Process for Acquiring High-Value Customers In Niche B2B Markets
Only a small percentage of leads offer you REAL opportunities for developing high-value customers.
Select niche batches of B2B prospects you want developed. VP-level executives…CEOs…IT execs…Buyers…OEM or channel sales partners.
- Prospects you’ve met at trade shows
- Customers who have drifted away
- Subscribers to newsletters or webinars
First Phase: Introductory warm-cold calls to find prospects worth pursuing. I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up.
Second Phase: Follow-up calls to uncover active selling opportunities. Best prospects are developed by routine call backs. Again, I’m working the phones and making the calls.
What You Learn: Sales opportunities you’ll NEVER hear about unless your ear is close to the ground! EXAMPLE — Vendor drops ball…you get the call. My real-time follow-up calls keep you informed on account activity so you’re ready to move when opportunity knocks.
Feedback: I give you immediate feedback with full notes and clear records of each call at all stages. Included are daily outcome reports so you can share information and adjust tactics.
Lead nurturing pays you back with higher conversion rates
You Track Results: Because these updates are ongoing you can track results and jump in whenever a prospect is ready for a face-to face or wants a demo scheduled or has questions best answered by you or your team.
My process of developing high-value customers with real-time follow-up calls cannot be replicated by mass volume B2B telemarketing.
It boils down to how I interact with your prospect base. Your prospects get to know me. And with each follow-up call I get to know them better!
Yes, it’s process.
But you’ll discover my lead nurturing marketing process not only works better than one call telemarketing but it makes tracking and developing high-value-customers a lot more efficient.
Improve Your Process For Developing High-Value Customers
Also, for further study:
- Harvard Business Review On Cold Call Sales Prospecting
- 7 New Rules for Prospecting In The Age of The Customer