Business Development

Business Development Cold Calling

Business Development Cold Calling FAQ plus Tested Tips

Question: Why do B2B sales managers consider business  cold calling obsolete?business development cold calling

Answer: Social media and web based marketing are their focus.

And cold calling is misery for their sales people.

Question: Is cold call otreach effective?

Answer: Harvard Business Review On-Line says cold calling is "the most effective way  to set up appointments with the right decision makers at your target accounts...and should be used by every B2B sales force."

Tips and advice

business development cold calling
George Clay

Effective business development cold calling is a skill---one that can be learned, honed, perfected.

Phone prospectors --- the really good ones --- can work any industry.

Technical data and industry buzz words are helpful.

But over the phone skills ---genuine savy...good etiquette --- are even more important.

Never "Wing It". Use a script. It keeps repetitions, omissions and improper sequencing out of your pitch.

Keep It Short. Make your introduction brief and to the point.

How brief? Twenty to thirty seconds! That's all you get.

So be accurate, concise,and persuasive. Are you starting to see why you need a cold calling script?

R-e-l-a-x. Dialog and delivery in movies, TV, and plays flows from carefully crafted scripts. Yet these staged conversations sound completely natural and -spontaneous.

Effective cold call prospecting is no different.

Subtle inflections and pauses make your presentation more natural and far more believable.

Do this when cold calling!

Prospect Qualify. Good prospects...weak prospects?

Find out who's who by asking specific questions.

For example, "Does this interest you?" Or "When would you like me to recontact you"?

Make prospect qualify questions part of every cold call script!

Test, Test, Test ----but control your variables carefully.

Be especially careful with key words or phrases.

You might think they don't matter, but they do!

So once you find a winning script, stick with every word of it!

The "experience" myth

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.


Need help cold calling?

What I can do for you

Build your prospect list with introductory cold calls.

Develop the qualified prospects with lead nurturing follow-up calls.

Get you Appointments by methodically working this new client list.

Make sure every lead gets followed up.

Give you full notes & clear records of each lead generation call at all stages.

Give you DAILY Call Outcome Reports so you can share information and adjust tactics.

Save you money…with cold call sales marketing  TRIAL PROJECTS.

And because I test everything for you with small trial projects you will NEVER waste your money on your cold call b2b marketing going nowhere.

 The Truth About Getting Real-World Appointments

Quality business development appointments do not happen overnight.

Routine follow-up calls plus e-mail follow-ups get you in the door for a face-to-face meeting.

Also, business development by phone 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 fine tuning  your business development database.

It's a work in progress that never ends!

Let's stay in touch

George Clay

Reaching out to clients you would normally meet at trade shows or conferences or meetings you were planning to attend but have decided to put on hold due to travel concerns is where you may want to test my outreach services.