Generating b2b sales leads using telemarketing
– In a Nutshell Using the phone to generate leads and appointments
can be hard. If you do need to generate more sales leads,
here are a few tips to help making sales calls a more enjoyable and successful experience: Fish in the right pond.
Use good quality data and define the company size, industries and decision maker you should
be targeting. Be prepared to spend money on accurate data.
It can make all the difference and it will reduce your wasted calls. Tone of voice is vital.
Be relaxed, assertive and confident. Take the ‘sales pitch’ out of your approach.
People buy from people they like, so let them like you, and be yourself. Don’’t start a conversation with “‘how
are you today?”’ If you do, you’’ll be on the back foot because
it just screams ‘sales call’. The objective of your calls should be to establish
if there’s a fit between what you have to offer and your prospect’s needs. Ask open questions about their situation to
uncover pain, a need or an opportunity, and unless you’’re able to uncover one or more
of these, don’’t try to set an appointment or sell.
Your services won’’t be right for everyone. Differentiate yourself – say something different. Get away from the traditional ‘sales script’
and if your competitors are using a message, avoid it. Your prospects have heard it all before and,
they’’re smart business people. Give them the respect they deserve and try
to have a real, two way conversation with them. Put time aside to focus on your calls, without
distractions. Momentum is important.
Set targets and measure your progress. Typically, you should be making an average
of fifteen to twenty calls and speaking with three to five decision makers in an hour. And don’’t be surprised if you need to speak
to twenty people before one person says yes. Finally, be the expert.
Be positive and keep your chin up. If you can be successful making cold calls,
you’’re in the minority, so give yourself a pat on the back. Good luck