Author Box
Articles Categories
All Categories
Articles Resources

Lead Nurturing: A Complex Waltz for Telemarketing

March 14, 2012 | Comments: 0 | Views: 190

Imagine this scenario: two people dancing on the floor, in a complex waltz. You make the wrong move and you end up stepping on your partner's toes. Your dance partner does not like that so he moves away, never returning to you. Embarrassing, right? Sadly, that is also the same thing when it comes to nurturing sales leads. This is not a one-time transaction, as most people in telemarketing mistakenly think it is. This is a dance between two parties. And depending on the moves of one, then this will either result to a successful deal or a lost sale. Of course, you will want to get more of the former, right?

But how would you know if you are doing the job right?

You will have to ask yourself this question: Can the prospect benefit from the information you give them, even if they are not going to buy from you? If you can answer these questions then you are certainly going to find a solution for this. For that, you will need to consider three important points. To start with:

1. Do you know who you are talking to? Understanding who the people you are supposed to serve are can make all the difference. It is the responsibility of telemarketers to identify the players in their markets. You will need to know what kind of company they own, what kind of market they serve, as well as know what kind of information that they might need from you. In this way, you will be able to present yourself as a viable source of business solutions for them.

2. Do you know what pains them? This means talking directly to your prospects. Understand what the problems that beset firms are. This is a good way for you to gauge the level of support that you can give them. Asking questions is also something that telemarketing firms should be good at, since the answers obtained can help you make the right decisions. Knowing what issues can keep your prospects up all night could help can guide you in becoming a better business partner for them.

3. Do you know how to solve their problems? If you do, then you can be of service to them. Remember, you are not to sell or offer to sell anything at this point. Indeed, never make any hint about it. The point here is establishing a relationship first. Offer them useful information for free. Make sure that this is good information so that they can realize that you really are an authority on this. Many modern telemarketing services make the mistake of trying to sell something. Not only will this alienate your prospects, you are also sending them the impression that you are just after their money.

Follow these simple tips and you will not be wrong. Not only will you be able to communicate effectively with your prospects, you can also establish a more meaningful relationship with them. Studies show that you can increase your chances of sealing the deal by 30%, and you can easily do that since 65% of B2B firms do not use this method yet. It is worth the try.

Belinda Summers works as a professional consultant. She helps businesses increase their revenue by lead generation and appointment setting services through Telemarketing. To know more about this visit:

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:





Telemarketing Firms


Telemarketing Services

In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11708

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 447

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 334

Introducing carefully guarded secrets to hiring B2B inside salesman and telemarketers. It's not Vegas and you can't just roll the dice and hire anyone and you can't use a resume by itself either.

By: Mike B Cynarl Business > Sales Telesellingl June 19, 2012 lViews: 172

Telemarketing has long gone from the stereotypical image of cold calling salespeople. Today, telemarketing advocates now focus on the its capacity to get in touch with prospects and get information.

By: Camille A Thompsonl Business > Sales Telesellingl June 17, 2012 lViews: 181

Did you know your receptionists / telephonists could be making you more appointments and ultimately more money? Now, I'm not talking about your receptionists / telephonists making outbound phone

By: W J Simmonsl Business > Sales Telesellingl June 11, 2012 lViews: 207

Anyone who has experienced a fear of calling knows how miserable it feels. There's help! There's a treatment called Emotional Freedom Techniques (EFT) you can do yourself. Imagine how much easier and

By: Kimberly Schenkl Business > Sales Telesellingl June 02, 2012 lViews: 182

Talking too much is a common problem for Sales people, but there's light at the end of the tunnel if we can find that little bit of extra discipline in our daily working routine. Everybody loves to

By: David Lynchl Business > Sales Telesellingl May 27, 2012 lViews: 185

Cold calling can be nerve racking for many Inventors and they panic or go blank when the other party answers. They forget it is just another person on the other end. Here are some tips that might

By: Roger A Brownl Business > Sales Telesellingl May 26, 2012 lViews: 196

There are words we should say to customers, and there are words we should not say to customers. What are these phrases that you should never let your customers hear?

By: Belinda R Summersl Business > Customer Servicel June 14, 2012 lViews: 206

Most of the things in this world cannot improve on just by using one single tactic. Take for instance race cars; if a race car driver were to only focus on improving the performance of their engine

By: Belinda R Summersl Business > Sales Telesellingl April 27, 2012 lViews: 167

As far as doing business is concerned, the biggest problem that they could ever face was the need to be good in making profits. Now this is where the trouble comes in. How can they make a profit in a

By: Belinda R Summersl Business > Sales Telesellingl April 23, 2012 lViews: 185

Globalization has truly taken the world. The rules of business have changed, and the way markets act has evolved. Now, here is the question: is telemarketing still relevant?

By: Belinda R Summersl Business > Marketingl April 16, 2012 lViews: 181

How hard is it to do business globally nowadays? Heaps, to be exact. Still, there is a way to help you with that. All you need is to invest in telemarketing services.

By: Belinda R Summersl Business > Sales Telesellingl March 12, 2012 lViews: 154

How can a business stay profitable in today's market? The answer can be fairly is simple. All they have to do is to get the best business data. Well, this is something that is easily said than done.

By: Belinda R Summersl Business > Sales Telesellingl February 13, 2012 lViews: 162

Discuss this Article

comments powered by Disqus