b2b Telemarketing or Business to Business Telemarketing is when a business uses Telemarketing methods to market itself to other businesses.
When you are looking for Telemarketing work there are just so many choices. There are many types of calls made – as we have discussed on theses pages quite a lot. Then there is who you are calling.
So does it matter whether you do a role that is calling businesses or residences? Which will suit you best?
b2b Telemarketing
This type of role will suit:
- People who want to work during business hours
- Those who have some business calling experience. Particularly industry related experience can be seen as very attractive to an employer.
Their are challenges related to business to business telemarketing. The largest is that you often need to get past the gatekeeper (the person who answers the business phone) to speak to your decision maker.
Residential Telemarketing
This type of role will suit:
- Those looking for work after 3 or 4pm and on weekends (as this is the best time to catch consumers at home)
b2b Telemarketing should still employ all of the techniques we have discussed previously.
Learn about Consumer Behaviour here….
Touch up on your Communication Skills to excel at business to business Telemarketing
For Rapport tips and sales process advice click here…..
Our first hurdle as I mentioned, is getting through to our decision maker. The best way to do this is to build rapport with each and every person you speak to.
Take note of the name of each person you speak to. That way you can use their name next time you call. A persons name is the sweetest sound in the world to them. By using their name, you show respect and a desire to connect.
Also, asking this person for help is a useful technique. Use your time speaking with the gatekeeper to gather any relevant information. This helps you moving forward and you build rapport at the same time. This way she will remember you when you call next time.
If the person you need to speak to is not available….Ask what a more convenient time to call would be. Always follow up at the time they have given you.
If you can find out the name of your decision maker by other means before you place your call, do so. For instance, you may be able to get that information from their website. Having the first name of the person you need to speak to always helps. You sound less like a Telemarketer if you can ask for the person by first name.
