Effective phone prospecting is a form of successful direct marketing business marketing
And key to your successful direct marketing is your pre-sales marketing process.
This is where I can help you get in the door, make your sale and get more customers.
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. 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.
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.
TeleMagic is Key
Reaching out to your prospect base in a very personal way is accomplished with a CRM software that I have used for close to twenty three years.
Called TeleMagic this prospecting software is the first CRM software and some say the best CRM software for the PC.
TeleMagic CRM simplifies, organizes, and programs even the largest prospecting list into bite-size segments for fast, accurate and highly personalized contact management.
- Introductory cold calls.
At Marketing Direct good testing makes for good selling. Small controlled tests keep you from making costly mistakes.
- Develop best prospects with lead nurturing follow-up calls. See my post ” Cold Call List Building“.
- Get you Appointments by building trust and winning your prospects confidence in what you can do for them.
- Make your CRM process more efficient so every lead gets followed up.
- Give you full notes & clear records of each call at all stages.
- Give you DAILY CRM Prospecting Reports so you can share information and adjust tactics.
Also, effective phone prospecting is a form of successful 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 direct marketing database. It’s a work in progress that never ends!
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Also, this Advertising Age update on B2B phone marketing.
Also, for further study:
- Harvard Business Review On Cold Call Sales Prospecting
- 7 New Rules for Prospecting In The Age of The Customer
- Survey of best media for highest QUALITY sales lead generation.
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