Business DevelopmentDirect Marketing

Business Development Cold Call Process

George Clay
My approach is not the usual telemarketing strategy used by call centers.

I build a rapport to establish a credible business relationship over time and not with a single phone call.

Seamless integration with your sales process. Intelligent dialog. Comprehensive pre-sales call campaigning With follow-up calls for enhanced lead nurturing and lead tracking so you know what's going on with each prospect and each customer.  Immediate feedback on what your customers want And how you can satisfy that need for higher customer retention.

Developed specifically for this "hands-on", one-to-one customer experience engagement my services are well suited for engaging high-level executives 

Including CEOs..CFOs...CIOs...business owners and high net worth individuals.

Call centers you can try. But helping you build strong relationships with your customers and your prospects so they become more loyal to you and keep buying from you is how I'd like to work with you.

 

Question: Does effective business outreach cold calling require a background in the industry or markets you are calling?

Answer: Surprisingly, industry specific knowledge about the business segments you are calling is NOT essential.

Tone of voice is key

Your ability to bond with someone --- usually a complete stranger if you're cold calling --- will have more to do with your tone of voice than anything else.

See my post: How To Make A Successful Phone Introduction

But too many sales managers  insist only salespeople with deep understanding of the markets they are selling can do business development cold calling.

It's myth based on lack of real-world testing and experience rather than tested cold call business experience.

Effective Business Development Cold Call Process Unlike Old-way Telemarketing
Business Development Cold Call Process
George Clay

My business development cold call process incorporates a series of personalized customer experience engagements that contradicts every idea you've had about telemarketing.

It completely eliminates the stigma and annoyance of old way cold calling.

It gets your prospects and your customers to "open-up" and discuss what they REALLY want and need from your organization.

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.

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.Business Development Cold Call Process

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. 

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

TeleMagic 

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.

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

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

Business Development Cold Call Process  Summary   

  • Introductory cold calls.
  • Develop best prospects with lead nurturing follow-up calls. See my post  " Cold Call List Building".
  • 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.

Improve Your Business Development Cold Call Process


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.

Also, for further study:

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B2B Phone Prospecting
George Clay

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It's not Glamorous! But small business owners like the RESULTS they get with my business development phone prospecting. 
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