Mistakes to Avoid in Making B2B Telemarketing Calls

1. Mistakes to Avoid in Making B2B Telemarketing Calls Telemarketing continues to be an effective tool in the B2B world, helping businesses bring in more customers. However, there are certain mistakes that should be avoided by telemarketers so that the company doesn’t lose a good opportunity for making a sale. When making B2B telemarketing calls, telemarketers shouldn’t get the prospect’s name wrong. This is one of the most common mistakes that can create a bad impression of the business. It is also important that the telemarketers know the name of the company and the correct pronunciation of it. In business to business telemarketing, it is necessary to get the pitch to the right decision maker. Therefore, telemarketers shouldn’t make the mistake of launching straight into cold calling without identifying the person they are calling. Second common mistake made by telemarketers is not knowing the location of the prospect. Where they are calling is as important as knowing whom they are calling. It is important to check all the details before they pick up the phone. Telemarketers shouldn’t make the mistake of wasting their introduction because the first 15 seconds of the call can make or mar their chances to get an appointment. If the introduction is crisp and effective, it will help in establishing their credentials and make a strong impression. As part of a good intro, it is important to first introduce the company they are calling for and ask the prospect if they have heard of them. It is recommended to focus on the problems that the company’s products and services can help the prospects solve instead of concentrating on hard selling. It is not considered a good thing to be dismissive of the prospect’s queries, even if they are irrelevant. If they are asking questions it means that they have a certain level of interest in knowing more about the company and its offerings. This should be encouraged. Telemarketers should try and answers as many basics questions as they can. At times, inexperienced telemarketers from some B2B telemarketing companies interrupt or talk over a prospect. This is another common mistake that must be avoided. Firstly, it is an impolite thing to do and secondly, it alienates the prospect. It is recommended to wait until the prospect has stopped speaking, instead of interrupting. The aim is to sound respectful and considerate. There are several B2B telemarketing companies that make the mistake of rushing the person they are calling. If the conversation is being steered too fast, it will prevent the development of a connection. Telemarketers should take time and answer all queries of the prospects with a professional approach. They need to remember that it takes time to build a relation. Even the right skills are required for establishing connect with the prospects. This is the main reason why many businesses prefer to hire a reputed B2B telemarketing company because a good company will have a team of trained telemarketers who handle the requirements in a professional manner.