No, we’re not being sexist. In telemarketing one of the first challenges people encounter, is knowing who the right person is to speak with. We all suffer with negative bias to some extent where we think ‘they get hundreds of calls’, or ‘people are far too busy’, ‘I’m disturbing them’. It may be scary but outbound telemarketing is one of the most effective strategies for building a business, and it’s a skill worth harnessing.
Some have suggested that building an initial dialogue with someone lower down the corporate ladder, or a less senior person in the decision-making unit is preferable. The perception is they’re easier to reach and more amenable to a phone call.
At Blue Donkey we don’t believe that should be the case, in fact we advise against it on the basis that the person we reach might take on the role of gatekeeper. Often sales people who choose this method do so because they find the prospect of speaking to someone very senior intimidating. Of course, that’s understandable but at Blue Donkey we would always say results and confidence grow with success, adopting methods that generate real success are always better in the long term.
Keep your eye on the target
Even if you’re confident about your businesses strategies and success, it always pays to speak with your best prospects to understand and adapt to what your market wants. So keep your eye on the key target, the key decision maker. After all who wants to make a call where they have a nice chat but don’t generate success, it’s better to grasp the nettle and aim to reach the decision-makers that will really make a difference to our success.
Ask the MAN
At Blue Donkey we believe there is an important qualification process for who we should be speaking with. We use the acronym MAN to explain methodology.
M stands for the person with the Means (or Money) to make a decision
A means the Authority to make a decision
Need is where someone has the need to make a decision – in other words they benefit in some way because were helping them solve a problem or create an opportunity as a result of what we are offering.
Investing time and energy into reaching the most appropriate MAN is the best way to ensure your telemarketing gets results.
Enhancing a fertile database
Not only are productivity and sales maximised when you habitually aim for and reach the right decision makers, your all-important database also benefits by building new pipelines for future success as it’s continually fuelled with rich sources of information, and key decision maker names that help nurture relationships well into the future.
If you would like to find out more about how Blue Donkey can help you successfully reach your ideal MAN give us a call on 01353 724 880.