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 five best practices to implement within your campaign.
The first thing you need to do to prepare for a teleprospecting campaign is to develop your scripting. Collaborating with experienced 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, maximizing every opportunity is important. 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.
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 into their pain points and their decision-making ability. Research the company website to see what they do and what things they need to improve. You’ll want to use tools such as LinkedIn to learn about individual prospects, their skills, and how to communicate with 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 crucial 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. Making sure that you develop emails that you can send to interested prospects or those that only communicate via email is extremely important in developing open lines of communication.
You’ll want to prepare for upfront 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 an opportunity to convey your company’s value. Having scripted responses for any question you may have to field is important to establish credibility. It’s essential 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 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 key to developing consistent business. You may also consider creating personalized landing pages, premium content, and even microsites to entice your prospects into a sale.
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