Direct outreach by phone basics -

George Clay

You already know the vast majority of prospects have little or no interest in what you do.

Weeding them out and finding what I call raisins in your raisin bread is where I can help you.

Finding and developing these batches or segments of well qualified prospects with an interest in what you do and wanting to hear more about what you can do for them is what direct outreach by phone is all about.

Sales reps too busy?

Let me do the preliminary discovery call prospecting for them to weed out the dead ends and find the really worthwhile prospects.

Some reps are great closers. They have just the right mix of soft sell with the hard sell to close the deal.

But what about the not so glamorous leg-work of finding customers? Emphasis on finding!

Here you may not agree with me when I tell you that just about every reps comfort zone is "selling" to buyers already into the buying process.

That's what we like to do!!

After all, reaching out to someone who may not even need you can be a bit daunting, to say the least.

Basic law of the jungle: real-world prospecting is hard work --- no way around it. But for any number of reasons this is something I take to quite naturally and is my cup of tea.

Not changing what you already do, just filling in the gaps where you probably can use some help getting your people in front of more buyers interested in hearing your story.

Yes, we're a long way from closing the sale and landing the deal. I'm not about doing deals and making the sale.

Simply setting the table for you or your best sales people to get in front more good quality prospects and from there help you build some good relationships so you can make a sale or two.

marketing direct — George Clay

Whether via Zoom, in person, or any way we can communicate, you ask the questions, and I give you my answers.

Question: Does marketing direct require a background in the industry or markets you are calling?

Answer: Surprisingly, industry specific knowledge about the business segments you are calling is NOT essential.

Knowing key words and phrases to get your prospect talking is key.

But over-the-phone skills ---genuine friendliness...business savy...good etiquette --- are even more important.

Question: Your people do just fine on the phone. Why get George Clay involved?

Answer: Making calls at lunch or between sales meetings is how most sales reps do sales prospecting.

At best this hit-or-miss process reaches only a small fraction of your prospect base.

Question: What makes George Clay’s phone prospecting different?

marketing direct — Marketing direct is a process!

Answer: My system of hunting, prospecting, qualifying and list-building with real-time follow-up calls gives you the full court press you need to make sales prospecting effective for your business.

Voice-mail, email and social media are all effective CRM…but over-used to where their messages are too often ignored.

Furthermore, real-time follow-up calls make you stand out because so few sales people use the phone to effectively interact with their prospect base.

Question: How do you track who to call?

Answer: 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 cloud-based platform simplifies, organizes, and programs even the largest prospecting list into bite-size segments for fast, accurate and highly personalized contact management.

Question: What about lists?

Answer: Keep it simple. Are there accounts your people aren’t getting to? Buyers you need meetings or demos scheduled to close a deal?

Whatever list you select, fifty or one hundred prospects is all I need to get started.

Question: Anything else?

Answer: Marketing Direct is an ongoing process of building relationships with select groups of well qualified prospects interested in what you do and wanting to learn more from you.

Yes, it’s a process!

But if you do it right, you’ll build a loyal client base that will likely result in more referrals and more money.