The Five “Do Not’s” Of IT Telemarketing

The Five “Do Not’s” Of IT Telemarketing

You know that IT telemarketing campaigns, despite being old-fashioned, can still be relied on when it comes to generating IT sales leads. The only thing that you have to remember is how to efficiently manage your marketing efforts. After all, no matter how promising your offer is, if your B2B appointment setting team is not in their top form. And all that will depend on you, the business owner or the manager. While we may know the many ways to be effective in sales, we also ought to know what we should not be doing at the same time. I mean, if we could avoid them, then we are in the clear.

So, what are these things to avoid?

  1. Piles of paperwork – yes, filing reports is necessary, but making your marketing team do a lot of papers would be a real drag. It is also a bad business move for your IT lead generation campaign, since it steals a lot of your marketers’ time and attention. In any case, try minimizing paperwork for them so that they can concentrate on bringing more B2B leads to you.
  2. Countless sales meetings – all right, maybe keeping tabs on your sales team is necessary, so that you can create better business strategies, but if it is starting to take a good amount of time from their work, then maybe you should start whittling down the time you require to meet with them. At least you give them more opportunities to get back at their work.
  3.  Playing favorites – if there is one thing that can pull down the morale of your employees, it is you having favorites among them. This sends them a message that the playing field inside the office is not level, that no matter what they do, you can only appreciate the contributions of only a few. Sure, praising your best performers is good, but please try not to heap most of your praises on only a handful.
  4. Underestimating the power of morale – good sales leads performance also rests on your ability to boost the morale of your employees. Do not underestimate its power, since poor morale can totally ruin the productivity of your business. Even the biggest marketing teams can be brought down by smaller ones due to morale. So you should know how to make it grow better.
  5. Switching sales tactics too often – if you change your sales processes too often, then you are risking yourself in terms of lost sales leads and opportunities foregone because you had your team come back to training. While it may be true that you have to improve of your marketing processes, doing that too often is not really practical or sensible.

As a marketing manager, you should be aware that IT appointment setting campaigns will only succeed if you can ensure that everyone in your team to work in their perfect form. And when I say perfect, I mean not committing any marketing practices that actually damage your business.

Five Dumb Phrases In An IT Telemarketing Inquiry

Five Dumb Phrases In An IT Telemarketing Inquiry

In the course of your IT telemarketing campaign, especially if you are using a business list of old customer contacts, there will always be times when you meet prospects that require a little more handling than the norm. Not that they are demanding or anything. They were just let down by someone in your company in the past (or even now). When that happens, you need to be at your best. Smooth their ruffled feathers, find a solution for them, etc. Otherwise, they will be taking their business somewhere else. Now that is lost sales leads. And who wants that to happen, right? Unfortunately, be it the upper management’s fault or an oversight on your part, what you tell your customers may add fuel to the fire.

Really, you cannot believe just how big a damage some dumb phrases create in the hearts of unsatisfied customers. Your company let them down, remember? Now, it is your job to save their business (and make your future IT appointment setting campaigns much easier to do). Knowing what to say is important, true, but it is also equally important to know what NOT to say. Seriously, latter list is much smaller compared to the former, making for easier reading. So, what are these offending phrases that you should know about?

  1. “That is our policy” – seriously, part of your lead generation work is to make the lives of your prospects easier. Now, in the event that you encounter B2B leads prospect that turned out to be an unhappy customer, saying something like ‘that is our policy’ will never get you far. Indeed, it might get you booted out.
  2. “There is nothing I can do” – really, is that what you should say? To tell you the truth, there is still something you can do, and that is by returning the money that you took from your customer (within reasonable time, of course). That would be a real good solution.
  3. “Would you mind holding for a minute?” – it may be innocuous, but what would you do if the customer says ‘No’? That would certainly make for an awkward moment. It would have been better if you just explain outright why you are putting them on hold and for how long.
  4. “You will have to visit our website” – take note, there is a reason why you are calling your prospects, and that is to know what their problems are. Once you do, then you can provide them a solution. Telling them to visit your company website defeats the purpose of your call. Basically, you are going to drive away their business. And is that not the last thing you need?
  5. “That is the manufacturer’s responsibility” – this is a common reply when one buys from a middleman. To tell you the truth, if you are in that kind of business, be ready to shoulder the cost and effort to reach the manufacturers of you defective products. You see, in the eyes of your customers, you took their money. Therefore, this is your responsibility.

Honestly, these are really dumb answers, and rarely will this get you anywhere in your lead generation campaigns.

Telemarketers are from Mars, Prospects are from Venus

Telemarketers are from Mars, Prospects are from Venus

In the early 90’s, a relationship counselor and author named John Gray, Ph.D. published a self-help bible for relationships and the battle for gender supremacy. It became one of the best-selling non-fiction works during that time, and it has sparked debates regarding the concepts tackled in the book. The title was Men are from Mars, Women are from Venus.

The book basically outlines the psychological differences between men and women and how they affect the way common conversations and relationships break down. Its main premise is that men and women only need to have a better understanding of how the other mind works in order to communicate and co-exist harmoniously.

Sounds familiar? Telemarketers also experience relationship problems with prospects on a daily basis (although not in a romantic way, of course). Conversations over the phone also sometimes suffer breakdown of communication, and just like Dr. Gray’s proposition, there should be awareness on the differences between the two parties. However, in this case, the burden lies solely on the telemarketers to make an effort to recognize the differences.

