Telemarketing Lead Generation Blog

How to Make the Most of a Client Teleprospecting Training Session

Posted on Aug 18, 2011 by Abby Lynes, Program Director

Teleprospecting agents participate in extensive training to build and refine their phone and sales skills. However, it’s the client-specific training which really prepares the agent to effectively position product value and deliver the most appropriate messaging for each individual campaign.

While client training is typically the last step in the process of launching a B2B teleprospecting campaign, it can be one of the most important steps to ensure campaign success. This level of training is the ideal opportunity for clients to share their enthusiasm for their product/service, clearly explain the benefits to the agents, and introduce the language they use when promoting the product/service within their market.

During a client training session, the client should provide the following:

• Overview of the campaign- This should include the client’s purpose for developing the teleprospecting campaign. What are you hoping to accomplish with the effort? What will happen to the leads once they are obtained? This information will help our agents clearly define the purpose of the campaign, as well as set concise “next steps” for the lead contact.
• Review of the target market- Who will the agents be calling? It is helpful to know the size and type of business so the agent can position the product/service based on industry or employee size. Perhaps they will be calling current customers to discuss an upgrade to their current solution. How will the message be altered based on who the contact is
• Overview of the product/service- How does the solution work? If there is a demonstration of the product, this is a perfect opportunity to share it with the agents. What is the elevator pitch that can be used to quickly peak the contact’s interest? Are there any special offers associated with the product/service? How long does it take to procure and implement the solution?
• Rundown of competitors- A typical objection that is common across many different types of teleprospecting campaigns is that the contact is interested in or set on another vendor who provides a similar product/service. Who are the primary competitors we should expect to hear? What are the competitive advantages of this product/service?
• Typical objections to expect- This is the perfect opportunity for a role play session. The client can play the prospective customer while the agent practices the call guide with them. This will not only give the agent the opportunity to familiarize himself/herself with the flow of the call, but it will also give the client a chance to teach the agents typical objections they may get and how to overcome those objections. Will prospects be hesitant because of price, for example? If so, are there any financing options available? How can we assure prospects that this conversation is worth their time despite whatever objection they may have?

Once this information is shared, the agents will have the opportunity to ask additional questions they may have. Allowing agents to ask questions at the beginning of the campaign can eliminate confusion and help build campaign momentum much more quickly.

Tagged: teleprospecting, lead generation, targeted lead generation, lead generation telemarketing, telemarketing training, teleprospecting training

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