3 Timely Lessons for B2B Telemarketing Marketing to consumers, and doing B2B telemarketing are very different types of marketing. Dealing with the gatekeeper is the first person you will have to pass. The way you can get to the person you actually want to speak to is only through this one individual. It’s all about making it to the decision-maker when you call a business to talk to. Basically, all the difference in the world will come from the message that you craft. Unfortunately, you will have to deal with the gatekeeper who seems to wield all the power since they control who gets to speak to the person in charge. So many tactics have been attempted to get around them, that they’ve heard it all. You really want to avoid employing an approach like that. In most cases, you will have to place multiple calls to explain your situation and to reach the person in charge. So, just be cordial, honest and build a limited relationship or rapport with the gatekeeper. You must keep to your business and never stray into personal discussions. You have to keep working at building the bond with every call but always stick to business and make sure you are positive. There’s plenty of ideas and recommendations out there when it comes to business-to-business sales calls and how to get around the guard. Some people think the best way is to avoid telling the truth about your motives, in other words to tell lies regarding why you are calling. It’s your call whether you tell the truth or not. One example is to claim that the person in question is aware and waiting for you to call. Well, just think that any good gatekeeper will check with that person, first. You’ll be called out and need to give a good answer because the person clearly won’t know who you are. If you feel you don’t need a script for B2B telemarketing calls, at least work on creating some guidelines to follow. It’s really not a good thing to come up with an impromptu message for something that is really quite important. If you don’t feel you can do this, hire someone to do it for you. Your call needs to be structured to include the important points. For example, there needs to be mention of the benefits to your product or service. This crucial information then needs to be delivered in the most positive way possible over the phone. You should take things step by step if you want to incorporate B2B telemarketing into your business. Accessing the person in charge is easier with a smaller company, which is why you should consider starting there. It won’t be as hard for you to set up accounts like this. You’ll also be able to improve your confidence and become a better telemarketer. You can then progress to getting in touch with bigger companies. If you treat them all as being vitally important, then your message will be much stronger, even if the best idea is to start off with small businesses.