Beware old way business sales prospecting B2B. This FORBES article explains why.
Business Sales Prospecting B2B In The Age Of The Customer
Called 7 NEW RULES FOR PROSPECTING IN THE AGE OF THE CUSTOMER it tells of the shift in the marketplace of business to business sales.
The relationship between buyer and seller has changed.
Buyers no longer need you the seller in front of them to make intelligent buying decisions.
Your importance to a buyer is vastly diminished if you follow old way selling habits.
Forget business sales prospecting B2B for appointments.
The digital age has pushed appointment setting off the high ground it held for so many years.
Sure, face-to-face appointments matter…but their significance in the B2B sales cycle has faded.
Bottom Line: If you are prospecting for appointments you are playing a loser’s game.
Get over it. Or get yourself another job — but not in sales.
Now, let’s get down to what my business sales prospecting B2B can do for you.
I develop relationships for you with the key prospects in the markets and companies you want to reach.
Yes, building relationships and creating trust is what selling in The New Age of The Customer is all about.
Watch this Business Prospecting Video. You’ll see me business prospecting using a tool that makes contacting your prospects and keeping track of each sales prospecting call a breeze.
And because I test everything for you with small trial projects you will never waste your money on your business sales prospecting B2B going nowhere.
Here’s what I can do for you
- Build your business sales prospecting B2B list with introductory cold calls.
- Develop the qualified sales prospects with lead nurturing follow-up calls.
- Get you Appointments by methodically working this new business sales prospecting list.
- Make your business prospecting process more efficient so every lead gets followed up.
- Give you full notes & clear records of each call at all stages.
- Give you DAILY Call Outcome Reports so you can share information and adjust tactics.
- Save you money…with business sales prospecting B2B TRIAL PROJECTS.
Effective Business Sales Prospecting B2B
Done with the right personal touch new business prospecting by phone is a practical way to get new customers and keep your existing customers from drifting away.
Working the phones and making these calls I establish one to one personal contact with your prospects in a very personal way…ahead of the bigger companies with larger, less personalized sales and marketing organizations.
The business prospecting I do for you begins with simple information gathering.
That means (1) finding the right sales prospects; (2) separating them from the crowd; then (3) qualifying their interest level in what you can do for them — that’s the goal of my introductory cold call.
But the business sales prospecting B2B I’m recommending involves routine follow-up calls. These calls create trust, build your credibility and forward the sales process.
What about appointments from this business sales prospecting B2B 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.
Also, sales prospecting by phone is a form of direct marketing.
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 business prospecting database. It’s a work in progress that never ends!
Improve Your Business Sales Prospecting B2B
Get updates on ways Business Sales Prospecting B2B 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
Also: Harvard Business Review reports on benefits of cold call lead development.