Building high quality business databases phone prospecting

lead generation prospect list buildingBuilding High Quality Business Databases By Phone Prospecting

lead generation prospect list building

George Clay

Start with introductory cold calls that qualify each prospect to determine if your business is a good fit for what they need.

  • Make your introduction specific and brief…twenty seconds or less.lead generation prospect list building
  • Keep your call relaxed, almost informal tone. A sales script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.
  • Building High Quality Business Databases by phone is about information gathering. That means finding out if the person you are calling is a qualified sales prospect. Your  prospecting script guides you into asking specific questions that properly qualify —or disqualify— each prospect.
  • Picture a crowded room.Your goal: find the folks interested in your offer. How to do it? Ask for a show of hands. There, that’s the goal of your cold call — (1) finding the right prospects;   (2) separating them from the crowd; then (3) qualifying their interest level.
  • It’s here the weak prospects are weeded out…and the better qualified prospects  are engaged for careful and methodical follow-up calls.
  •  Building High Quality Business Databases requires educating  your prospects — over time — on on why they are better off buying from you rather than from your competitors.
  • Use Contact Management Programs.   Generating qualified B2B sales leads from contact lists scattered about on scraps of paper or on business cards is fine. But enter these prospect names into your contact management program for effective sales prospecting follow-up.
  • Be patient. Building high-quality business databases  is process. You’ll get more appointments if you build your prospect list with routine follow-up calls.
  • The ripple effect from real-time follow-up calls.  Your calls are a form of customer service. These calls can create huge business possibilities…building relationships and a respect for you beyond your normal sales responsibilities.
  • Building high-quality business databases by phone marketing is a form of direct marketing. And building a highly targeted database is the key to any successful direct marketing campaign.

Tags: , , , , , , , , , , , , , , , ,

Category: B2B Lead List, Business Development, Direct Marketing, Direct Response Marketing

Leave a Reply




If you want a picture to show with your comment, go get a Gravatar.