We all have our favorite tools for keeping track of customers and figuring out the best way to keep in touch with them. After all, that’s what business automation is supposed to do. But here’s the thing. Cloud based business tools have gotten so complicated — and expensive — they slow you down to where you probably think you’d be better off without them. Plus, tech support is a real pain. And when you do get through you are fed tedious instructions that lock you into working the way those smart techies want you to work. Years ago I discovered […]
When developing new clients always good to educate yourself on their company — things like how many employees they have and what they do plus CEO’s ratings. A very useful on-line tool for improving your new client research capabilities so you can sound more credible is available here. I’m testing a crowdsourcing intelligence system which is free, and designed for everybody. Called Owler, it’s pretty easy to use and a good companion for new client research when a company isn’t on Linkedin or has a limited Linkedin profile. Fifteen Million Company Profiles Owler grants you access to more 15 million company […]
What if I told you that when you introduce yourself on the phone to someone you are calling for the first time what callers hear on the other end has relatively little to do with what you are saying? Research in human communication bears this out. Words are important. But on the phone your ability to bond with someone — usually a complete stranger if you’re cold calling — will have more to do with your tone of voice than anything else. How do you think a prospect feels if they speak carefully and slowly …and you speak as if you’re spraying […]
Business Lead Lists That Don’t Disappoint Have you ever purchased a business lead list only to find your money wasted on bad data? All I can tell you is just like you I’ve run into list companies that left me cold. Too many old mailing addresses or wrong numbers or outdated contact information. Even some big name outfits — they really disappointed! But ten years ago things changed for the better. I stumbled across a small family owned company which I found on the internet. Accurate Leads. Here’s the link. https://accurateleads.com/ Never heard of them before but their website looked […]
Marketing Direct Outreach Trial Project Explained You pick prospects you want developed…any market. VP-level executives…CEOs…IT execs…Buyers…OEM or Channel Sales Partners…System Integrators, etc. etc. Prospects you’ve met at trade shows…Customers who have drifted away…Subscribers to your newsletters or webcasts. I give you full notes & clear records of each call at all stages…plus Daily Call Outcome Reports so you can share information and adjust tactics. What I Need From You I’ll need to spend time with you on the phone learning your key selling points and what makes your product or service outshine the competition. From there I work up a […]
Phase One: Introductory warm-cold calls to find prospects worth pursuing. I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you. Phase Two: Best prospects are nurtured by routine call backs from me and follow-up emails from you. Real-Time Follow-Up Calls are essential for gaining trust, learning what your prospects really need and showing how your team outshines the competition. NOTE: Voice-mail and e-mail are OK…but over-used to where their messages too often are ignored (see my post “Lazy Follow-up”). WHAT YOU LEARN: With real-time calls you learn active selling opportunities you […]
Let’s be honest….you could do a better job with your sales lead follow-up process. You want to believe your prospects get good follow-up…but ask yourself (and your sales reps) this question…
Direct marketing basics boils down to three fundamentals. Follow these rules and you will be light years ahead of marketers who ignore them.
Tested direct marketing strategy boils down to three basic fundamentals.
Follow these rules and you will be light years ahead of marketers who ignore them.
Because I test with small trial projects you will NEVER waste your money on your business development cold calling going nowhere.