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 ---
- 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!
For getting appointments and increasing sales here's a sales appointment technique that wins big.
It's cold call marketing. And it "should be used by every B2B sales force."
That's not just my opinion... but a direct quote from HARVARD BUSINESS REVIEW ON-LINE.
Cold Shoulder From Sales Managers
But sales managers say different.
"Too many sales mangers are burying the cold call as an obsolete business practice...but cold calling remains the most effective way to set appointments at your target accounts" --- a direct quote from HARVARD BUSINESS REVIEW ON-LINE.
Why the cold shoulder from sales managers when it comes to cold calling?
My guess is that social media and web based marketing are their focus.
Also, cold calling is misery for their sales people.
A Misunderstood Sales Appointment Technique
Furthermore, misinformation about cold calling is epidemic.
Top management will insist only salespeople with deep understanding of the markets they are selling can do business development cold calling.
It's myth based on ignorance rather than tested cold call business experience.
Bottom Line: Effective cold calling does NOT require a background in the industry or markets you are calling?
Question: Any other cold call B2B tips?
Answer: Like social media marketing, the business development cold call can be an engaging and interactive business development medium....enabling you to connect with your customers and potential customers ahead of the bigger companies with larger, less personalized sales and marketing organizations.
Cold Call Sales Appointment Technique Explained: The Truth About Getting Real-World Appointments
Quality sales appointments do not happen overnight.
Routine follow-up calls plus e-mail follow-ups get you in the door for a face-to-face meeting.
Also, cold call marketing is a form of direct marketing.[singlepic id=74 w=270 h=190 float=right] 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!
Improve Your Cold Call Sales Appointment Technique
Get updates on ways Business Development Cold Call Marketing 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: