Telemarketing Business Development Explained

telemarketing business development

My telemarketing . What's different?

I build a rapport to establish a credible business relationship over time and not with a single phone call.

Developed specifically for this "hands-on", one-to-one real-time interaction my business development telemarketing is well suited for engaging high-level executives including CEOs...CFOs...CIOs...business owners and high net worth individuals

Question: How do you track who to call?

Answer:  Reaching out to your prospect base in a very personal way is accomplished with a CRM platform I have used for close to twenty three years.

Called TeleMagic, this cloud-based platform simplifies, organizes, and programs even the largest prospecting list into bite-size segments for fast, accurate and highly personalized contact management.

Question:  What about lists?

Answer: Keep it simple. Are there accounts your people aren’t getting to? Buyers you need meetings or demos scheduled to close a deal?

Whatever list you select, fifty or one hundred prospects is all I need to get started.

Question: Anything else?

Answer: Marketing Direct is an ongoing process of building relationships with select groups of well qualified prospects interested in what you do and wanting to learn more from you.

Yes, it’s a process!

But if you do it right, you’ll build a loyal client base that will likely result in more referrals and more money.

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.

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.

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.

 

Telemarketing Business Development Advice

Outsourcing to call centers. 

They tell you their "dials per hour" and appointments per day.

But leads that go nowhere  are all too common.

Are you OK having just any telemarketer represent you and your brand?

The Problem with Sales Reps

You leave it to them for reaching out to your prospects and to your customers.

But they tell you the same story

how they want to make those calls...but never get around to actually doing it (even your best reps are too busy handling their own customers to develop new ones).

Voice-Mail or E-mail?

Too easily ignored and left unanswered.

The Solution (maybe!) 

Test if my new client outreach can work for you

  • New client outreach 
  • Hunting, prospecting for new business development, interest validation & qualification
  • Lead follow up from Trade Shows and other marketing initiatives
  • Lead Management - Manage & nurture leads through handover to Sales, once there is an opportunity
  • Market Research - Uncover projects that exist today that your sales group is not currently involved in, such as what your competitors are working on
  • Identify specific contacts involved in purchasing process, such as the CIO...CFO..CEO
  • Identify Sales Opportunities
  • Database management - work within existing database to clean and qualify leads so that accurate data is in place
  • Track all work so each lead gets followed up.
  • Participate in early stages of the sales process, but will not close the sale

Why consider telemarketing

  • Gets you through to the right people.
  • Gets you involved with them early  --- BEFORE buying process begins.
  • Gives you a better understanding of where they are in the buying process and when to interact with them so you can pre-empt the competition.
  • Simplify, organize and program this process for better ROI.