For a managed IT services company, getting sales leads can be a pretty hard chore. That is why most of these business types resort to outsourcing their operations to an expert telemarketing third-party. That relieves the hassle of targeting and reaching out to prospects in the IT industry.
So you look for a B2B telemarketing firm, you devise ways to identify your targets, and then you start cold-calling and sending out emails.
After that is achieved, the problem now is: “How do I talk to them?” IT buyers are not your average-type prospects; they are scrupulous, demanding, and busier compared to others, so it gets a bit trickier to impress and sway them.
According to Barbara McKinney of b2bmarketing.net, these are the things you can do to maximize your odds at closing a deal with an IT prospect:
- Break topics into smaller pieces –The average attention span of a busy manager is just half a minute. If you want to speak your piece as to why your offer is the best, break the sub-topics into, at most, thirty-second long talks.
- Watch out for boredom –You can always note the verbal and non-verbal cues that your prospects display through the phone. The signs can be easy to pick up, like sighs, interruptions, coughs, etc. Carefully gauge the interest of your prospect. If you suspect that it is waning, work harder on getting it back.
- Seek permission for story-telling – While you might be able to get your message across better by telling a story, always ask permission first. Stories can be lengthy, and if your business prospect is a busy person, they are least likely to have the time to listen.
- Be direct – since time is of the essence here, most importantly on the side of your prospects, your appointment setting team should not waste it. You need to get your message across quickly. Going around the bush will not make your prospects think that you are wasting their time: you are wasting their time.
- Focus on value – value is everything, make no mistake about it. While your rates may be a bit high, it becomes a moot point if your business prospects see that accepting the products you offer will be beneficial for them. You have to be clear, concise, and concrete in describing the value your company can offer.
Check Barbara’s blog at http://www.b2bmarketing.net/blog/25251
