As HubSpot says “There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker.” Someone might make all the right sounds as you wax lyrical about the benefits of your products or services, but when it’s time to convert the discussion to the next stage, pass you over to the person who really makes the decisions, forcing you to begin all over again.
Identifying the decision maker as quickly as possible will help to ensure that telemarketers don’t waste precious time. However, in order to work out who’s really in charge, telemarketers need to ask the right questions, in the right way. The sooner they can do this, the quicker they can bring their conversation to a satisfactory conclusion.
If telemarketers begin by bluntly asking if the person they’re speaking to is the decision maker, they’re likely to get the call off on the wrong foot. Everyone wants to feel like they’re important, so pushing someone to hand the phone over won’t endear telemarketers to the person they’re talking to. Remember that more often than not, if the person who picks up the phone isn’t the decision maker, they are the gatekeeper, so getting them on side is always a good idea.
Instead, try to be a little more subtle by asking if they’re ‘responsible’ for making decisions about this type of product / service or whether there’s someone else you should speak to. By wording your question in a slightly more probing way, you can give the person you’re speaking to the opportunity to pass the relationship on without making them feel unimportant.
Find out who controls the budget
Ultimately, the person who controls the budget makes the decisions. By asking to speak to the person who is in charge of or makes decisions about the area of business your products or services relate to, you can fast track your way to the relevant decision maker. However, as a lot of gatekeepers won’t want to give out this sort of information to a telemarketer they don’t know, you may well need to put a little leg work in to warm the conversation up and create rapport before you can move the call forward.
Is anyone else involved in the decision making process?
Often, there will be a few different people involved in the decision making process, especially at large corporations. Even if you get one of them to commit, the final decision may be reliant on the majority of decision makers warming to your product or service. Instead of relying on the person you’ve spoken with to go forward and advocate for your company on your behalf – something which, realistically, may never happen – ask if you can speak to the other decision makers personally. Although this will take longer, it’s often well worth the extra effort in the long run.
Find out more about the intelligent telemarketing techniques we use by taking a look around our site or getting in touch with a member of our team.