Overlooked But Highly Effective B2B New Client Development Strategy
Which B2B new client development strategy does your business use to generate sales leads and convert these leads into becoming your customers?
With on-line and social media marketing making headlines, there’s an effective B2B new client development strategy you may have overlooked.
It’s cold call list building.
Ouch! I hear you loud and clear when that word “cold call” enters the conversation.
But you’ll be surprised how painless (and profitable!) this B2B new client development strategy is when you approach it the right way.
Seven Cold Call List Building Tips
To get your cold call list building process working smoothly I’ve summarized seven key tips for cold call lead generation success.
What size call list do you need to get started? Keep it simple. 100 or so prospects is plenty. Quantity is good. But quality is better!
How do you keep track of who to call and when? I use a sales management program that organizes contacts, phone numbers, call back information and call histories into a single database package.
When cold call prospecting or making follow-up calls, what do you say? I never “wing it”. I always use a script.
This keeps repetitions, omissions and improper sequencing out of my pitch. They spell trouble when it comes to business sales lead generation phone prospecting.
How do you prospect qualify? Good prospects…weak prospects? With introductory cold calls I find out who’s who by asking specific questions. For example, “Does this interest you?” Or “When would you like me to recontact you”?
Each follow-up call fine tunes a prospect’s interest level. That’s why I make prospect qualify questions part of every b2b sales lead prospecting script!
What about voice-mail? Do you leave messages? Leaving voice mail for customers or prospects who you know well is one thing. But for new prospects it’s a waste of time — theirs AND yours!
Getting Appointments from this B2B New Client Development Strategy. Quality appointments do not happen overnight.
Routine follow-up calls plus e-mail follow-ups work wonders to get you in the door for a face-to-face meeting.
Also, business development list building by phone is a form of direct marketing.
And building a highly targeted database is the key to any successful direct marketing campaign.
Therefore, view each call as a means for fine tuning your business development database. It’s a work in progress that never ends!
What about outsourcing? Top management will insist only salespeople with deep understanding of the markets they are selling can do sales development cold calling.
It’s myth based on ignorance rather than tested cold call business development experience.
A good over the phone sales person can work any industry.
Same goes for face to face sales. The top producers are at home regardless of product or service they sell.
Improve Your B2B New Client Development Strategy
Get updates on ways Business Development Prospecting by phone can help your business grow —especially in this economy. Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.
Also, for further study…
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