• Facebook
  • Twitter
  • Google Plus
  • LinkedIn

Telemarketing Software Featured Article

Bringing Back the Human Element When Prospecting Telemarketing Software Leads

 
December 10, 2012



Often dominated by machines and programs, the IT industry has had a reputation for being a bit stoic and cold. After all, interacting with a machine doesn’t yield the same impact as interacting with a human being. These images of emotionless yet highly sophisticated computer equipment can reflect back on a business, making it difficult to secure quality telemarketing software leads that translate into face-to-face appointments. 



Injecting personality into marketing is important on many levels but chiefly because clients still want to interact with businesses run by actual people and not technology. Certainly there is a place for technology – but instead of replacing people, it should be used to augment our relationships and interactions with them. Developers of telemarketing software would be wise to design their offerings with this goal in mind.

Concerns voiced about business being overrun by machines are often valid, and they can leave those in the tech field feeling like the enemy. The agitation with tech proliferation isn’t exactly an ideal situation for initiating productive telemarketing software leads, either. It can help to drive efficiency in the call center, as demonstrated with this VanillaSoft blog post; but that efficiency is meaningless if customer satisfaction is sacrificed as a result.

We live in a world where employees would rather communicate via social networking and mobile devices such as smartphones than to sit down opposite someone and have a real life conversation. The nerdy, anti-social reputation of IT also doesn’t do much to help overcome this stigma.

So how do you avoid being classed as cold and impersonal? According to this article found on Business2Community online, there are three steps businesses can take to extend the human touch when qualifying telemarketing software leads – no matter what method of communication is selected.

First, engage with telemarketing software prospects the same way you would speak to someone you know. It’s a given that unnecessary technical jargon should be avoided, but that is just the beginning. The key to building relationships and quite frankly closing sales is to interact on a more human level – good conversation can go a long way in instilling trust and credibility. 

We’re all familiar with the saying that people don’t care how much you know until they know how much you care – essentially, no one wants to feel like the subject of a sale, even if this is the reality.

To get your conversations started, it may be good to let the telemarketing software do the talking. Give real life examples of what it can accomplish, challenges that have been overcome, and any other observations that may be of interest to your prospects. Product demos are not a great way to maintain the attention of your software leads. If you want to stand out and initiate a deeper connection, you’ll need to include some practical experience of the software in action.

Finally, as they say, practice makes perfect. It’s not a bad idea to conduct a trial run before initiating forum postings or utilizing telemarketing for software leads. The best way to attract software leads is with a method that is polished and solid, and that only comes through practice, practice, practice.

Following these simple steps can help in overcoming stereotypes of the industry and relay a more personal touch. It is this genuine, heartfelt interaction that will capture attention when reaching out to potential telemarketing software prospects.

Want to learn more about the latest in communications and technology? Then be sure to attend ITEXPO Miami 2013, Jan 29- Feb. 1 in Miami, Florida.  Stay in touch with everything happening at ITEXPO (News - Alert). Follow us on Twitter.




Edited by Jamie Epstein

Featured Whitepapers

9 Essential Productivity Tools for Inside Sales Teams

9 Essential Productivity Tools for Inside Sales Teams
In 2011, inside sales eclipsed outside sales by an astounding 300 percent (source: InsightSquared.com), and became the dominant means of business development.

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry
What is inside sales? It's sometimes defined as "remote selling," "virtual sales," and even "sales in the cloud."

Want to Make More Sales? Make More Sales Calls.

Want to Make More Sales? Make More Sales Calls.
It sounds simple. Hire some salespeople, give them each a telephone and the revenue will magically appear, right?
At least that’s what a lot of companies think.

Featured Case Studies

Telemarketing Services Company Case Study

Telemarketing Services Company Case Study
A Canadian business development firm was using a homegrown solution and needed a cloud-based telemarketing software to manage lead generation and appointment setting.

Lead Generation Case Study

Lead Generation Case Study
An outsourced business development firm needed a cloud-based prospecting software and appointment setting to increase the functionality and flexibility of its agents.

Call Center Case Study

Call Center Case Study
A Call Center and Appointment Setting Company in Seattle was experiencing technical glitches and poor customer service from their existing call center software provider.