Sales Lead Qualification Process for Acquiring New Customers Using Over-the-Phone Sales Prospecting

A sales lead qualification process I favor is over-the-phone sales prospecting [singlepic id=3 w=320 h=240 float=right]
It’s simple and easy to manage because you can do it on your own time.
But how to do it. Where to begin?

• Start with introductory cold calls that qualify each prospect to determine if your business is a good fit for what they need. Make your introduction specific and brief…twenty seconds or less.

• Keep your call relaxed, almost informal tone. A sales script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.

• An effective sales lead qualification process is about information gathering.   Ask specific questions to qualify —or disqualify— each prospect and their need for your services.

• Picture a crowded room.[singlepic id=61 w=220 h=140 float=left]Your goal: find the folks interested in your offer. How to do it? Ask for a show of hands. There, that’s the goal of your sales lead qualification process cold call — (1) finding the right prospects;   (2) separating them from the crowd; then (3) qualifying their interest level.

• It’s here the weak prospects are weeded out…and the better qualified prospects  are engaged for careful and methodical follow-up calls.

• Acquiring new customers requires educating  your prospects — over time — on on why they are better off buying from you rather than from your competitors.[singlepic id=27 w=220 h=140 float=left]

• Be patient.  You’ll get more appointments if you build your prospect list with routine follow-up calls.
  

• The sales lead qualification process by phone marketing is a form of direct marketing. And building [singlepic id=74 w=220 h=140 float=right]a highly targeted database is the key to any successful direct marketing campaign.

• Therefore, view each call as a means for fine tuning your customer development database. It’s a work in progress that never ends!

Make Your Sales Lead Qualification  Process More Efficient

Get updates on ways Acquiring New Customers by Phone Marketing can help your cold call sales process —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:

• Harvard Business Review On Cold Call Sales Prospecting
• 7 New Rules for Prospecting In The Age of The Customer
•  Survey of best media for  highest QUALITY sales lead generation. 

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