B2B Sales, Lead Generation and Marketing Blog

How to stand out in a Lead Generation Telemarketing Environment

Posted by Vendere Team on Fri, Apr 29, 2011 @ 14:04 PM

Every day when I come into work, I am surrounded by a pool of very talented individuals that make up our professioBusinessman Silhouettenal Telemarketing Group. These individuals are known as Prospect Managers. As Prospect Managers they are tasked to either set qualified sales appointments or register guests for a customer event for company clients.  

Over the years we have refined our policies, processes and techniques through blood sweat and  . . . well, mostly blood and sweat. That refinement process has produced very solid business practices we utilize on a daily basis to improve our telemarketing lead generation.

We have listed some of those lead generation telemarketing techniques below to help you stand out from the crowd and rise to the top of your organization. Check it out:

Understanding the Client/Subject

Do your research. You do not have to be an expert on the subject that you are calling about but you have to be knowledgeable enough to talk intelligently about the client and their solution(s).

Communicate, Communicate, Communicate

This aspect touches every facet of being a TeleProfessional. You must be an effective communicator on the phone, convey the client’s solution to prospects, but you need to be able to convey the prospects needs to the client effectively and efficiently. Practice honing this skill, it will have a tremendous impact on you professionally and personally.

Script

You have to have a script so develop an excellent one! It is a place to start and a guideline to where and how you want the conversation to end. You need to know when to follow the script and when to free flow. Knowing both and having the ability to flow with the conversation are key skills that will serve you well.

Conversational

No one wants to talk to a robot on the phone. Even though you have a script in front of you and you have to use it as a guideline and in some instances not deviate from it per theappointment-setting-lead-generation client’s request, you MUST be able to be conversational and sound as if you are not reading from a script. This will instantly turn off a prospect resulting in a lot of “NOs and/or Hang Ups”. This will result in an unhappy client and loss of business . . . nobody wants that.

Resourceful

How many times have you heard from the receptionist / gate keeper “You must have a name or I cannot transfer you” or “they do not work here anymore” or “Their phone is busy right now”. You must be able to take that as an opportunity to befriend / build report with the person you are speaking with to get them to help you achieve your ultimate goal of reaching the prospect or newly identified individual that “They” have help you uncover. Gatekeepers can be your best friend!

Listen 

Seek First to Understand, Then to Be Understood this is step five of seven in Stephen R. Covey's The 7 Habits of Highly Effective People. We have two ears and one mouth for a reason. Take notes during the conversation so you can go back to key points and repeat them back to the prospects make sure you got them correct. It will not only help you listen but it will help you communicate.

Knowing when to close

“A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.” Blake, Glengarry Glen Ross (1992) This is tA-B-C-A-Always-B-Be-C-Closing-Always-be-closing-always-be-closing-Blake-Glengarry-Glen-Ross-1992-Alic-Baldwinhe biggest one, this will either make or break the relationship with the prospect but ultimately with the client. If you use the previous eight skills this one will come naturally and will be the easiest one to complete.

This list reminds me of a movie I saw and a particular quote in that movie –
"These are the new leads. These are the Glengarry leads. And to you they're gold. And you don't get them. Why? Because to give them to you is just throwing them away. They're for closers." Blake, Glengarry Glen Ross (1992)

And I say to you continue to learn, continue to refine and continue to build. This is what we at Vendere Partners expect and help all of our employees to understand and implement in their professional lives. This in turn has helped Vendere Partners achieve great success. Start with these techniques as the basis of your own guide to success. Get started today and we look forward to seeing you “Rise to the top!”

Topics: lead generation, appointment setting, cold calling

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