Knowhow-Now Article

Cold calling still remains as part of any company’s marketing campaign in Singapore. And that is for a good reason. When we want to increase the number of B2B leads generated during a lead generation campaign, we will have to speak to prospects who may have never heard of us in the first place. Naturally, our calls would be met by suspicion. They do not know if we are the genuine article. In one way or another, it is our job to convince them that what we offer will really improve their business. How you do that depends on your skills as a marketer, as well as your ability to conquer fear. Yes, fear. Actually, this is the one greatest handicap that a lot of marketers suffer. Even veterans can be gripped with this uneasy feeling every once in a while. But it is your capacity to conquer it that you should take into serious consideration.

So, how will you deal with fear?

Like all modes of communication, telemarketing also has its share of rejections. Most can be a rather pleasant ‘no’, but there will be times when the person at the other end says things that are too much for comfort. For telemarketers, the fear of hearing such words can be very debilitating. To solve that, always keep in mind that business prospects have no personal antagonism over you. Perhaps they just had a bad day, or maybe they have been bombarded with similar offers and they have had enough, or a myriad of other reasons. Basically speaking, when they say ‘no’, just thank them politely for their time and then move on. That is a much more productive option, since you might be more successful in other calls.

Another source of fear is lack of preparation. And this is not just bound to the materials to be learned, it also extends to the way you talk. If you are unprepared, it is like walking blind. It can be a very fearful experience. But you can actually avoid that. You should study well, until all the details, rejections, as well as questions that will be raised by prospects become easy for you to understand. Also, try role-playing with a partner, record your transaction, and see how your voice sounds. In this way, you can identify where you have gone wrong and make the necessary adjustments. As you can see, you can make a willful effort to improve your skills in generating sales leads.

Of course, if the task is just too daunting for you (too many calls to make, too many things to attend to, too many transactions to deal with, etc.), you can always outsource your work to a capable lead generation firm with experience in dealing with the Singapore market. There are a lot of firms that offer professional appointment setting services. As long as you choose the right company, then you can be sure to get more qualified B2B leads. As a business investment, you only need to make the right choice.

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