Make your business prospecting cold call a success
Forget using your business prospecting cold call to book an appointment.
Focus instead on developing a base of worthwhile prospects you can develop over time into prospects interested in meeting you and learning more about what you can do for them.
Yes, it’s a process!
But you’ll discover it get’s you in-the-door to make your sales and get more customers with far greater success than one-call telemarketing ever did.
Here’s the cold call process I recommend you try.
Phase One: Introductory warm-cold calls to find prospects worth pursuing.
Phase Two: Best prospects are nurtured by routine call backs from me and follow-up emails from you (see my post Appointment Setting Mistake).
Real-Time Follow-Up Calls are essential (see memo at right) for gaining trust, learning what your prospects really need and showing how your team outshines the competition.
NOTE: Voice-mail, e-mail and social media are all effective CRM…but over-used to where their messages too often are ignored (see my post “Lazy Follow-up“).
WHAT YOU LEARN: With real-time CRM calls you learn active selling opportunities you NEVER hear about unless your ear is on the ground!
EXAMPLE: Vendor drops ball…you jump in to prove what YOU can do.
Routine follow-up calls plus e-mail follow-ups & direct mail follow-up letters work wonders to get you in the door for a face-to-face meeting.
The secret is a personal touch that engages your prospects so they trust doing business with you.
Also, your business prospecting cold call is a form of direct marketing.[singlepic id=74 w=170 h=90 float=right]
And building a highly targeted database is the key to any successful direct marketing campaign.
Therefore, view each call as a means for fine tuning your sales lead generation database. It’s a work in progress that never ends!
Interested? Fill out and email this contact form. I’ll contact you within 24 hours by phone to learn what you need and see if I’m a good fit for helping you.
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Get updates on ways business development phone prospecting can help grow your business —especially in this economy.
Also, this Advertising Age update on B2B phone marketing.
Also, for further study:
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