Developing new business opportunities is a process.
Here are some things I've learned over the years about this prospecting process.
Lead generation from contact lists scattered about on scraps of paper or on business cards is no way to make sales calls or generate new business appointments.
More common still is trying to book sales appointments on the first call.
Today's phone marketing is about building relationships with prospects.
You'll get higher quality appointments if you build your prospect list with routine follow-up calls.
Keeping you in the loop so you know which prospects are getting ready for an appointment is key.
That's why I send you call out-come reports immediately after each completed call. You'll be able to track each lead...share lead information..and adjust tactics.
- Accountability. Because each sales lead I generate for you gets followed-up and because each sales lead is tracked you can quantify and measure how well your campaign is working (If you aren't measuring how well your ads are doing then you are not doing marketing at all but instead PR!).
- Customer Care. Follow-up calls go a long way towards keeping your customers loyal and showing them you value your business. NOTE: In this economy where customers are fewer, their loyalty shorter and their demands greater every business large or small can use this service.
Improve Your Business Development Sales Prospecting
Get updates on ways Business Development Sales Prospecting 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, if you do nothing else today click and read this:
7 New Rules for Prospecting In The Age of The Customer
