Seven Most Frequently Asked Questions About My Business Development Outreach Call Process
Effective cold calling is part of a methodical sales process that includes routine real-time follow-up calls.
This business development oureach call process is summarized below.
Qualification Process
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”?
These prospect qualify questions are key to my business development cold call sales process.
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.
Sales automation platforms are an essential component of an efficient business development cold call sales process.
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 sales prospects.
Have you worked your business development cold call sales process in my specific industry?
Top management will insist only salespeople with deep understanding of the markets they are selling can do sales development cold calling.
It’s myth based on ignorance rather than a tested business development cold call sales process experience.
A good over the phone sales person can work any industry.
Same for face to face sales. The top sales producers are at home regardless of product or service they sell.
What about voice-mail? 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!
Improve Your Business Development Outreach Call Process
Get updates on ways Business Development Cold Calling can help your business grow —especially in this economy.
Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.
Also, for further study: