New client outreach without sounding like a telemarketer
My new client outreach is different from those telemarkeing services you see all over the place.
Mindful to ensure that your company's intangible brand assests are carefully stewarded, I engage your prospects on a personal, one-to-one level.
My delivery and presentation eliminate the stigma of "just another telemarketing sales call".
I present what you do in a low-key way that makes for an effective two-way conversation.
I keep you up-to-date on all your contacts --- not only who's who and where they are in the sales process, but what happened the last time I talked to them.
My clients all are small business --- less than 50 employees!
Bigger sales organizations pretty much set in their ways and really not suited for the personalized old-school relationship building
But you need experience to sell into our market! We're way too specialized.
Here is where you'll have to go against what you have been told all these years --- that only reps with deep knowledge of your industry niche can get you in the door to meet your customers.
Granted, I'll need to spend time with you on the phone learning about your customers --- what makes them tick. Just basic stuff you have found gets their attention.
Still not convinced?
You're probably still not convinced someone like me with little or no background in your niche industry can be effective doing sales outreach to help you find and develop new clients interested in what you do and wanting to hear more from you.
That's what your sales reps are supposed to be doing for you.
But what if how I sound on the phone is more important than what I know about your customers and all the technical stuff involved in selling to them?
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.
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 ---
- finding the right prospects
- separating them from the crowd
- 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!
Forget selling and gently introduce yourself and why you are calling in casual sort of informal way.
Bottom Line: Only a small percentage of leads offer you REAL sales opportunities.
So forget making the sale and focus on simply qualifying your prospect.