Editing DMA Portland and Telemarketing Fundamentals

There is a lot of difference between B2B telemarketing and consumer marketing - much like DMA Portland provides - when you look at them. 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. It's all about making it to the decision-maker when you call a business to talk to. Whatever outcome you experience, this will be based upon the message that you present.

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You have to capitalize on the fact that perception can influence almost any situation. Her reaction will be completely different if she believes you are an important person. Even if she does not know who you are, she will not want to risk offending you. So, when making the call, adopt the attitude of a senior manager or someone else in a very high place. You have to practice this and make sure you are not overdoing it. Someone in senior management, for example, is likely to be more confident and self-assured, and will likely not settle for being treated like just anyone. You will find out how successful you've been almost instantly from the manner in which the person responds to you. When you are creating a script for this purpose, ensure that your words are the correct ones. 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 are able to speak with the purchasing manager refrain from you using verbs that make him uncomfortable. 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.

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. If you think you are dealing with a powerful adversary, then you need to be honest.

In this situation, ask for her permission to send information to the decision maker. You can also ask if she'll allow to speak to said person once you've sent the information. Then, the next actions you take will be determined by the response you receive. Be respectful but also professional, polite and never sound desperate. Remember that all types of marketing such as B2B will require dealing with the same people over and over again. With email and other written forms, it's recommended to make at least six or seven contacts or exposures. This can be said for telemarketing, so DMA Portland suggests that you become very familiar with what is happening.