Telemarketing Tips

Getting sales leads can often be a difficult chore for a managed IT services firm, which is why many such companies tend to resort to having their operations outsourced to an expert third party in the telemarketing industry, thus relieving the hassle of targeting and reaching out to IT industry prospects.

IT buyers are not ordinary prospects; they can be demanding, busier than other prospects, and highly scrupulous, so it is not easy to go about impressing or swaying them. There are however a number of tips to help close a deal with an IT prospect, one of which is to break topics into smaller pieces. A busy manager is going to have an attention span of barely thirty seconds, so sub-topics need to broken into thirty second talks at most if you want to be able to emphasize to them why it is that your offer is the best they will get.

You also need to watch out for signs that your prospect is getting bored. There are verbal and non-verbal cues you need to pay attention to over the phone, such as coughs, interruptions and sighs. Gauge your customer’s interest carefully and work hard to get it back if you fear it is on the wane.