4 Dumb To Questions To Ask In A Telemarketing Campaign

When conducting telemarketing campaigns, it is important that you use a sales script to guide your business discussion. Not that you use it all that is written there verbatim. It is just there to make sure that you are going through the right flow. And while there are a lot of questions that you can ask your B2B lead generation prospects, it pays to know what kinds of questions you should be avoiding. 

These are not only sure-fire ways to turn off potential sales leads, it also leads your conversation with them nowhere. And truly, there are at least four useless telemarketing questions that you should make it a point to avoid.

1. “Would you agree? – Customers can get really wary about that, since this will look like you are trying to manipulate them on saying ‘yes’. This might be innocuous enough for smaller items, but when such a question may cause others to raise their eyebrows in doubt. Indeed, they might know a thing or two about blocking you. Instead of that, why not ask your B2B leads prospects regarding their “priorities in their business?”. That would make them open up.

2. “If I can save you 20% on total costs, would you be interested in…” – you wanted to bait your business prospects about better cost savings by doing business with you. Now, what makes this irritating to business prospects, and why it shows how dumb your marketing campaign can get, its amateurism. You would only ask this because you do not know what to offer best. That would happen if you have not researched about your business prospect at all.

3. “Do you have the budget to purchase our services?” – I tell you, say that question to potential sales leads, and you can say goodbye to their business. It is a dumb question since your prospects will think that you are only after the money (all right, who are not interested in making a profit?), and that you will run up your price to match their budget (which would imply that you are going to cheat on them). Seriously, you should avoid such scenarios for the health of your business. A better question would be: “tell me more about your process of purchase decisions”. This will let you know what your prospects are looking for, and how you can tailor your sales pitch to suit them.
 
4. “Are you the main decision-maker?” – all right, you might have to ask this question because you want to save time and go straight to the ones holding the purse, but here is one thing you have to remember: you will rarely get to your destination. If you think that the person you are talking with on the phone is a gate-keeper, do not antagonize them. Simply ask for the names of the major stakeholders of the business. That should get you to the right decision-maker.

For the good of your lead generation campaign, please skip these questions. You can always employ or craft better ones.

Rejections? Turn These Into Potential Sales Leads

It is normal to get rejections in your lead generation campaign. You may be able to get in touch with a lot of prospects and talk business with them, but there will be cases where the positive responses would be slow. Given the complexity of dealing with sales leads prospects, not getting what you want is a normal thing. The chances of success can be pretty low, but if you know how to handle rejections, then you can turn these into profitable B2B leads. As a marketer, you should know what you should do for this. And there are plenty of ways for you to do just that. For starters:

“No” may not be “No” 
This will require good observation skills, and the knowledge that your prospects are truly interested. You see, saying ‘no’ may be much easier than saying ‘maybe’, ‘I am still thinking about it’, or ‘I do not have the time for it right now’. Take note of these possibilities, and you might get lucky and seal the deal.

It may be your fault 
In case you get too many rejections in your appointment setting campaigns, there is the possibility that you are the cause of such problems. It may be possible that your sales pitch is too bland or unattractive, your product is too expensive or too weak, or your appointment setting campaign is not that all compelling for them.

Face their fears
It is possible that your business prospects are afraid of something, like a failed sales campaign, poor customer turn-out, or even delays in product delivery. All these factors can make a prospect reluctant is making a deal with you. As a marketer, you should face these fears head-on and help your prospects realize that you can be a wise investment for them.

Make a better proposal 
Come to think of it, nothing makes a proposal more effective than by offering a better one. Have your telemarketing team study your sales pitch well, and then let them come up with strategies that can be better than what you have. You might be surprise at the things that they can come up with.

Do not be serious 
When doing a marketing campaign, you do not have to take your rejections too seriously. After all, even if you meet so many failures, there is always the possibility that you will finally taste success. And there is no harm in being aggressive in your marketing efforts. This might be just the thing you need in order to succeed.

This is all about having a positive outlook in your business campaign. Marketing and lead generation can be tough, true, but if you have the tenacity and creativity to handle even the hardest business prospects, then you will be on your way to success. And knowing how to deal with rejections is just one step of the way. Think of it as an acid test for true marketers. I mean, if you can make those “no’s” into “yes’s” then you will make a good name for yourself.

Is Telemarketing Out?

We all know that telemarketing can leave a bad taste in the mouth of many entrepreneurs. And that is with reason. Considering the headache, the nuisance, as well as the costs, selling over the phone may not be a good idea anymore. For some jubilant individuals, this is the needed death blow to telemarketers. Well, not exactly. Marketing is a multi-channel art and science. Even if the methods are old, if it works, it can still be used. This is such the case when you are conducting a lead generation campaign.

Generating sales leads is a task that can take many forms. The variety of communication tools available, like social media, email, and search engine marketing, are used by marketers who base their choice on their expertise, the target market, as well as the business of their clients. In the case of telemarketing, it is very useful for appointment setting. You need to talk to business prospects, introduce your business to them, as well as nurture their interest. This form of generating B2B leads is best done by talking through the phone. It is much faster and it is a medium favored by many entrepreneurs.

No, telemarketers are not out yet. They are still a necessary part of marketing. You still need to talk to business prospects, right? Now, if you are not familiar with this medium of lead generation, do not worry. You can have it outsourced to a professional sales leads generation agency. You just have to choose the right one.