An Effective Way You Can Build Custom Lead Lists
If you want to build custom lead lists of prospects with a proven interest in what you offer try old school phone prospecting —-developing a base of well-qualified prospects interested in meeting you and learning what you can do for them.
Yes, it’s a process!
But you’ll discover it get’s you in-the-door to make your sales and get more customers with far greater success than one-call telemarketing ever did.
To build these custom lead lists here’s the process I use and recommend.
Phase One: Introductory warm-cold calls to find prospects worth pursuing.
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.
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.
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!
Improve Your Business Cold Call Prospecting Success
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