Category: Business Development

Business Development

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? […]

Business Development

What’s different about my outreach

 Introductory outreach calls Lead nurturing follow-up calls List-building & lead management Appointment Setting Full notes & records of each call at all stages Real-time reports so you know what’s going on with each prospect Keeping your active customers engaged so they don’t drift away while also finding new clients is something we all have to do but seems there’s never enough hours in the day to get all this done. Perhaps my outreach services can help you along the way. Too many people think it’s simply contacting a prospect and setting appointments by explaining what you do and how you […]

Business Development

Outreach New Business Development

How QUALITY Appointments Develop  It is by working your prospect list with emails and real-time follow-up calls that your appointments will develop. Today’s business marketing by phone is about building trust…strengthening relationships…and educating your prospects on how you can help them. Sure, it’s a process. But it pays you back with higher close rates and more repeat customers than one call telemarketing ever did. You may have overlooked this appointment setting strategy completely. Or have been hooked into trying it by call centers that are not suited for your particular industry niche.   But sales prospecting with the right personal touch is a practical way to get […]

Business Development

Outreach developing new clients

Outreach Business Development Prospecting This tested approach may seem old-school But it works! Me doing Marketing Direct new client outreach. My outreach business development prospecting is not the usual telemarketing strategy used by call centers. I build a rapport to establish a credible business relationship over time and not with a single phone call. Seamless integration with your sales process. Intelligent dialog. Comprehensive pre-sales call campaigning With follow-up calls for enhanced lead nurturing and lead tracking so you know what’s going on with each prospect and each customer.  Immediate feedback on what your customers want And how you can satisfy that […]

Business Development, List Building

Outreach call list

Building a good outreach call list takes some doing. All too easy to buy whatever list looks like a fit to what you need. My advice is look before you leap and piece together all the elements before you press the buy button. Here’s my advice for building a good outreach call list. Suggested this to one of my clients. Consider employment size 10 or more. Usually they have better directory tree for reaching the Owners. Do not rule out the smaller companies — but good to find out what the data counts are for the larger companies with 10 or more […]

Business Development, List Building

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 […]

Business Development, List Building

Where do you find good prospect lists?

No easy answer and no magic pill.        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. But it sure has worked for me in a way that builds trust and establishes credibility in a way that gives me a leg-up getting through to the right people and building a relationship with them over time and not with a single phone call.        Important you know it’s not […]

Business Development, List Building

Building quality prospecting lists

Is your “phone voice” suited for new client outreach? Easy to fool yourself into making mistakes.  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.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 YOU can pre-empt the competition.Ask the qualifying questions to make certain your offer matches their needs.Learn their “hot buttons” — what […]

Business Development, Outsourced Sales Support

Lead generation call centers

Call centers for phone lead generation services are all over the web. If mass volume calling is what you need you might find a call center that’s right for you. But at the end of the day call centers and small business people usually are not a good fit. My outreach services may be what you need. First off, important you know that I do not farm out your work to a call center. I’m the one making the calls. I qualify prospects with introductory discovery calls. Old school outreach with hardly any selling. Just finding out if there’s an […]