Organize your outreach qualifying calls into three basic categories:
A: Reachable prospects during day
B: Reachable prospects after hours
C. Reachable only via gate-keeper
Doing outreach qualifying calls to new prospects?
List-building is especially helpful when you reach the gate-keepers.
I politely say "sorry, I dialed the wrong number", but flag for call back after hours to reach owners who usually work late.
Exceptions are gate-keepers for high-level exec --- especially the larger organizations. These gate-keepers usually worthwhile.
Try list-building your prospects into three categories:
- A. reachable prospects during day
- B. reachable prospects after hours
- C. reachable only during day and only via gate-keeper
C above I generally avoid--- more productive to work A and B.
Voice mail or leaving messages with gate-keepers I have found ineffective on first calls to new prospects.
Q: What goals are realistic for outreach qualifying calls?
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.
From Harvard Business School On-line: This On-line learning course sounds interesting