We have heard computer consultants complain that their IT sales leads were pressured.
The truth is that an experienced telemarketing rep will normally have to rebut objections before getting a prospect to set up a face-to-face meeting.
Normally this is done by asking questions but the process can be much like slowing uncoiling a spring. The problem is that all to often as soon as you release pressure, a spring will rapidly recoil.
However, with our new state-of-the-art ‘sticky’ mail out we are now setting appointments without any objections!
Pinch Me Is This Really Happening?
One of our telemarketing agents made a warm call to a prospect that had received our special ‘sticky’, memorable and amazing mail out! As soon as the contact realized our agent was with the company that had sent her the package, she immediately complimented us on our, “Amazing marketing technique”! Then she gave the green light to our caller by saying that he, “Had her full attention”.
After the nature of our call was explained the contact became very broad minded and literally took all of our rebuttals right out of our mouths! It was almost like the roles had been reversed as the prospect had taken our points of views with out any objections ever being raised!
The contact did get around to asking some pointed question about the credentials of the MSP that we represented, which our agent was able to answer. Our caller tied off the conversation by asking the closing question which successfully lead to the prospect checking her calendar and selecting a data and time for a face-to-face meeting.
Our agent terminated the call and then stood and exclaimed, “I can’t believe I just set that appointment with out any objections”! The point was that normally this type of It sales lead would have taken some mighty persuasion to convince into setting up a sales meeting.
Now It’s Runs Like Clockwork
The amazing fact that we can now report is that this situation is no longer a bizarre event but rather has become the norm. When we make contact with the target prospect that received our special marketing package, they almost always say something like, “You’ve got the Floor!” , “Ready set go” or “Tell me what your company is all about!”
In the past asking decision makers to set up an appointment was almost like pulling teeth, with out pain killers. In fact many of the contacts would express interest in some of the IT services we discussed but would act like we were talking about a TAX AUDIT when it came time to set the meeting.
However, now our calls are almost always expected and closing on the face-to-face meeting is more like a cake walk! With our new system we can now set up a complete IT services marketing campaign in weeks instead of months and the actual meetings are turning out better and leading to more proposals and sales. We have lightening in a bottle!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT sales.