This Old School Way To Win New Business, Make More Sales and Get More Long-Term Repeat Customers Still Works

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direct marketing services

George Clay

It’s a form of successful direct marketing —   

What I’m talking about is old-school, relationship-building by phone.

Not voice-mail or mass volume telemarketing.

That herd mentality —direct marketing services

…doing what everybody else does trying to sell you something —

…I want you to put that aside for now..

…let’s try old school, relationship-building by phone — 

…something you are not used to doing yourself as part of your daily sales routine

…and probably not something you are used to receiving in your office.  

That’s because nobody makes those calls anymore.

 (video explains).

direct marketing services

Me at work with TeleMagic.

At least not the right way…

with just the right personal touch.

How I make those calls and why they succeed I’ll get to in a few more paragraphs (scroll down now, if you can’t wait).  

What’s important to grasp now is the importance of positioning

branding yourself so your prospect is comfortable not just speaking with you and listening to your “pitch”

…but open to learning more about what you can do for him or her.  

That’s important —

…wanting more information from you in a follow-up email or letter. 

For this to take place you need an effective follow-up process to effectively deal with each prospect you have qualified as a good prospect.

It’s here most sales organizations — maybe yours too — drop the ball.

They lack an effective follow-up process. 

What do I mean by effective follow-up?

First of all, it is not sending out email blasts.

It is NOT one-call appointment setting.

It is NOT hit or miss boiler-room telemarketing.

It’s not a CRM app you download onto your smart phone.

And it’s NOT intrusive or annoying like the telemarketing calls you are used to getting.

But something entirely different.  

Call it old-school relationship building by phone

 

And don’t kid yourself.

You know that even if you had time you would do anyting but work the phones and make those real-time follow-up calls. Just something you are not cut out to do.

So you get other people to make those calls for you.

You hire a telemarketer.

Or you outsource to a telemarketing call center.

And happy you are because no matter who you hire for your telemarketing they tell you the same story —

— how many dials per hour they make and what you can expect in appointments per day.

Sound familiar?

Either way you probably end up with the same result — mostly junk leads that go nowhere.  

 

Then there’s your sales rep problem — remember, you’re paying them to bring you new business. 

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

But they tell you the same story…over and over —

— 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). 

And what about voice-mail and email?

You and everyone else looking for new customers have over-used voice-mail and email so much that your messages are pretty much ignored and left unaswered. 

The Solution (maybe!)

direct marketing services

George Clay

To help you determine if I’m a good fit for what you need I’ll give you a detailed summary of my cold call prospecting services.

First of all, I do NOT outsource to third party call centers.

All the prospecting and follow-up calls I do myself. 

 
I’m telling you this now to save us both lots of time.
 
Because most business owners or sales managers or their business development executives with big titles are not a good fit for my services because they are set in their ways and will keep doing the same old sales and marketing thing.
 
If that sounds like you and you are the business owner ask yourself why are you paying these people so much money to do what they do..and keep bringing you the same results!
 
But if you’re still with me let’s get back to my phone prospecting…how it works…and what I can do for you. 
 
It’s more a list-building process…starting first with the best list you will ever own — your existing list of prospects you want to sell to.direct marketing services
 
The sales cycle depends if we get lucky and find a pain point that needs attention.
 
Not the norm…but it does happen!
 
My guess you will need month or two to see a sale.
 
Might happen sooner.
 
A big key to my phone prospecting and overall database management is a rapid application contact management crm called TeleMagic. direct marketing services
 
I do not sell it.
 
Just recommend it highly because it is a great resource not just for phone prospecting but tracking and managing your customer and prospect base.
 
I recently made a video about TeleMagic — you can see it here.  
 
You can generally count on 2 prospect contacts per hour…those being prospects who raise their hands and say “OK send me your info..and fine if you call me back”.
 
I make certain they are qualified and reasonably interested in what you do.
 
As we work setting all this up we will find key words and phrases that resonate with the prospect — Not sure what you have found is the “secret sauce” that gets them talking about what they need.
 
  • Intro call…real-time interaction with decision-maker or get the name of that decision-maker. I recommend NOT sending out email until I contact and qualify that individual and once done…I confirm their email and mention I will be sending follow-up to them.
  • I email you — immediately — the results of my call and what you are to send the prospect. Helpful if you and I figure out what key data points you want collected by me in the opening call.  
  • Your follow-up email could open like this: My colleague, George Clay, Spoke with you today about blah blah blah…and asked that I follow-up with more info on our services…
  • You send the email…and then—according to the time-line given me by the prospect in my intro call — I recontact that prospect real-time and ask if info received..any questions..any needs we can help them with etc….if note…I if I can contact say 30 days or so or if ok to check back time to time.
  • I email you immediately their response and at this stage good to either email again and/or snail mail. Keep the snail mail and email on-going —educating and informing about special offers, etc.
 That’s the process.
 
Relationship building…credibility building…follow-up that makes you stand out from the pack.
 
Does this give you the big picture vs. the one call and done appointment-setting pitch?
 
The latter we can try…see if it works …either on opening call or follow-up.
 
Keep testing new twists!
 
As you can see, it’s a process….and does not yield results overnight.
 
But sure beats one-call telemarketing.

Questions? Call Me Now! 619-692-3110 or e-mail2list

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business development lead generation services

George Clay

Establishing Personal Contact

Working the phones and making the calls I establish one to one personal contact with your new business prospects in a very personal way…ahead of the bigger companies with larger, less personalized sales and marketingclaudeAMAZON organizations.

This is NOT mass volume telemarketing.BenTests are

Nothing like that.

I do NOT outsource to third party call centers. All sales prospecting and B2B telemarketing I do myself. Period!

What my business development process can do for you…

  • Build your prospect list with introductory cold calls.
  • Develop these prospects with lead nurturing follow-up calls.
  • Get you Appointments by methodically working this prospect list.
  • Make your sales process more efficient so every sales lead gets followed up.
  • Give you full notes & clear records of each sales prospecting call at all stages.
  • Give you DAILY Call Outcome Reports so you can share information and adjust tactics.
  • Save you money…by testing small B2B Sales Generation TRIAL PROJECTS.

If you want a practical way to get and keep customers, then one great advantage you can give yourself is to TEST the proven efficiency of over-the-phone B2B sales generation. I can help you accomplish this in ways that are practical and easy to test.

Improve Your Business Development Lead Generation

Get updates on ways Business Development Phone 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.

business development lead generation

Also, for further study:

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