Overlooked Business Development News

cold call telemarketing
George Clay
From THE HARVARD  BUSINESS REVIEW comes news I never expected to find on their pages.
It's a quick read and based on real world business experiences.
Called COLD CALL TACTICS THAT INCREASE SALES  it says cold calling "should be utilized by every B2B sales force."
With the right personal touch cold call telemarketing is a practical way to get new customers and keep your existing customers from drifting away.
Follow-Up Calls
But effective cold call telemarketing involves routine follow-up calls.
These calls create trust, build your credibility and forward the sales process. It's is all about building relationships. And that takes time.
So use follow-up calls to stay in front of your prospects.
Work your follow-up calls into a methodical strategy that moves your prospects through your sales generation funnel...educating and informing them about what you can do for them.
But how to do it?
What do you say?
Where to begin?
Use a prospecting script.
It keeps you focused and in control of the call.
cold call telemarketing
Relax and be yourself for effective marketing direct outreach.
Make your introduction short, simple, to the point --- something you can deliver in twenty seconds...without being rushed.
The secret is to keep your call relaxed, almost informal tone.
Be Yourself and the rest is easy

A script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.

An opportunity to learn and collect customer data

Remember, each call provides you with an opportunity to learn.

Depending on what information is important to you, you can be filling in the gaps in your knowledge about prospects or getting a read on the state of their business.

So, it's important to let your prospect do most of the talking.

More Marketing Direct Tips

How to win sales remotely

How to make a successful phone introduction

Trial Run Test Offer

Recommended reading:

Forbes: New Rules for Prospecting In The Age of The Customer

Also: Harvard Business Review reports on benefits of cold call lead development.

From Harvard Business School On-line:  This On-line learning course sounds interesting 

Establishing a good presence on the phone.