Teleprospecting has become more difficult these days with so many avenues for people to find their information and so many people fighting for a prospects time.  With this in mind, it’s important that your teleprospecting efforts are optimized to get the most out of your campaigns.  There are steps you can take to give your teleprospecting campaign its best chance for success.  Below we’ve compiled 5 best practices to implement within your campaign.

Preparation

The first thing you need to do to prepare for a teleprospecting campaign is to develop your scripting.  Collaborating with experience team members and top producers is a great way to create a script that will work.  Once you’ve developed your messaging, you’ll want to practice until that script sounds natural and comes to life.  With live touch opportunities coming at a minimum, it’s important to maximize every opportunity.  Role playing amongst team members is a great way to prepare for live calls.  Make sure your scripting includes actionable language as well as terms that will be familiar to your target audience.

Research

Once you’ve developed your scripting, there’s still work to do before picking up the phone.  You’ll want to learn everything you can about your target companies and prospects to give you insight on their pain points and their decision making ability.  Research the company website to see what they do and what types of things they need to improve on.  You’ll want to use tools such as LinkedIn to learn about individual prospects, what their skills may be, and how to communicate to them.  Being able to articulate what you know about a company and how you can help them is essential to teleprospecting success.

Long Term Campaign

Having an overall campaign strategy is another important piece to a teleprospecting campaign.  There’s a good chance you won’t reach your prospects the first time you pick up the phone.  You’ll want to have a strategy for voice mail that includes a directive to reach out to you and messaging that changes for each round of calls.  Make sure that you develop emails that you can send to interested prospects or to those that only communicate via email is extremely important in developing open lines of communication.

Objection Handling

You’ll want to prepare for up front objections.  There’s a good chance you’ll have resistance when you call into a busy company and you don’t want to be hung up on before you have a chance to you’re your company’s value.  Having scripted responses for any type of question that you may have to field is important to establish credibility.  It’s important that you practice these responses until they come across as natural and you come across as an expert on the subject matter.  You’ll also want to have open ended follow up questions to ask your prospects to get them talking and be able to discover how your company can benefit theirs. 

Incorporate Other Strategies

Merging your teleprospecting efforts with inbound marketing strategies is a great way to maximize your results.  If part of your teleprospecting campaign includes an email piece, make sure you set up an email workflow to draw those that click on your messages through the buyer’s journey.  You can also use social channels to nurture prospects that may still be at the top of the funnel.  Keeping your company name at the top of the minds of your prospects until they’re ready to buy is important in developing  consistent business.  You may also consider developing personalized landing pages, premium content and even microsites to entice your prospects into a sale.

Winn Technology Group specializes in teleprospecting and inbound marketing.  A certified marketing agency located in Palm Harbor Florida for over 25 years, Winn Technology Group has an experienced team that can ensure you get the most out of your teleprospecting campaigns.  Click below to contact us and learn how we can supplement your current marketing initiatives.