What is your primary goal in telemarketing?
If you think the goal is to sell, make a business proposal, schedule a meeting, or give a presentation, I encourage you to think again.
Ask those who prospect by phone to generate new opportunities, and they will give you the following answers:
If your goal revolves around this list, think again.
Although it may seem contradictory, focusing your efforts on one of these outcomes contributes to the failure of prospecting and ultimately wastes your sales time and effort.
At Leads Provider, here is our definition of B2B telemarketing :
“Prospecting is defined as an activity or phone conversation you engage in with a potential client with the intention of educating, assessing, gathering information, and discovering. The goal is to determine if your products or services are suitable for the prospects and if it is worthwhile to continue the business relationship to provide added value and close the sale.”
Now, reflect on your efforts in B2B telemarketing. Does your approach align with this definition and achieve this primary goal?
Consider this: Instead of channeling all your energy into making sales or focusing on the results of the list mentioned above, first ensure there is a good alignment between you, your prospect, and what you are offering.
Instead of thinking that the primary goal of telemarketing is to sell, give a demonstration, make a business proposal, schedule a meeting, or highlight the features and benefits of your products and services, identify this alignment with your prospects to determine if it is worthwhile to continue the business relationship or move on to the next prospects.
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Take a moment to reflect on how this shift in your attitude and mindset will alter your telemarketing strategy and experience.
While the traditional approach to telemarketing focuses on providing measurable results, your primary goal now is to determine if you, your prospects, and what you offer are in good alignment and if you can progress to the next stage in your sales process.
If you are constantly trying to move to the next stage in your sales process, it may indicate that your offer is not suitable or that your prospect may not be ready. You are likely focused on your own goals rather than understanding and respecting the prospect’s buying process.
Failing to identify this alignment will create tension for both your prospects and yourself, resulting in a poor business relationship from the outset.
When prospecting, your primary goal is to prompt your prospects to think about the possibility of collaboration by providing concrete solutions or addressing recurring issues.
At Leads Provider Our telemarketers are trained in this technique. Contact us for more information..
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