunities, you want the first impression you make on a phone sales call to be pleasant, professional and engaging so that your contact is happy to converse with you and you’re able to accomplish your goals.
“Success is where preparation and opportunity meet,” said Bobby Unser, one of only 10 drivers to win the Indianapolis 500 three times or more. If you want to be a winner too, prepare for professional, goal-oriented phone calls as follows.
If you’re making a cold call, you are likely reaching out to business people in targeted industries. Do your due diligence to unearth the issues and trends in each industry and how they impact the benefits your products or services provide.
When you’re making a warm call, dig a little deeper. For example, let’s imagine you’re following up with Mary Jones. She provided her contact information and company name, Healthtest, when downloading a white paper from your website. You should:
With this knowledge, you can prepare to talk with Mary about how your offerings align with her needs.
Once again, your opening statement will vary depending on whether it’s a warm or cold call.
If you have a web form which asks people what they’re looking for, you can incorporate this into your opening statement. For example, at 3D2B we might start a conversation in an open way, saying “I received your inquiry into our services and see you’re looking for help with a lead generation program, how can I help you?”
It’s simple. It’s open. It gets the conversation going.
If your web form collects contact and company information only, open the call by thanking the individual for downloading your white paper, attending your webinar or whatever action they took to become a lead. Then say, “May I be of any assistance or do you have any questions that I can help you with?”
When cold calling, you’re operating with less information. You need to start with the basics and make sure you’re speaking with the right person. Then, you might open the conversation by saying, “Are you familiar with (YOUR COMPANY NAME)?” If the contact says “no,” it gives you an opening to explain what your company does and your value proposition — how you can help them.
Whether a cold or a warm call, distill your value proposition before picking up the phone. You may need two or three value propositions per industry as people will be facing different challenges in each. If you know a little more about the individual you’re calling and their company, you can create a more customized value proposition.
So, the key to making a good first impression is three things: preparation, preparation, and preparation. And, never forget to listen more than you talk!
For a free consultation to learn how business-to-business telemarketing can increase your business, call us now at +1 718-709-0900 (Americas) / +39 06-978446-60 (EMEA).
Do you want to rock your business-to-business telemarketing results? If so, reading these six rock star tips could be your prelude to success.
Because the holiday season is all about giving, the sales team thought you’d like to know what we want this year. We all agreed that we don’t want fruitcake, chocolates, bottles of booze, ties, or scarves, or even Starbucks gift cards. We want gifts that keep on giving—the kind that can make us money year round. What we really want is business-to-business telemarketing.
And we know that it’s better to give than receive. So we’re planning something special for you, too. We’re so excited about it that we’re breaking the news now. If you give us all the tools on our Holiday list, we’re going to work with you to achieve revenues beyond your wildest dreams.
Interested? Good, because here are the details on what we want.
What would you do if your company leadership landed you with a big hairy audacious goal of increasing leads by 2000%? Run for cover? Start putting out feelers in the job market? You’d probably think they were completely out of touch with reality. How could you possible achieve such an absurd goal? The truth is the data shows this is one goal you can achieve with well-orchestrated business-to-business telemarketing.
It just takes a step-by-step process to pre-qualify leads on the Internet, and respond to the crème de la crème quickly. How quickly? Within 5 minutes.
A powerful strategy for growth in business-to-business telemarketing is to leverage channel partners to sell your goods and services. It works best when channel partners have connections with the companies you want to sell to; the marketing resources and know-how to reach them; or the ability to add value to your offering. For example, companies such as Oracle, IBM and SAP have created successful channel partner programs with geographically dispersed industry leaders that have solutions’ expertise to reach clients across the globe. Their secrets to success include using business-to-business telemarketing for channel partner profiling, recruiting, support and more. Discover 7 best practices for success.