There are so many reasons people dislike telemarketing. In fact the name itself carries a lot of unpleaser aura that even inside sales representatives do not dare mention it to prospects when asked about the reason they're calling. Aside from etiquette, it is usually what telesales agents say that blows away their chances to keep their prospects engaged and turn them into a sale. What makes the matter even worse is the fact that inside sales professionals do not seem to recognize the little mistakes they make and keep shooting themselves in the foot by repeating those mistakes every time they make a telesales call. If you are running your own telemarketing campaign to generate B2B sales leads, here are 5 things you should not say to those you are calling:
1. We are the best inside sales lead generation / appointment setting firm in world.
Not only that it's doubtful (unless you have actual proof to show it), it really does not sound good when you sing your own praises while talking to people you just met (or in this case, just talked to). Andides, what does being the "best in the world" mean to your prospect. Should they even care about it?
Inside sales solutions providers often make big claims such as being the best and having the most experience in lead generation appointment setting without explaining how those claims would benefit their prospects. There is nothing wrong about claiming big as long as you are able to prove it and you do not expect your prospects to do the work of figuring out what it means to their business.
2. We have everything you need.
This will probably make sense after you have found out exactly what they need. But, let's face it. You simply can not do everything; nobody thinks you can. And while you do not really have to admit that during a lead generation or appointment setting campaign, you need to explain clearly to your prospects what you can do, what solutions you provide, and how those solutions will benefit their business. Serious business owners will have time to speak with you and discuss your services as long as the conversation is realistic and it is about what they will get and not just about what you have.
3. We're not selling something.
There's nothing wrong about saying this if it's true, but it is not. You're lying and both you and the person on the other end of the line know it. The reason telemarketing professionals run inside sales marketing campaigns is because they want to sell something, whether they reveal it early on or later in the process. If you can not tell the truth about what you do, how would you expect anyone to trust you with their business? Be honest, and be someone who people can trust with their money and most importantly their lead generation campaigns.