Your Business Development Lead Generation Questions Answered…plus tips, advice & lots more on using B2B sales prospecting by Phone for YOUR business.
Think business development lead generation has to be expensive or complicated to be effective? Think again!
Business development phone marketing is a simple and cost effective way you can reach new markets and get new customers.
But to be effective you’ve got to use real-time follow-up calls. Voice-mail and email follow-up are not enough.
This is where I can help you.
I work the phones and make those calls….developing relationships for you with the key prospects in the markets and companies you want to reach.
Effective Business Development Lead Generation Prospecting
Effective business development lead generation prospecting is a methodical sales process.
It’s about list building and then developing your lists to find the leads you can work into sales appointments.
But effective business development lead generation prospecting is not one call telemarketing.
The business development prospecting I’m recommending involves routine follow-up calls.
These calls create trust, build your credibility and forward the sales process.
What about getting appointments out of this process?
Quality appointments do not happen overnight. Routine follow-up calls plus e-mail follow-ups work wonders to get you in the door for a face-to-face meeting.
So EFFECTIVE Business Development Lead Generation Prospecting is a process?
Absolutely! B2B Sales Prospecting is a form of direct marketing.
And building a highly targeted database is the key to any successful direct marketing campaign. Therefore, I view each call as a means for fine tuning your business development prospecting database. It’s a work in progress that never ends!
How do you prospect qualify?
Good prospects…weak prospects? I find out who’s who by asking specific questions. For example, “Does this interest you?” Or “When would you like me to recontact you”? Each follow-up call fine tunes a prospect’s interest level. That’s why I make prospect qualify questions part of every b2b sales prospecting script!
What happens after you qualify a prospect?
Once I qualify a prospect as genuinely interested in your business, the next step is your email follow-up. After that, I recontact your prospect by phone. Starting to see how this business development lead generation process works?
When do you make those follow-up calls?
My call backs are scheduled according to your prospect’s request. The time between the introductory cold call and the follow-up call varies from prospect to prospect.
Why not let me do those follow-up calls?
Salespeople are notorious for leaving those all important follow-up calls for last on their list. Face it, you’re just too busy!
How do you keep track of who to call and when?
I use a sales management program that organizes contacts, phone numbers, call back information and call histories into a single database package.
How do I know the prospects you qualify are worth MY time?
With introductory cold calls I learn who’s a good prospect and who’s a dud. From there I make routine follow-up calls to further qualify and develop the best prospects.
Have you worked your business development Prospecting in my specific industry?
A good over the phone business development lead generation person can work any industry. Same goes for face to face sales. The top producers are at home regardless of product or service they sell.
What about voicemail? Do you leave messages?
Leaving voice mail for customers or prospects who you know well is one thing. But for new prospects it’s a waste of time — theirs AND yours!
When B2B sales prospecting or making follow-up calls, what do you say?
I never “wing it”. I always use a script. This keeps repetitions, omissions and improper sequencing out of my pitch. They spell trouble when it comes to business sales lead generation phone prospecting.
What size call list do you need to get started?
Keep it simple. 100 or so prospects is plenty. Quantity is good. But quality is better!
Creating trust with each prospect is my primary goal — NOT making a sale. Your calls are important…and making sure they’re done this way is why I don’t outsource to third party call centers.
Questions? Call or email. 619-692-3110
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