Telemarketing Lead Generation Blog

Teleprospecting: Is This a Survey?

Posted on May 18, 2011 by Britney Bailey, Program Director

If you have spent time evaluating teleprospecting calls, you have most likely run into this question. A confused contact misreads the intention of the call and the conversation goes downhill from there. Here are a few simple tactics to show value, and avoid the question: “Is this a survey?”

• Be up front about the purpose of the call. It is often forgotten that contacts are caught completely off guard by teleprospecting calls. By clearly stating who you are, as well as the main purpose of your call, these insecurities can be put at ease. Compose a thorough opening statement that catches your prospect up to speed. Once they have agreed to take your call, you should re-state who you are and why it is worth their time (valuable) to have this conversation with you.

• Provide a brief information statement to explain the product or service you are promoting. Educate the contact as early as possible with a brief description of what you are promoting. Provide overhead details of the product or service and how it applies to their organization (show relevance). Follow up by asking if the contact is familiar with your offering to ensure they are engaged with you.

• Explain why you need to know details about their current infrastructure. When teleprospecting for technology solutions, it is important to capture as many details about the existing infrastructure as possible. Let the contact know right away why you need to ask these details. Something as simple as “before we get into more specific details about this solution, I would like to gain a better understanding of what you are currently running so I can provide the most relevant information as it pertains to your environment.” By clearly stating the reason why you would like to ask questions about their shop, it’s been my experience that people are much more likely to provide thorough details.

It is likely that each teleprospecting agent will eventually run into this question at some point in their career. The more you can show value, and clearly set expectations from the start of the conversation, the less likely you will be asked “Is this a survey?”

Tagged: teleprospecting, teleprospect, lead generation, targeted lead generation, telemarketing sales leads, telemarketing lead generation

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