Outreach qualifying calls

Doing outreach qualifying calls to new prospects? List-building is especially helpful when you reach the gate-keepers. I politely say “sorry, I dialed the wrong number”, but flag for call back after hours to reach owners who usually work late. Exceptions are gate-keepers for high-level exec — especially the larger organizations. These gate-keepers usually worthwhile. Try list-building your prospects into three categories: A. reachable prospects during day B. reachable prospects after hours C. reachable only during day and only via gate-keeper C above I generally avoid— more productive to work A and B. Voice mail or leaving messages with gate-keepers I have found ineffective on first calls to new prospects. Q: What goals are realistic for outreach qualifying calls? […]

Outreach call list

Just about everybody wants to find good prospect lists.    But usually like finding a needle in a haystack. One solution is to build these prospect lists yourself. It’s not for everybody and may not be right for you. How my approach works and the steps involved for making it successful are explained on this page. My toolbox for building a good outreach call list   Learned this in bits and pieces —- keeping what works while tossing out the bum turns that ended up going nowhere. But what works for you is what matters —- so take my suggestions as starting […]

Outreach Call Script

How To Write And Deliver An Effective Outreach Call Script An effective outreach call script is a navigational chart that helps you control the progress and content of  your call. Done right, it elevates your call….transforming it into pleasant, interactive dialogue. OK, I hear you — all the telesales cold calls you receive, you say, are not that way at all. The caller sounds “stiff”…the pitch awkward and the cold caller’s persistence becomes obnoxious. That’s outreach cold calling done wrong. What follows will help you avoid that train wreck…and make you a cold calling champ by using an effective script and relaxed delivery. Say exactly […]

Building quality prospecting lists

 Is your prospecting list scattered about on slips of paper, business cards or sticky notes? Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call. For me, real-time data-entry is key to building quality prospecting lists. Keeps your data fresh and accurate vs. waiting until later in the day when all too easy to forget key points of what was said and what needs to be done. Key data points to capture include: Your prospect’s interest level in your goods or services. Identify their needs…learn about existing suppliers… and how […]

Old way new client outreach

My guess is you’ve never received a business phone call from someone like me doing old way new client outreach. Informal and relaxed without any selling— that’s old school outreach. Gets your foot in the door with prospects you might want to develop as customers.  No selling. Just qualifying their interest. Prospects you’ve met at trade shows or Zoom meetings Customers who have drifted away Subscribers to newsletters or webinars High-profile executives you’ve read about in business journals Important you know something about making these calls in a way that is not intrusive or annoying like calls you get from […]

Overlooked strategy for business development

We all want to get clients, keep clients and re-connect with lost customers. Have you considered reaching out by phone? But not enough time in your day for you to make those calls. So you get people to make those calls for you. The Problem with Telemarketers You hire a telemarketer. Or you outsource a telemarketing call center. And they tell you the same story — how many dials per hour they make and what you can expect in appointments per day. Either way you probably get the same result — mostly junk leads that go nowhere. The Problem with […]

How To Make A Successful Phone Introduction

What if I told you that when you introduce yourself on the phone to someone you are calling for the first time what callers hear on the other end has relatively little to do with what you are saying? Research in human communication bears this out. Words are important. But on the phone your ability to bond with someone — usually a complete stranger if you’re cold calling — will have more to do with your tone of voice than anything else. How do you think a prospect feels if they speak carefully and slowly  …and you speak as if you’re spraying […]

Your lost customers

Get back lost customers —- clients you have spoken with or sent a proposal to in the past but didn’t win the business.  I have something that might help you win back a few lost clients. I am suggesting you gently re-establish your presence in a way that builds trust. That way you have a better chance to develop a relationship with some of these clients. And from there incrementally edge your way back by taking on smaller pieces of business. Letting them drift away and giving up on them for good or waiting too long before reconnecting are mistakes […]

Business Development Cold Call Process

Effective Business Development Cold Call Process Unlike Old-way Telemarketing My business development cold call process incorporates a series of personalized customer experience engagements that contradicts every idea you’ve had about telemarketing. It completely eliminates the stigma and annoyance of old way cold calling. It gets your prospects and your customers to “open-up” and discuss what they REALLY want and need from your organization. I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you.  Phase One:  Introductory warm-cold calls to find prospects worth pursuing. Phase Two:  Best prospects are nurtured […]

Cold Call Business Development Process

Can My Cold Call Business Development Process Work For You? What if I told you that my cold call business development process can be an effective marketing process for growing your business? And what if I told you that a deep knowledge of your industry or what you sell is not required for  making those cold calls a success? Of Course You Are Skeptical  And the reason is those telemarketing calls you get at home or at work where all you want to do is hang up the phone after telling the caller you are not interested. So I don’t […]