Business DevelopmentDirect Marketing

Build Client Prospect Lists

George Clay

If you are running low on new prospects it’s time to pick up your phone and start making some calls.

What I’m talking about is old school phone prospecting to build client prospect lists.

Developing a base of well-qualified prospects interested in learning what you can do for them.

Yes, it’s a process!

To build client prospect lists here’s the process I use and recommend.

Phase One:  Introductory warm-cold calls to find prospects worth pursuing.

Build Client Prospect Lists
Process to build custom lead lists

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

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.

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

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.

Appointment Setting 

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 so they trust doing business with you.

Also, your business prospecting cold call is a form of direct marketing.

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

 Marketing Direct Outreach 

More than what a sales rep has time to do

list-building…intro discovery calls…the 27 second pitch…building-out your database…getting prospects interested in meeting you…appoinments that lead to sales…lead tracking and follow-up…avoiding costly mistakes when buying any list…what sales people are too busy doing to prospect effectively.