Incorporation Services Online

By Terry Stanfield

 What really is the difference between B2B Cold Calling and Traditional Telemarketing, anyway? In truth, the basic fundamentals are identical. But, there are certainly differences.

Clients who hire VSA or create their own internal VSA-type B2B cold calling teams want a prospecting arm - a group who finds potential gems in a pile of names and gives these potential gems to someone who will close the sale. Typically, clients who hire a traditional telemarketing firm are looking for a sales arm - a group who finds new clients and sells them directly over the phone, eliminating the extra step of using a sales person.

There is a need for both kinds of calling, but the two categories do not have identical skills, processes or technology. I am intent on defining the difference between the two categories because l want to help our readers find the calling team that best fits their companies’ needs.

Similarities: There are tremendous similarities between VSA-type Cold Calling programs and the kind of telemarketing calls you receive at work (from a long distance company) or at dinner (from your local newspaper). Ability to get on the phone with complete strangers and talk! Hours and hours of telephone calls to find individuals who are interested in your product or service.

Belief that your product or service can truly help your prospect. Thick skin and ability to take rejection. Telephone sales skills to keep someone on the phone long enough.

Ability to overcome specific objections. Endurance, knowing when someone is interested and moving them into the next phase of the sales process Tracking results of each call. Make modifications during the program, as needed to ensure success.

Differences: The differences are subtle, but they are critical. Many firms who perform traditional telemarketing work also perform VSA-type B2B Cold Calling programs.

Represent complex products or services, which require sophistication to explain quickly over the phone, and a sales person to truly close the sale. Typically call for high-margin or repeat-purchase products or services. Never read from a script, even when answering objections.

Ask open ended questions. Become knowledgeable about the product or service to answer simple questions and sound as though you’re sitting right in your client’s office. “Navigate” a prospective company’s calling system to find the right decision maker - normally this means not using an automatic dialer because callers might make 3 dials for every record to find your decision maker.

Update your record with the correct decision maker. Excellent notes so the next time you (or a colleague) call(s) the company you can reference previous conversations. Lead an interested prospect to a sales appointment - at some future date - and keep the sales momentum! Get off the phone as soon as you sense there is no need or no interest. This might be after one objection. Do not call a prospect again (by you or a colleague) - EVER - if he or she asks to be removed from future calls.

Never jeopardize your client’s reputation by being perceived as a pest. Don’t sell over the phone, only identify potential sales/leads. Your job is to know enough not to be dangerous, since products or services are typically quite complex and require a sales person to close the sale. The program’s overall success depends delivering qualified leads AND on the sales person’s ability to close your appointments. Making a lot of appointments is NOT ENOUGH!!

This list can help any company identify the technical capabilities, caller-skills, and process requirements to make a phone campaign successful. VSA is happy to answer questions, regardless of whether you make calls in-house, are looking for traditional telemarketing, or want to outsource a B2B cold calling campaign.

Visit Terry’s site for information on outbound telemarketing and telemarketing programs.

Your Resource For Incorporating A Business Online

Earn Extra Income Right At Home
By Mal Keenan

 Many Americans want to earn extra income; the problem is that many of them do not know how to do so. Fortunately, the advent of the internet and the pervasiveness of personal computers have made it easy for Americans to earn extra income from the comfort of their own homes.

But many skeptics wonder if it is possible to make money online. Specifically, they wonder if non-retail online avenues of revenue generation really work.

Online retail is an established form of income generation. Many dot.com giants were built on the concept of online retail. ebay and Amazon are considered the darlings of online retail. But you don’t have to be a corporate giant in order to make money online.

One way you can make money online is by selling unwanted items on ebay or Amazon. Old books, unwanted gifts, old toys and unwanted clothing are some of the items you can sell online. Selling unwanted items online is a great way to clean you house and make some money.

If you do not want to go through the hassle of selling physical products, you could become an affiliate partner and sell digital products online. These products are typically online e-books or software. Selling digital products requires a great deal of effort during initial start up, but once you set up your affiliate website, subsequent maintenance will require less effort.

By becoming an affiliate, you receive commissions on sales you make. There are many different types and varieties of affiliate products and the rate of commission can vary. But commissions typically range from 30% to 70%. Becoming an affiliate can be very exciting and rewarding.

However, if you want to earn extra income quickly you may want to participate in online surveys. There are online marketing research companies who are looking for consumers who are willing to participate in online surveys. In return, participants are paid for each survey they complete.

Unfortunately, it can be easy to deplete the amount of surveys available to you, hence reducing your income-generating opportunities. The amount of market research being done at any point of time is extremely finite, and the demand for new research may not replenish the old quickly enough. There are also many disingenuous companies who masquerade as online marketing research. Before you join one of these ‘programs’, it is important to conduct some research and find a legitimate company that has made proven payouts.

If you would like to earn extra income, you can consider some of these simple, yet effective ways of creating instant revenue. There are many ways you can use technology to make extra money. But technology not only allows you to earn extra income, it also allows you to do so in the comfort of your own home. But before you begin, it is always prudent to conduct the appropriate research. Try to consult a relevant guide or document if possible. So the next time you’re at home with nothing to do, switch on your computer and start making some extra money.

Click Here Now to download a free copy of Mal Keenan’s 30 Page Work at Home Business Success Report outlining his personal steps to a six figure online income.

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