This new client outreach fills gap sales reps miss. No magic pill. Just basic sales hunting. Old school but it works!

George Clay

Other than your overall general impression with how your call is going there is something I have found effective for prospect qualifying.

Ask a question.

How your prospect answers will indicate if they are a qualified prospect...or a prospect you want to drop.

I find the good prospects not only answer the quesiton but keep on talking and tell me something about what they do and what they need.

Used as part of your introduction this simple question helps you spot good prospects from the not so good prospects.


George Clay

 Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call.

Building quality prospecting lists
Me doing real-time data entry during the call while key points of conversation are still fresh in my mind.

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 most.

Use real time follow-up by phone for interacting with your prospect  base and developing their interest in what you can do for them.

REAL time follow-up calls mean you engage your prospects with some inter-active, one to one Q&A.

These calls establish good rapport...forward the sales process..and keep your prospects and your customers from drifting away.



Marketing Direct is the most personalized business development service you will ever come across. I engage your prospects one-to-one in a way that builds trust and helps your business grow. Call my style "old school" but it works! By filling out this form I guarantee I will personally receive your email and be in touch with you within 24 hours.

We respect your email privacy

George Clay

Call centers for phone lead generation services are all over the web.

If mass volume calling is what you need you might find a call center that's right for you.

But at the end of the day call centers and small business people usually are not a good fit.

My outreach services may be what you need.

First off, important you know that I do not farm out your work to a call lead generation services

I'm the one making the calls.

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.

If  you want to test my services here's how we get started.

Select the prospects you want contacted.

  • New prospects from an outside list.
  • Old customers who have drifted away
  • Folks from your house list of existing prospects (BEST CHOICE!). Working  your house list is a sales strategy winner . Select 25 names from your list. Yes, 25 names is plenty.

Call me to discuss what you want and need.

If I can help you I will.

If I can't, I'll tell you right away.



prospecting to get appointments
George Clay
Q: What goals are realistic for prospecting to get appointments? A:  Forget phone prospecting for appointments. Effective lead generation and list building are about qualifying prospects for future contacts.

You are calling to get information -- NOT to book an appointment!

That means finding out if  your prospect qualifies being added to the front end of your sales funnel.

Picture a crowded room.

Your goal: find the folks interested --- more or less --- in what you offer. How to do it?  Ask for a show of hands. There, that's the goal of your cold call ---
  1.  finding the right prospects
  2.  separating them from the crowd
  3. qualifying their interest level
My goodness --- now you have three goals! Also, view each call as a means for fine tuning your prospect database. It's a work in progress that never ends!

Question: Does effective business outreach cold calling 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.

Tone of voice is key

Your ability to bond with someone --- usually a complete stranger if you're cold calling --- will have more to do with your tone of voice than anything else.

See my post: How To Make A Successful Phone Introduction

But too many sales managers  insist only salespeople with deep understanding of the markets they are selling can do business development cold calling.

It's myth based on lack of real-world testing and experience rather than tested cold call business experience.