Of course, you would never dream of wasting a well-trained medical specialist’s time…
However, many managed services providers make that exact mistake with IT telemarketing.
Specialization Stills Applies
This subject recently came up at a trade show when several computer consultants were asking me if we offered IT telemarketing training.
During the convention I was explaining the process of our ultimate IT marketing formula when I began describing how we qualify our IT Leads.
This is when I let it slip that we have specialized qualifiers call a blank list and verify that all the information is correct and obtain the names of all the corporate officers along with the number of computers.
Many of the attendees that heard this statement were simply astounded!
At first I was a little taken back that such a simple principal could amaze this audience; but then I remembered that specialization is virtually a lost art for most managed services companies especially when it comes to marketing.
The skill set needed to qualify IT sales leads is quite different from the one that is required from a cold caller that sets face-to-face meetings in an IT appointment setting campaign.
Allowing a highly skilled telemarketing closer to waste their time doing the boring and tedious work of qualifying leads is just as wrong-headed as the example we used at the outset!
You can be highly efficient if you discovery the right balance of qualifiers to cold callers in your IT call center.
Of course, we are giving this little secret away because our new ultimate IT marketing formula is light years above this technique.
We have to keep this new system a secret because we received it from Aliens!
Live long and prosper!
About The Author:
John Black is the Marketing Director at MSP Telemarketing and has over 10 years’ experience in IT marketing for computer support providers and VARs to help them get more IT leads that turn into IT sales!