Business outreach by phone explained.

Outreach by phone can be a helpful addition to your overall business development process.

The secret is making these calls in a very low-key way.

Not really selling anything.

Just touching base in a casual sort of way.

But how to do it?

What do you say?

Where to begin?

Use a prospecting script.

It keeps you focused and in control of the call.

Make your introduction short, simple, to the point --- something you can deliver in twenty seconds...without being rushed.

The secret is to keep your call relaxed, almost informal tone.

Be Yourself and the rest is easy

A script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.

An opportunity to learn and collect customer data

Remember, outreach by phone provides you with an opportunity to learn.

Depending on what information is important to you, you can be filling in the gaps in your knowledge about prospects or getting a read on the state of their business.

So, it's important to let your prospect do most of the talking.

More Business Outreach by Phone Tips

How to win sales remotely

How to make a successful phone introduction

Trial Run Test Offer

Recommended reading:

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 

Advice for well-established mfg. rep firm --- ten employees --- and that includes a couple of sales reps.

outreach by phone
George Clay

Their territory is just four states.

But small is beautiful and customer care is what they're all about and since this is their 35th year in business they must be doing something right!

Only problem is follow-up — everyone too busy!

Anyway, where I come in is helping them get into the accounts not yet in their fold and seeing what I can do to change that. Comes down to organizing and simplifying that process.

To help them along with this process I pulled together some customer care outreach tips.

These tips came after I began some introductory outreach calls to see if I could get through to the right people and start the process of establishing a rapport and putting our hat in the ring as a credible vendor.

Not really selling anything. Just touching base and gently introducing ourselves.

Here are my business outreach by phone suggestions.

The trick is not coming across as just another sales call. Just checking in to see how things are going and making sure you got the info.

Reaching the right people

Just an intro call...anything else is over-kill and gums up the works with data we don't need at this early stage.

Of course, most prospects will have little or no interest. But the ones who do are the prospects that we want to add to your prospect list — but only after I qualify their interest as genuine and worth your time.

Finding pain points

Once in a blue moon your prospect tells you what they need help with.

But most of the time to flush out these issues you need follow-up calls...and that’s where I try to get the prospect to do most of the talking and learn where they’re having problems and how you can help them.

Building a rapport

How I do this is by building a rapport and relationship with each prospect so I come across on the phone as not just another sales person trying to push a sale or get an appointment.

Speeding things up by keeping things simple

Common problem is getting bogged down with too much product knowledge.

All I need for my intro calls are a few highlights and nothing more.

I can take care of follow-up emails and free you from having to do this on your own time.

Working like we’re one team and I’m working from your office makes for more effective outreach.

Same goes for follow-up calls! I’m making these calls to keep you in the loop with how things are going with each prospect — making sure they received everything ok and have any questions or need anything down the road.

Just gently touching base and letting them know we are there to help.

All part of giving added value and goes a long way to building stronger relationships plus shows you are a step ahead of the competition when it comes to delivering great customer service.

Not glamorous but still a very effective direct marketing tool. Use your phone to market your business, build your prospect list & make more sales by reaching new markets in ways that are practical & easy to test. Old school? You bet. But it still works.

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Just touching base in a casual sort of way.