Article Side

Online Article Directory!

Hello Guest! Login or Register to submit articles!

Telemarketers & Appointment Setters: Courting the Gatekeeper

By Anika Davis Subscribe to RSS | May 8th 2012 | Views:
loading
 
  



Appointment setters and professional telemarketers often clash with gatekeepers who prevent them from reaching significant decision makers in their target market. However, professional appointment setters and telemarketers should consider these gatekeepers as valuable allies to reach their target decision makers and an influencing factor that could help convert sales leads into sales.

Introducing The Gatekeeper

These employees are the designated vanguards of any company. Gatekeepers can be considered an innovator of business, especially when one takes into consideration the substantial level of influence that they have on their decision maker’s business network. This isn’t about the company receptionist, but the executive assistants in the organization. In countries such as Australia, executive assistants are expected and well capable of setting appointments for their senior executives. They decide which b2b lead generation telemarketing calls to give important company details to and whichb2b appointments to add to their superiors’ schedule, which means that a large percentage of b2b sales leads that fail to convert are the result of gatekeeper interference.

Tips for the appointment setter and lead generation telemarketer:

1.The first goal of appointment setters and b2b telemarketers should be to earn the trust and respect of the executive assistant for a particular sales lead. Converting the gatekeeper to champion the appointment setter’s cause will make the road to the decision maker shorter.

2.Being too pushy is never a good marketing strategy, whether for sales leads or gatekeepers. Soft selling to executive assistants is the best route that should be taken by b2b telemarketing professionals.

3.No one in any successful company has lesser time to waste than the executive assistant. Although they are assistants, they are often just as busy (if not more) as their executives. Professional telemarketers should learn to deliver their telemarketing scripts promptly and be direct to the point.

4.B2b telemarketing professionals should discuss with the executive assistant about how their products and services can help them help their company. Gatekeepers aspire to please their executives, and being a part of an innovative business partnership that could bring vast benefits for their company is a highly attractive opportunity for them.

5.After the executive assistant has provided the details of the company or set the appointment, appointment setters and telemarketers should send him/her a short email as a token of gratitude.

6.Once appointment setters or telemarketers reach the decision maker, they shouldn’t readily dispatch of the gatekeeper. In fact, both appointment setters and telemarketers should continue developing their business relationship with them. These gatekeepers are well informed of the company organizational structure and can be important sources of information such as recent executive appointments. Furthermore, they have access to the executive’s business network, which is most probably comprised of other b2b sales leads.

Executive assistants are often stereotyped as “just secretaries”. Treating them differently than most people do - with respect - and earning their trust will prove highly beneficial for b2b companies. By turning these gatekeepers into guides, b2b companies will be assured of an advocate inside their sales leads’ company. Exceptionally skilled b2b appointment setters and telemarketers are masters of the art of courting the gatekeeper.

Anika Davis - About Author:
Anika Davis is a marketing executive for Leads and Appointments. And has a proven track record in helping b2b companies generate qualified sales leads through telemarketing, search engine marketing and email marketing. Find more lead generation tips and how to's at http://www.leadsandappointments.com

Share on Facebook Tweet It Stumbleupon this post This post is delicious !

Article Source:
http://www.articleside.com/marketing-articles/telemarketers-appointment-setters-courting-the-gatekeeper.htm

Related Marketing Articles Subscribe to RSS

Mr-junkcar.com coupon codes are part of the marketing and sales strategy
Published by Gayathri PreethiDevi on May 30th 2012 | Business
Get Mr-junkcar.com coupons Mr-junkcar.com coupon codes, free shipping discounts, promo codes at deal...
 
Give a boost to your CD sales - Print CD Jackets
Published by John Davis on January 12th 2012 | Business
In the fast moving world of today, it has become really difficult to get ahead and prove yourself. W...
 
Vinyl banners – get more sales for your restaurant
Published by Lester Cliff on February 22nd 2012 | Business
Vinyl banners are easily foldable and can squeeze into a purse and using them can save you transport...
 
Black Friday online sales jump twenty six percent
Published by Ritika Sharma on November 30th 2011 | Marketing
Initial numbers for Black Friday sales for internet retailers present a pretty rosy picture....
 
B2B Telemarketing - a comprehensive telemarketing service to boost your business
Published by Beanstalk Marketing UK on January 12th 2012 | Marketing
Beanstalk is a UK B2B Telemarketing agency specializing in B2B Telemarketing for Appointment Setting...
 
Various pricing strategies adopted by companies to improve sales
Published by Annphilip on March 8th 2012 | Business
Pricing strategy depends on both the external factors and the internal factors of an organization. S...
 
Product sales through Call answering services
Published by Meghnath Kumar on July 2nd 2012 | Business
Among the various services that you use as a business minded person, to achieve your goals and have ...
 
Quick money generation with online direct sales opportunities
Published by Rave Stuart on December 4th 2011 | Business
Your income from job might not be sufficient enough to fulfill all your needs and you might need som...
 
US auto sales rise in November
Published by Ritika Sharma on December 3rd 2011 | Marketing
Despite, a sluggish economy and a weak employment sector, car sales in United States surged in Novem...
 
Yogadownload.com coupon codes are a cost efficient way of increasing sales with minimal loss of money
Published by Gayathri LilliDevi on April 25th 2012 | Business
Yogadownload.com coupon code associate publishers must clearly detail the Yogadownload.com coupon of...
 
What are 'outsourced sales' and how can they be beneficial?
Published by Justine Fitton on March 14th 2012 | Marketing
If feeling the pressures of financial dealings with your company, you must spend money to make money...
 
MCITP and MCSE certifications to sensitive sales
Published by Hanliu1003@hotmail.com on January 3rd 2012 | Business
With increasing importance of information technology in nearly all industries and organizations, a C...
 
Improve your sales statistics with Salesforce CRM Implementation Barbados
Published by Jamessms on April 18th 2012 | Business
Salesforce CRM implementation can bring a wonderful change in the customer support and services of t...
 
Good customer care services satisfy customers and improve sales
Published by Annphilip on January 24th 2012 | Business
When customers are willing to spend on products or services, they also expect the company's customer...
 
Imagine Ink is able to offer you sound sales promotion activities for your business
Published by Mary Porter on July 5th 2012 | Business
Are your sales lagging in these tough economic times and you’re intent on running an effective sal...