When starting a cold calling campaign, it’s important to understand what the telemarketing rules are, TCPA regulations, and guidelines so that you can stay in compliance and avoid any potential fines.

Most regulations revolve around calling consumers but many sales jobs focus on business to business calling.  Whether selling new printers, memberships, or logistic services, calling prospect may be the fastest way to increase your sales numbers.

According to the FTC most businesses or salespeople can call another business and stay exempt from the Rule.  This is great news for B2B sales people.  All you need is a quality list of sales leads to start dialing.  Just make sure that you are calling them yourself, not using an autodialer.  If you are doing robocalls you will be subject to additional rules.

There is a further exemption to be aware of.  

According to the FTC, “Although sellers and telemarketers involved in telemarketing sales to businesses of nondurable office or cleaning supplies must comply with the Rule’s requirements and prohibitions, the Rule specifically exempts them from the recordkeeping requirements and from the National Do Not Call Registry provisions. These sellers and telemarketers do not have to create or keep any particular records, or purge numbers on the National Do Not Call Registry from their call lists to comply with the Rule.”  In other words sellers of nondurable products do need to comply with the DNC when calling businesses but don’t have to keep as detailed of records.

What you need to be aware of when calling off of a sales leads list is that business cell phones are now covered under the new TCPA regulations.  

These rules require you to have prior written consent prior to contacting someone’s cell phone and this includes text message marketing.  It is not enough to have implied consent.  It must be in writing.  If you are making calls to businesses you need to make sure that you are calling land lines so that you don’t accidentally violate any of the new TCPA rules.  The additional challenge with cellphones is that if someone uses their phone for business and personal calls, the number could fall under the Do Not Call guidelines for consumers which could result in you completing an accidental violation.

Your first line of defense is to get a quality list of sales leads that has been scrubbed against the DNC registry.

This should remove any personal cell phone or home phone numbers that have been added to the federal Do not Call list.  Some business owners use their personal phone numbers so this will help you to identify and eliminate which ones not to call.  You also want a quality list because it will enable you to specifically target the industry you are interested in reaching out to.  By using NAICS codes you can have a list generated that is specific to your ideal customer base.

The most important thing to remember when calling other businesses is to pick up the phone and dial them yourself.  Robocalls have a significant amount of legislation associated with them and you could easily find yourself in violation.  Make the calls personally from a qualified lead list and watch as your sales numbers increase.