Editing B2B Telemarketing Fundamentals from DMA Portland

Very different from marketing to consumers like DMA Portland does, B2B Telemarketing is much different indeed. Moving past the gatekeeper is the first obstacle you will have to encounter. Essentially, whoever you want to speak to, the gatekeeper is the first person you must talk to to get to them. Whoever you are calling, you want to talk to the decision-maker in most cases. Whatever outcome you experience, this will be based upon the message that you present.

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One of the worst mistakes that a new telemarketer makes is when he tries to work his magic on the Executive Secretary who screens the calls. You want to speak to the person who has the power to make decisions. This person will never be the one who is sitting in the front lobby taking calls for the company. You will always be asked your reason for calling. How you answer that question will generally determine your success on that day, at least. The best way to handle this type of interrogation is to provide generic answers and do not try to sell anything. Start by saying your name, the name of the business and the subject that you will talk about. 

You will find all kinds of advice on how to get past the gatekeeper in your business-to-business telemarketing calls. Some of this advice will essentially tell you to lie about why you're calling or the reasons for your call. You have to make the decision regarding whether or not you will be telling lies.

One approach is to say that the person you are attempting to reach is waiting for you to call. Obviously, the first thing an experienced gatekeeper will do is to question the person. Of course, the answer will be that they don't know you and then you will have to answer because you will be busted.

Along the way, you will be dealing with people experienced and guarding the company gates. Naturally, you will not be able to talk your way past them no matter what you say. Honesty really is the best policy if you think you are dealing with a formidable adversary.

Ask her, in this case, if she'll let you send some details to the person in charge. You can also request to be given permission to speak to the person in question once the information has been delivered. Your next course of action will be the result of the reaction you get to your enquiry. You need to avoid sounding desperate but make sure to be professional, polite and respectful. Some people believe that it is virtually impossible to reach the person in charge of decision-making. That is why they think telemarketing won't work. This type of marketing has existed for decades, so keep that in mind. You can do this, but you have to use solid communication skills. Not every person has the ability, but with practice, you definitely will become the best, just like DMA Portland has.