Editing DMA Portland and Telecommerce Guidelines

You can achieve astounding results with B2B telemarketing if it has been properly structured and implemented. This is a style of marketing that, according to DMA Portland, requires more effort and work.

That's probably why most campaigns do not produce favorable results. The degree to which you are able to integrate effective communication with a solid marketing approach is what will determine your success. On the other hand, simple matters like persistence and the ability to take rejection are two things you mustn't forget. There is a strong mixture that draws across multiple disciplines and this is not easily mastered.

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It is important that you relax before making any B2B telemarketing calls. The outcome will be much better. There is no way to hide your stress in these circumstances. People will notice! What happens is that tension will be evident to the person on the other end of the phone. Your voice will be affected as will your thinking and how you respond to any questions or comments. If you feel this way, you will not respond with a positive or confident voice. You have to be positive and upbeat. You need to breathe slowly and respond to questions accordingly. It's all about talking and smiling, just like you are talking to a friend, over the phone. When you are crafting your script or general guidelines for what you'll say, pay close attention to the words you choose. Verbs are going to be the most important words at this point. When you begin with B2B marketing calls, the main purchasing manager's gatekeeper will always get in the way. If you manager to get past the gatekeeper, do not use verbs that might frighten that person off. Simply put, use language that does not make it seem like you are a salesman who wants the company's money. Get them to talk about their business in terms of their feelings and experience, etc.

For anyone not using a script for B2B telemarketing purposes, consider using guidelines at the very least. It's never wise to ad lib when you're trying to get important points across on a call. If you don't feel you're able to do this, hire someone who can get it done. Your call needs to be structured to include the important points. For example, there needs to be mention of the benefits to your product or service. This crucial information then needs to be delivered in the most positive way possible over the phone. 

It can be frustrating trying to get past a business's gatekeeper to reach the correct person. After all, they're paid to ensure that people just like you can't get through to those decision makers at the top. So work on keeping your tone pleasant, friendly and professional. Be sincere and up front about why you're calling instead of trying to be devious. Getting caught in this trap could mean you'll destroy any hope you had of working with that company! DMA Portland has done that before. It doesn't work.