Cold Call Marketing Process Business to Business

Step-By-Step Cold Call Marketing Process 

Cold Call Marketing Process
George Clay

What if I told you that an effective cold call marketing process is completely different from old way telemarketing?

You would say I am out of touch with the digital age and that cold calling is dead.

Harvard Business Review On-Line  

Yet Harvard Business Review On-Line says this business practice is “not only alive it’s kicking and should be used by every B2B sales force.”
What I’m describing is the art of generating qualified cold call sales leads with an introductory phone call…and then developing the most qualified prospects with follow-up calls, personalized e-mails and voice-mails.
Yes, it’s a process…but with the right personal touch this hybrid form of cold calling gets you networking in key accounts ahead of bigger companies with larger but less personalized sales organizations.
From cold lead to qualified prospect to satisfied customer, there is real efficiency in this type of methodical business development process.
And the better your team does it the more your business will thrive.
That’s why my cold call prospecting might be a good fit for  you and your team.
Process Explained

Cold Call Marketing Process
Cold call marketing process step-by-step.

I  can 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.

All calls by me real-time using TeleMagic contact management. No voice-mails!

Phase Two:  Best prospects are nurtured by routine call backs from me and follow-up emails from you (see my post Appointment Setting Mistake). 
Why Real-Time Follow-Up: For relationship building with your prospect base these 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“).
Real-time follow-up calls make you stand out…because so few sales people use the phone to effectively interact with their prospect base.
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. 
It boils down to how I interact with your prospect base.
Your prospects get to know me.
And with each follow-up call I get to know them better.
Getting you higher sales follow up conversion rates and more revenue per sales lead than is typically achieved by traditional telemarketing is what my cold call marketing process is all about.

Suggested Ways To Test My Cold Call Marketing Process For Your Sales Team

  • Buyers you need meetings or demos scheduled to close a deal or get you referrals so you can meet the real decision-makers?
  • Do you have targeted accounts that for whatever reasons your people aren’t getting to?
  • What about “polishing” your prospect base with calls to weed out dead end prospects and identify the key players so you can get appointments with these folks.
  • Another idea: By focusing entirely on developing new customers your old customers may become neglected. “Good will” calls to these folks can work wonders reviving their activity and generating new orders.

Improve Your Cold Call Marketing Process

Step-By-Step Cold Call Marketing Process
George Clay

Consider subscribing to my newsletter for updates on ways business sales lead follow up 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


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