B2B Telemarketing

How to do telemarketing the right way (part 2 of 2) 


Whilst making outbound calls to businesses, you will likely encounter the so-called ‘gatekeepers’ such as secretaries. Their job is to prevent cold callers from getting access to decision-makers in companies. It’s important to understand how to navigate interactions with gatekeepers the right way so that you get an opportunity to continue the conversation and hopefully showcase your business to a decision-maker. 

Dealing with rejections

In addition to meeting gatekeepers, you are likely to experience rejection. Lots of and lots of rejection. Remember, it’s like finding a needle in a haystack. Rejection is a normal part of the process and you shouldn’t let it deter you from proceeding on and making further calls. What might seem like an outright rejection today, may turn into an opportunity, later on. So don’t get disheartened. Much of the telemarketing process is about speaking with people about your brand as much as it is about getting sales immediately. 

Follow up with leads 

It’s important to follow up with anyone that you make contact with and who shows an interest; these become your leads. Note these down in your CRM and set a call to action follow-up task. If you don’t get an answer when you call, leave a voice message and call back a few days later. Call contacts a few times – don’t just give up on the first attempt – persistence is key. 

Follow up with an email

Once you’ve got leads that are interested in what you have to offer, follow up by sending them more information via email and scheduling a good time to speak again. Always ensure that you have the next ‘touch point’ booked in with your lead. This helps to build your relationship with them and guide them through your sales process. 

Combine marketing techniques 

To make the most out of your telemarketing efforts and to get the best results, you should always combine it with email marketing and social media campaigns. Telemarketing can be very effective when seen as a part of an overarching marketing strategy and combined with other methods. By doing this, you increase the number of touch points that each contact has with you and your business and you build better relationships with your target audience. 

eDivert has a team of specialists in making outbound calls to businesses. Contact us today to find out what services we offer and how we can help grow your business. 

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