Editing Telecommerce Guidelines per DMA Portland

When properly designed and applied, you can get amazing results with B2B telemarketing. This is a style of marketing that, according to DMA Portland, requires more effort and work.

This is likely the main cause of failure behind many campaigns. Your success will depend to a great extent on skillful communications and how well they are integrated with solid marketing strategies. 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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When you make a call, you'll be fielded by a gatekeeper, but this person is important for helping you ensure you get through to the right person. Any time there is uncertainty when you call, enlist the aid of the gatekeeper in a friendly way. The easiest way to do this is to ask about the person you want to speak to. Let the gatekeeper know who you are and ask if you're trying to reach the right person. When you've done that, listen closely to what response you receive. If you find out that you are asking for the correct person, go ahead and ask to be put through. It's always wise to get the gatekeeper on side to assist you if at all possible. 

When it comes to getting past the gatekeeper, you will find a lot of ideas to apply in B2B telemarketing calls. Some people think the best way is to avoid telling the truth about your motives, in other words to tell lies regarding why you are calling. It's your call whether you tell the truth or not.

For example, one approach is to say that the person you are calling knows about you. The first action an experienced guard will take is to ask whether it's true or not. You'll be called out and need to give a good answer because the person clearly won't know who you are.

If you do not want to use a telemarketing script for your B2B marketing, then at least have guidelines in place. 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 can do this, hire someone to do it for you. Your call needs to be structured to include the important points. For instance, any immediate benefits to your product or service should be highlighted. And that information needs to be conveyed in the best way over the phone. 

If you wish your business to use B2B telemarketing then you will have to take things one step at a time and build. You can target smaller companies where you'll be able to speak with the decision maker more easily. It won't be as hard for you to set up accounts like this.

You'll also be able to improve your confidence and become a better telemarketer. Then you can work your way up to contacting larger businesses. So start small but treat all businesses like they are the most important and your message will be stronger for it.