Database building by phone is about information gathering.
That means finding out if the person you are calling is qualified for being added to your new client list.
It’s here the weak prospects are weeded out…and the better qualified prospects are engaged for careful and methodical follow-up calls.
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
Real-time follow-up 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.
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 customer development database.
It’s a work in progress that never ends!
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.
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