As consumers, we all know how important the first impressions we get from shops or other establishments are. With this in mind, I’m sure you can imagine how much more important your first impressions are when you’re in the B2B arena. If you’re trying to build a network through B2B phone calls, and you’re not having much luck, then take a moment to read these handy tips.
The first thing you need to do, which a lot of B2B business owners unfortunately neglect, is to make sure you’re gauging your timing well. Just like anyone, B2B business owners will get pretty annoyed if anyone calls them when they’re busy, trying to sell them something they really don’t want.
Don’t let them answer the phone and launch straight into offering them a bulk order of hydraulic oil. Instead, ask them how their day has been, and try to be as helpful as possible based on what you can gauge from their tone. If they’re coming off as busy or stressed, then offer to call back at another time.
This will not only make your prospect more receptive of the call, but will also give you a little more time to adjust what you’re going to say in the call. When it comes to networking calls, timing is extremely important.
The next thing that’s integral to a successful B2B marketing call is that you hit your delivery on the head. This is the real bulk of your phone call – the part that’s going to turn the uninterested prospect into an imminent client. When you’re in a meeting or at a trade expo, making a sale comes much more naturally to a lot of business owners.
However, when you’re on the phone, they won’t be able to see your voice or gauge your body language. Due to this, your tone and phrasing have to be impeccable. Ensure that you enunciate everything clearly, and that you’re able to recite any important facts and figures that may come up.
Although you should probably rehearse certain things, don’t call up other business owners and begin reading off a script. This will only make the whole pitch feel robotic and dry.
Finally, try to discover the opportunity for a sale. Once you’ve got the contact’s attention, the only real challenge you’ll have is finding the opportunity for a sale. There’s probably a reason that you’ve decided to call this CEO.
You’re likely to have all kinds of ideas about how they’d be able to make use of their product. Your job in this phase is to get those uses out of them.
Prepare a list of questions for when you peak their interest. Ask about their responsibilities at the organization. What kind of challenges and issues do they have to deal with in their area of the business? Have they tried any other solutions in the past?
As you begin to find out more about the makeup of the business, you’ll be able to direct this conversation more towards your product, and what it can do for them.