Teleprospecting is prospecting for new business via the phone. Where telemarketing takes a one-size-fits-all approach to phone work, teleprospecting looks for live sales opportunities based on “pain” being experienced by the target market. If you are a teleprospector, a prospect should be speaking with you to help them solve a major business pain. The conversations will typically be scripted for the initial introduction, but after that, the representative making the call must be trained to listen intently to the answers being given and be ready to ask the most appropriate next question.
Each conversation will have its own unique characteristics, and here is where a more senior person is needed to make these calls as opposed to an entry level telemarketer. A teleprospector is trying to make a determination as to whether or not their product is a fit based on what is wrong at the target company. A good teleprospector isn’t going to be upset if a conversation ends without there being a next step because their goal is to find the right fit, not just get a commitment to a next step.
Success in teleprospecting is measured in conversion to forecast, not just in the number of meetings booked. Therefore, a great teleprospecting rep isn’t going to want to pass anything that doesn’t have a high likelihood of moving to a next step in the sale process. Instead, they will focus on delivering high quality, qualified sales leads.
Telemarketing or teleprospecting. Be sure to select the right one for your business. B2B Sales Max does provide Teleprospecting services, customised to your specific needs and market.
Thank you Peter Gracey, for putting the right words on this!