Avoid Decision Anxiety In B2B Telemarketing

Avoid Decision Anxiety

Decision anxiety is simply a fancy term to describe moments when you can't choose because you have so many options. Logically, having so many options means having so many possibilities. Having so many possibilities means having a lot of what-if scenarios in your head. Thus, your mind is overloaded with so many such scenarios. However, what does this have to do with B2B telemarketing?

Well first off, like all other marketing approaches, B2B telemarketing is all about appealing to a prospect. It's one of the ways you generate opportunities for your sales team by finding out about a prospect's particular interest, budget, and availability to make the buying decision.
 
Secondly, B2B telemarketing can be regarded as a non-core process. This makes it eligible to outsource. However, there are doubtlessly many telemarketing companies out there. 

 
Now whether you're using a B2B telemarketer or are planning to outsource, decision anxiety can rear its ugly head for both! Here's how:

• Telemarketing - Some businesses are tempted to present a 'wide selection' of products and services to their target market. But while variety can demonstrate how diverse your business's manpower and resources are, too much variety results in having too many options. Having too many options results in decision anxiety.
• Outsourcing - As stated a few paragraphs above, there are many telemarketing companies out there. This gives you too many candidates. And with their tendency to more or less say the same thing, it adds to the headache (and to the anxiety).

In both cases, you need to minimize that anxiety and generate quick decisions. Otherwise, you'll be wasting a lot of time. Prospects who are too overloaded with the options will take up your time because you've slowed down their capacity to make a decision. On the other hand, you have to quickly select a telemarketer to outsource or else your competitors will leave you behind in terms of generating leads.
 
You need to make sure your B2B prospects don't spend too much time thinking (and in some cases, they shouldn't even be thinking too much at all about your offer). You also have to make sure that you yourself don't suffer the same anxiety when selecting a telemarketer to outsource. 

 
Fortunately, you can easily tie together a solution that solves both.
 
In involves keeping it simple. For telemarketing, it means simplifying the selection of whatever B2B products and services you're presenting to prospects. Make sure that the choices your caller presents are all relevant to the needs of the prospect but at the same time, those needs are supposed to help narrow the choices down and help them reach a decision faster. For outsourcing, it means asking the same of your candidates. You need to find a telemarketer that's most relevant to your specific needs. Don't complicate your standards too much and keep them simple as well. You can apply this even if you think you've only seen telemarketing firms that have covered a wide range of industries. What you need to focus on is simply the industry that you're targeting. Keep a list of traits to watch out for and don't be too distracted by any feature or offer that's not on it. Decision anxiety can manifest in more ways than one in the telemarketing process so take measures against it by keeping things simple!

Posted in: B2B prospects,B2B Telemarketing,Decision Anxiety,marketing approaches,Outsourcing,quick decisions