Building quality prospecting lists -

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George Clay

Is your prospecting list scattered about on slips of paper, business cards or sticky notes?

Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call.

For me, real-time data-entry is key to building quality prospecting lists.

Key data points to capture include:

Your prospect's interest level in your goods or services.

Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.

Ask the qualifying questions to make certain your offer matches their needs.

Learn their “hot buttons” --- what is it you can do for them that matters most.

Use real time follow-up by phone for interacting with your prospect base and developing their interest in what you can do for them.

REAL time follow-up calls mean you engage your prospects with some inter-active, one to one Q&A.

These calls establish good rapport...forward the sales process..and keep your prospects and your customers from drifting away.

The right CRM software will simplify this for you ….adding speed and precision to your marketing efforts.
EXAMPLE: Send prospects you've visited or called in the last week personalized, first-class follow-up letters detailing key points of your discussions.
Prompt follow up always wins…and makes YOU outshine the competition.

Building good prospecting lists will change your life and keep your customers smiling.

Recommended reading:

100 Best Business Development Books of All Time

Forbes: New Rules for Prospecting In The Age of The Customer

Also: Harvard Business Review reports on benefits of cold call lead development.

From Harvard Business School On-line: This On-line learning course sounds interesting

building quality prospecting lists crm software prompt follow-up real-time follow-up by phone real-time follow-up calls

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Lead qualification phone process

Outreach Call Script

Organizing Your Outreach Calls

Doing outreach qualifying calls to new prospects?

Try list-building your prospects into three categories:

A. reachable prospects during day
B. reachable prospects after hours
C. reachable only during day and only via gate-keeper

C above I generally avoid--- more productive to work A and B.

Voice mail or leaving messages with gate-keepers I have found ineffective on first calls to new prospects

Marketing Direct Update

What was once referred to as Corporate Sales and Marketing still works but not like it used to.

That was when you walked the floors at trade shows or went to business conferences because that's where you could meet and greet buyers and maybe find a few who down the road would eventually buy something from you.

Of course, you can still follow this path but the time and money you spend to close your sale and make the deal is not getting any cheaper.

There's lots of things I do not understand about virtual selling.

But one thing is clear ----

Whatever you can do that gives you greater control over spending and the agility to reduce costs is worth a look.

Test Run Free Trial

I want to show you how my outreach calling works.

How I get through to the right people.

Qualifying their interest and making sure they want to hear from you.

You decide if you get the results you are looking for.

858-756-2085

George@ProspectingB2B.com