Effective B2B Telemarketing

It is becoming increasingly difficult to get the attention of senior decision makers and buyers.

Key people in target companies are constantly bombarded with numerous approaches from emails, ezines, direct mail and telephone calls all vying for their attention and generally creating what we call ‘white noise’.

For those unfamiliar with the term ‘white noise’ it is the sound that the television set used to make when there were no programs being transmitted – essentially lot’s of noise but you can’t hear anything.

The Incognate Q.U.I.C.K. Methodology™ will help you to cut through this white noise and make sure you get your message across.

Qualification with a difference!

Most of you will recognize qualification as a key component of the sales process, but when you think of qualification you may think of it in terms of ‘opportunity qualification’, but qualification using the QUICKstep Methodology is in the context of ‘customer qualification’ and checking whether you are focusing on the right companies.

Qualifying your target accounts in or out early in the process will save you hours and will also mean that you are focusing your limited time on key accounts that are more likely to produce the results you need.

Understanding target accounts

By this, I mean how does the company tick, is it centralized, decentralized or is the company headquarters located in another country? Who owns the company? Is it a Plc or a Private company? Do they have a central buying function? Have they just been acquired or are they about to buy another company? All of these questions and more can reveal a lot about a company and also have an impact on whether you call them straight away or wait a while and keep a watching brief.

Information – knowledge is power

Knowledge certainly is power, but it has a shelf life. If you don’t use it – you will lose it. It is no good sitting on good information; if you get a tip off from the inside use it as soon as possible. If you don’t somebody else will. There are many places to find information both internally and externally and one of the core elements of the QUICKstep Methodology? is the use of information to create sound bites that will get you the results you need.

Clarification

There was an old saying that ‘buyers are liars’, which I think is a bit strong, but you will get potential buyers who won’t reveal everything to you. Where possible it is always wise to double check information you have on an account, ask two people the same question; you will be surprised by the results. To put together a killer proposition you need to know that your facts are right.

Killer Propositions

I mentioned earlier that there is an increasing amount of ‘white noise’ with buyers and decision makers being flooded with various approaches on a daily basis. Much of this they will tune out, including your proposition, unless you know how to tailor it in such a way that will make them sit up and listen. By following the QUICK steps you will find yourself frequently in a position where you have the right information to deliver a proposition that you know will knock the buyers socks off!

The QUICKstep Methodology has been developed over a decade and is a proven methodology that will help you to have more fruitful telephone conversations and produce better quality opportunities. To find out more contact us now on 0845 331 6069.