New Client Outreach Explained

New client outreach without sounding like a telemarketer

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!