It’s not a fight

The most common misconception about relationships is the notion that during arguments, you need to fight to prove that you are right and the other one is wrong. It’s a mistake to assume that view because in reality, winning is not the key. The goal is to actually make the other person “think” he is right by changing his mood, not his mind.

By making prospects feel good about themselves, the likelihood of telemarketers getting what they want becomes more achievable. Bring them to a happy place, and position your mission.

Logic first, emotions second

When a man commits a mistake towards a woman, the man can never appeal to the woman’s sympathy by purely explaining facts and defending his actions. He can only achieve forgiveness if he acknowledges his mistakes and says sorry.

Similarly, logic should only be used in the beginning part of a pitch. You could simplify everything for the prospect to make him view things logically, such as saying, “Our product will increase your revenue by X% with only a cost of Y dollars, and you would see the results in just 45 days.” But relying on pure logic won’t be able to help you close a deal. You also have to address the emotional needs of the prospect.

Speak their language

Men use words in a literal sense and aims to convey their message directly, while women speak in metaphors, generalizations, and often say something completely unrelated to express what they feel. This difference in language usually causes them to misinterpret each other’s signals thus leading to arguments and misunderstanding.

To better understand a prospect, you must talk to them in their native tongue; keep in mind that their needs and goals are different from yours, so they would not always view things the way you do.

Outsourcing Appointment Setting Services Helps IT Companies Gain Higher Productivity

Outsourcing Appointment Setting Services Helps IT Companies Gain Higher ProductivityWhen it comes to productivity, nothing can be compared to what IT companies are gaining. Of all companies in any industry, they are the ones that can earn higher sales profits just by focusing on promoting or offering IT solutions to many other companies. Without the products and/or services they are offering, these companies are nothing and the more they offer IT solutions like IT consulting services, system integration, web hosting, web designing and web development, to name a few, the more they can increase their productivity. However, it is a fact that no matter how advanced they are in terms of using the internet, they still need one very important factor that can bring their business to even higher levels and that’s to go outsourcing to telemarketing companies for appointment setting services.

No matter how advanced their products are that can be of great benefit to any company, they still need the services of b2b outbound telemarketing companies so that they can reach to as many customers as they can by generating qualified leads like IT leads. With the help of these telemarketing lead generation firms, not only they can pre-qualify IT leads but they can also do lead nurturing and management so that they can follow up their prospects through the efforts of these b2b telemarketing lead generation companies and let them do cold calling as many times as they can until they can set face-to-face appointments for the sales agents of the IT company and the decision maker of the buying organization. With the help of this b2b appointment setting firm, they can be able to face IT managers, IT directors, chief information officers, chief technicians and even vice president and even other top executives including the CEO himself.

It is not easy for any person to do appointment setting with a CEO since this kind of person is always busy with all the things the he needs to do and he won’t have time to face somebody unless that somebody can present to him something like an IT product or service that he will feel will be the solution to the current concerns of his company.

Everyone knows that almost all people hate it when somebody is trying to sell to him something and anybody hates it the most when it is being done over the phone and that someone is somebody that they are not familiar with. However, with the help of an appointment setting company, it will only take a few minutes for expert telemarketers to get the undivided attention of the recipient of the cold calling session and present to him not IT products but IT solutions.

These professional appointment setters in a b2b appointment setting lead generation company has all the skills and they are highly trained to go head to head with all the top executives of a company and they know how to treat rejection and turn negative reactions into positive motivations and make chief executive officers nod their heads in approval before they can even get to meet with the sales agents.

Learning Styles That Help Appointment Setters Best

Learning Styles That Help Appointment Setters BestTraining is important; there is no doubt about that. Without proper training or orientation, a company employee may not be able to perform his duties well. Indeed, it may be possible that he causes more harm than good in a company’s marketing and appointment setting campaign. That is why a lot of time, money, and effort is invested by business owners and managers in the training of their personnel. This can be a very powerful factor in generating a lot of qualified B2B leads. But still, there is no assurance that sufficient training will produce good results. We also need to understand the learning styles of your employees. Know what works with them best will produce the best results. So, what are the different learning styles that different appointment setters assume?

Let us start with the ‘participating’ style of learning. This is someone who prefers to have a more active role in class, absorbing the lessons being taught by actually being there. They can be thoroughly specialized in a specific task, or be capable of handling the needs of different business functions. The main downside of this kind of learners is that when they miss the class, their learning rhythm gets all mixed-up and disturbed. They get a really hard time trying to catch up later when they attend the next class. Keep this problem in mind in case you identify some of your telemarketing trainees to be like that.

Another learning style to remember would be the ‘translating’ method. Here, your trainees attend your class, learn your lessons, and perform it when the situation demands it. These are usually efficient learners who can grasp your concept quickly and apply it in situations that you deem necessary. The only catch here is that these learners do not remember your lesson verbatim. They interpret it and ‘transform’ it into a form that they understand. If you are into variety in your appointment setting processes, then these kind of people are for you. If not, well, it would be wise to look for other options.

The last style deals with concept of ‘connecting’. They learn based on their understanding of previous lessons. Here, stock knowledge plays an important role in the learning process. This can make the job easier for the lecturer, since all they need to do is to fill in the blanks that are in the head of the learner. The downside of this is also obvious enough – stock knowledge. If they do not have a clear idea on what the lesson is all about, then your teaching process will have to be more informative (and intense) in order for the lesson to be learned.

So, do you now have a better grasp of how your trainees learn their lessons? If you can match them to the right learning style, their ability to generate sales leads more efficiently gets heightened. This will be a very good set-up for your business. All you have to do now is to identify who should be using what learning method.