Why Relationship Building is Vital for Telemarketing

Posted: 12/12/14 10:57 AM

For people new to sales, telemarketing can be one of the most imposing tactics in the marketing repertoire. However, it is also one of the most useful and effective, so long as it is handled properly.

Making sure that it is handled properly involves many things, but one of the most important is the ability to build a relationship with the person on the other end of the phone. They are more likely to buy from you if they view you as someone they get along with and can trust, rather than just another voice from a telemarketing company. Building a relationship also enables you to identify their unique needs and tailor your pitch accordingly, showing how a product or service can help them rather than just spouting generic benefits.

This relationship-building process starts before you even pick up the phone. In order to provide a targeted pitch for the specific prospect and be prepared to build up a rapport, you need to know who that prospect is. This starts with a good B2B telemarketing data list, telling you everything you need to know about the person you will be calling.

The next step in preparing for the call is to put together a calling guide. Think about what you will say, and prepare responses to potential objections in advance. Then, practice again and again. Get used to your prepared responses, and make them sound natural. The key is to sound like you are just saying these things normally, rather than reading them from a script or speaking robotically like a dalek.

Once the conversation is underway, don’t expect to secure a sale immediately and avoid seeing the person on the other end as just a prospect for a sale. Now and again, somebody will be willing to make an appointment then and there, but more often you are starting a relationship-building process that could lead to sales down the line. Once the first call has sown some seeds, the prospect will need to be nurtured through keeping in touch, sending email blasts, direct mail campaigns and the like. If you get a potential client on a regular mailing list, a sale could come years down the line and still represent a return on the effort invested.

Undoubtedly, telemarketing isn’t an easy thing to do. You have to get the right balance between personality and professionalism, and between selling and being happy to just listen. It can help to think about what you like and dislike when you receive a cold call from a telemarketing company. Your prospect will probably like a similar approach.

Outsourcing to external telemarketing services can help take this burden off of you and put it in the hands of a real professional Amp Telemarketing can deliver effective B2B telemarketing, carried out by experienced professionals. To find out more, please don’t hesitate to contact us.