Category: Business Development

Business Development, List Building, Uncategorized

Best Business List

Seems no matter how busy you get taking care of your existing customers so they keep doing business with you, it’s always a chore to find new customers — especially the ones who stay with you for the long haul. Using e-mail or social media or buying a mailing list are certainly options. But you’ve probably found them short on results and you end up with something that does not live up to your expectations. Overlooked resource — and what it can do for you  Here’s where you may be neglecting a resource you already own but for any number […]

Business Development, Uncategorized

Outreach to find new clients by phone

What You Can Expect From My Services Outreach to find new clients by phone Simple Approach  Find…qualify…and build rapport with the right people Your list or outside list. Blend as your virtual team member and not as outside telemarketer. Establish credibility for your brand by on-time and professional follow- Build trust and credibility for your services. Have you as key link for educating best prospects with e-mail follow-ups when needed. Get you in the buyer loop early — BEFORE buying process Discover pain points — what they need fixed and how you can help. Give you ongoing feedback on all […]

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

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

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. 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 is it you can do for them that matters […]

Business Development

Lead qualification phone process

    First of all, important you know this… My lead qualification phone process has me on the phone making the calls. There’s no room full of telemarketers pushing to get you contact names for worthless follow-up calls. Phone lead generation services have a terrible reputation for cranking out this type of stuff. What’s different I qualify prospects with introductory discovery calls. Old school outreach with hardly any selling. Just finding out if there’s an interest which in most cases there is none. That’s the grind of real-world prospect qualifying! Weeding out the good ones from the mostly bad ones. […]

Business Development

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 […]

Business Development

getting appointments phone prospecting

Is your “phone voice” suited for new client outreach? Easy to fool yourself into making mistakes. Getting appointments phone prospecting on the first call is rare. Regardless of whether you outsource your appointment setting or do it yourself, don’t try getting appointments by phone prospecting on the first call. Q: What goals are realistic for getting appointments by phone prospecting? A: Effective lead generation and list building are about qualifying prospects for future contacts. Once you realize that B2B appointment setting is not the goal of your first call, the monkey is off your back. You are calling to get information. That means finding […]