IT telemarketing is great way to market technology products and services, the key is in knowing what factors affect the buying process in the IT sector.
The arena of technology services and consulting firms is continuously evolving, frequently breaking new grounds for opportunities to flourish and develop. Technology product companies perceive services as favorable circumstances for offering added value to customers, generating increased margins, and income growth.
Marketing strategies have been developed and improved to specifically and efficiently promote and sell IT products and services. Among the leading methods constantly used by technology companies today is IT telemarketing.
We all know that telemarketing is a challenging activity, but it gets even more challenging when you are trying to market complex enterprise technology solutions and services. So what do you need to keep in mind when you are using the phones to market to decision-makers and influencers within the lines of business and technology departments of fortune 500/1000 companies? Technology buyers need sales people to understand that:
They want something that is a “must-have”, not a “could have”. With tight budgets and the demand to continuously enhance IT infrastructure, businesses constantly prioritize and analyze. But, they will continue to purchase. Concentrate on how the service or product can really help them and position the offer as something that can land on their list of priorities.
A comprehensive knowledge of their business, concerns and pain points is required. Do not waste their time by asking questions that can be answered through research. Ask questions that can unravel issues and problems that might be resolved by what is being offered.
Pricing should be addressed earlier in the process. While this may not work in some other type of telemarketing campaign and salespeople are trained not to mention pricing at the beginning of a sales discussion, it does in IT marketing. Prospects want to have an idea how much a technology solution or service will cost as early as possible.
They want professional sales individuals with the right communication skills. This is common knowledge in any type of profession. Right. But sometimes, sales people forget that prospects prefer a professional approach over the casual one. Also, they want sales people to not only call them, but use email and voice mail to effectively get their message across.
They want to find out what and how things are done by other businesses in their industry. Testimonials work. This is a great means to help decision-makers decide. If salespeople can site a similar industry or situation, the greater the chance of the telemarketing activity has to succeed.
A strong value proposition is a must. It all boils down to this, a value proposition that meets their specific IT needs will certainly lead to a sale, even in a recession.
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Now, before you start saying that this is a very bad business tactic, allow me to share with you a personal experience. Having worked in marketing for years, the need to get involved in social media marketing to generate more B2B leads for IT company became a necessity. But here is the problem, despite how active I was in so many social networks; I still find it hard to reach my IT lead generation goals.
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