DMA Portland Gives Some Telecommerce Guides

  • In an ideal situation, a B2B telemarketing campaign should be laid out carefully with a script prepared by an expert like the company, DMA Portland or, at the very least, a set of key points to cover. Basically, you'll need two types of scripts where one is for the person in charge and the other for the gatekeeper. You'll need a more structured marketing script for the decision maker, while the other one can be less strict. You won't be holding a lengthy conversation with the person guarding the gate. You must learn the skill of engaging the receptionist as soon as you can. You have to turn that person into an ally so you need to master this ability.

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    During any call you make, it's crucial to get through to the right person, so rely on the gatekeeper to assist you. Speak to the gatekeeper in a friendly tone and ask for assistance if you're unsure who to speak to. Asking about the person you want to reach is often the best way to achieve this. Explain who you are and then ask if the person you need to speak to is the one you mentioned or not. Then listen carefully to the response you receive. If you find out that you are asking for the correct person, go ahead and ask to be put through. Wherever possible, you want the gatekeeper to assist you.

    There's plenty of ideas and recommendations out there when it comes to business-to-business sales calls and how to get around the guard. Some of this advice will essentially tell you to lie about why you're calling or the reasons for your call. That's one decision you will have to make for yourself.

    One example is to tell the gatekeeper that the person you want to speak with is expecting your call. The first thing anyone will do is to question that person. When the answer is they have no idea who you are, then you are busted and will now have to respond to that.

    If you're not happy about using a script during your B2B telemarketing campaigns, consider putting some guidelines into play. The worst thing is using an impromptu message with what you think is important. If you don't feel you can do this, hire someone to do it for you. Your message should be clearly structured so you're delivering the important points at crucial times. For example, you need to know when it's right to mention your product or services main benefits. Your information then has to be delivered in the best possible way over the phone.

    Anytime you are speaking with business gatekeepers, you will experience some frustration. After all, they're hired to prevent people like you from reaching those decision makers. So be sure you're polite, professional and courteous. Consider using sincerity about the reason for your call instead of thinking up ways to trick them. It won't be worth it if you are found out, DMA Portland states, because your chances with that company will be ruined, forever.