Tuesday, June 18, 2013

To Do Appointment Setting Through Cold Calling: Why Not?

There will be a time when a company will run out of ideas on where to find new customers. Even though they can scan through a lot of different resources like business directories, the yellow pages, ask referrals from satisfied customers, there will still be a time that they don’t know where to look for additional potential clients. If this will happen, for sure, any company like, say, an IT company can have difficulty in trying to generate qualified IT sales so that they can gather more customers. If that will happen, they need to accept the fact that in spite of the advancements that these IT companies has and can use the internet not just to come up with different marketing methods but also to gather as much qualified leads as they can, they still have to settle in using one of the oldest and yet most reliable, efficient and proven strategy to make new customers and that’s to use telemarketing services and even do cold calling over the phone.

It is a fact that nobody wants to be sold with anything especially if it is done through the telephone and from someone whom they do not know of. But, if cold calling is done in the right manner, even a modern IT company with all of its technological advancements can experience sales nirvana and gain higher sales revenues.

But, the fact of the matter is, using cold calling to generate qualified leads and get to know more about a prospect can really be difficult unless IT companies can learn a few helpful tips.

If there is one important tip on how to nail appointment setting anytime using cold calling, it would be about making a script. This is, by far, the most essential part in doing cold calling. Telemarketers or professional appointment setters don’t just dial any phone number, ask for the decision maker and then, blabber on the phone. They need to have a script for them to practice. But, they should always remember that a script is just a basis or to give the telemarketers an idea on what to say and they don’t have to read the script line by line or word by world as they will surely sound “robotic”.

Practicing the script is also a part of the whole script-writing process. Yes, that’s right. Trying to do appointment setting or arranging face-to-face appointments is just like acting and to come out as natural as one can get, that person needs to do a lot of practice so that he can correct himself if he talks too fast and no one can understand him. Telemarketers has to bear in mind that they are talking to another person at another end of the line and they need to make that first impression. By practicing the script, this will also give telemarketers the idea if the person they are talking to have the buying power or not or if the company they represent has the immediate need of what is being offered to them over the phone.

Nailing an appointment setting is possible through cold calling just as long as a lot of preparations are being done. But, for most software companies, this might seem impossible as they are more preoccupied in developing and customizing software products for different companies in different industries to use. So, what they do is they choose outsourcing to b2b telemarketing firms to do the job of appointment setting and the best part is, these telemarketers from a b2b telemarketing company already has scripts for various industries and they already have targeted call lists, too.

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