Old School Marketing Process Gets You Closer To Your Customers

marketing direct Phone Prospecting

George Clay

Forget big ads, flashy mailings. Save your money and get closer to your customers.

Test my personalized phone prospecting and “customer experience” list-building with data-driven follow-up process for getting you “in the door” to make your sale and get more customers.

A  tested & versatile direct marketing process 

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 One:  Introductory warm-cold calls to find prospects worth pursuing. All calls by me real-time using TeleMagic contact management. No voice-mails!

marketing direct phone prospecting

Phase Two:  Best prospects are nurtured by routine call backs from me and follow-up emails from you (see my post Appointment Setting Mistake). 

Why Real-Time Follow-Up: For relationship building with your prospect base these real-time follow-up calls are essential (see memo at right) for gaining trust, learning what your prospects really need and showing how your team outshines the competition.marketing direct phone prospecting

NOTE: Voice-mail, e-mail and social media are all effective CRM…but over-used to where their messages too often ignored (see my post “Lazy Follow-up“).

Real-time follow-up calls make you stand out…because so few sales people use the phone to effectively interact with their prospect base.

marketing direct phone prospecting

WHAT YOU LEARN: With real-time CRM calls you learn active selling opportunities you NEVER hear about unless your ear is on the ground!

EXAMPLE: Vendor drops ball…you jump in to prove what YOU can do. 

It boils down to how I interact with your prospect base.

Your prospects get to know me.

And with each follow-up call I get to know them better.

Marketing Direct phone prospecting

Me using TeleMagic, the first, & many would say the best, contact management (CRM) software for the PC.

TeleMagic is Key

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

Marketing Direct phone prospecting

TeleMagic is my CRM “secret sauce”.

Called TeleMagic this prospecting software is the first CRM software and some say the best CRM software for the PC.

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

Prospecting  Summary   

  • Introductory cold calls.

    Marketing Direct phone prospecting

    At Marketing Direct good testing makes for good selling. Small controlled tests keep you from making costly mistakes.

  • Get you Appointments by building trust and winning your prospects confidence in what you can do for them.
  • Make your CRM process more efficient so every lead gets followed up.
  • Give you full notes & clear records of each call at all stages.
  • Give you DAILY CRM Prospecting Reports so you can share information and adjust tactics.

Appointment Setting Process

Routine follow-up calls plus e-mail follow-ups  & direct mail follow-up letters work wonders to get you in the door for a face-to-face meeting.

The secret is a personal touch that engages your prospects —- getting them to interact with you one-to-one so they trust doing business with you.

Also, phone prospecting is a form of direct marketing.

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 sales lead generation database. It’s a work in progress that never ends! 

 

 

Your Important  Marketing Direct Prospecting Questions  Answered

marketing direct phone prospecting

George Clay

How do you prospect qualify? Good prospects…weak prospects? I find out who’s who by asking specific questions.

For example, “Does this interest you?” Or “When would you like me to recontact you”? Each follow-up call fine tunes a prospect’s interest level.

That’s why I make prospect qualify questions part of every business development lead generation script!

  • How do you keep track of who to call and when? I use a sales management program that organizes contacts, phone numbers, call back data and call histories into a single database platform.

    B2B Phone Prospecting

    Want more customers? Make real-time follow-up calls part of your CRM sales process.

  • How do I know the prospects you qualify are worth MY time? With introductory cold calls I learn who’s a good prospect and who’s a dud. From there I make routine follow-up calls to further qualify and develop the best business development prospects.
  • Have you worked your business development lead generation service in my specific industry? Top management will insist only salespeople with deep understanding of the markets they are selling can do sales development cold calling.
business development lead generation

Top management believes only experts in your specific industry can do effective business development phone prospecting. That’s simply not borne out by tested cold calling experience.

  • It’s myth based on ignorance rather than tested cold call business development experience.
  • A good over the phone sales person can work any industry. Same goes for face  to face sales. The top producers are at home regardless of product or service they sell.
  • What about voice-mail? Do you leave messages? Leaving voice mail for customers or prospects who you know well  is one thing. But for new prospects it’s a waste of time — theirs AND yours!
  • When B2B sales prospecting or making follow-up calls, what do you say?   Use a script. This keeps repetitions, omissions and improper sequencing out of my pitch. They spell trouble when it comes to business development phone prospecting.
    • What size call list do you need to get started? Keep it simple. 100 or so prospects is plenty. Quantity is good. But quality is better!

Improve Your Phone Prospecting

StatisticsReview of Marketing Direct, Inc.

Get updates on ways business development phone prospecting can help grow your business  —especially in this economy.

Also, this Advertising Age update on B2B phone marketing.

B2B Phone Prospecting

Also, for further study:

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B2B Phone Prospecting

George Clay

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