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Business development process for engineers

If you’re an engineer looking to target new clients and also revitalize past or inactive clients this may be worth a try.
George Clay

You may skoff at this approach but for these engineers this strategy has worked.

What I’m describing is outreach phone prospecting.

Works not just for engineers!

Gently developing your prospects to becoming involved with your company.

Technical data and industry buzz words are helpful.

But over-the-phone skills —genuine friendliness…business savy…good etiquette — are even more important.

If you decide to try outreach by phone the key is to do it the right way and with the right personal touch.

So here’s some tips to help you get on the right track.

Keep It Simple 

Use a prospecting script.

It keeps you focused and in control of the call.

Make your introduction short, simple, to the point — something you can deliver in twenty seconds…without being rushed.

Relax and be yourself.  After that, the rest is easy!

Remember, the phone is a great way to build prospect lists, increase customer loyalty and win sales.

The secret is to keep your call relaxed, almost informal tone.

Be Yourself and the rest is easy

A business development prospecting script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.

Say exactly who you are:

The prospect you are calling is at a disadvantage.

He or she does not know your name or anything about you.

Prospects will refuse to speak with you unless you immediately confront these issues. State the exact reason you are calling. Make your introduction specific and brief…twenty seconds or less.

You are calling to get information.

Effective business development by phone is about information gathering.

That means finding out if the person you are calling is a qualified sales prospect.

Your 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.

  • Immediately mention key words or phrase. It should trigger an interest in your prospect — i.e., make your prospect want to learn more about you.
  • Be provocative. Ask open ended questions that cannot be answered “yes” or “no”. Your goal is to promote interaction…and get your prospect to reveal information.
  • Don’t interrupt. Let your prospect do most of the talking. Develop your prospecting script using questions you want answered.
  • Take “No” for an answer. The number one complaint of B2B telemarketing prospects is that salespeople will not take “no” for an answer.
  • Conclude your introduction with a simple “yes” or “”no” question.  How your prospect answers will indicate if they are a qualified prospect…or a prospect you want to drop. Used early in your call this simple question helps you spot good prospects from the not so good prospects.
  • Qualify your prospect for future contacts. Ask them to suggest what they would like you to to —- “when do you want me to contact you again?”. Drop those prospects who will not suggest a call-back date. Your call is designed to generate a sales lead  —- a prospect you can add to your sales funnel and recontact with a follow-up call.

Business Development Process For Engineers

business development sales prospecting script
George Clay

Recommended reading: Engineering Management Institute

More recommended reading: 100 Best Business Development Books of All Time

Advice: Pitching Your Project: 7 Tips For Engineers

Forbes: New Rules for Prospecting In The Age of The Customer

Also: Harvard Business Review reports on benefits of cold call lead development.