Business Development

Getting appointments prospecting tips

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Q: What goals are realistic for getting appointments by phone prospecting? A:  Effective lead generation and list building are about qualifying prospects for future contacts. You are calling to get information — NOT to book an appointment! That means finding out if  your prospect qualifies being added to the front end of your sales funnel. Picture a crowded room. Your goal: find the folks interested — more or less — in what you offer. How to do it?  Ask for a show of hands. There, that’s the goal of your cold call —  finding the right prospects  separating them from […]

Business Development

getting appointments phone prospecting

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Getting Appointments Phone Prospecting Getting appointments by phone prospecting to senior-level decision makers and influencers on the first call is rare. An enlightened prospect can use the Internet to learn about your competitors and all the easily available options to what you are selling. Regardless of whether you outsource your appointment setting or do it yourself, don’t try getting appointments by phone prospecting on the first call. Q: What goals are realistic for getting appointments by phone prospecting? A: Effective lead generation and list building are about qualifying prospects for future contacts. Once you realize that B2B appointment setting is not the goal […]

Business Development

new client development

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Only a small percentage of leads offer you REAL sales opportunities. Here’s how I can help you in this process Pick your prospects VP-level executives…CEOs…IT execs…Buyers…OEM or channel sales partners. For your business outreach new client development consider: Prospects you’ve met at trade shows Customers who have drifted away Subscribers to newsletters or webinars High-profile executives you’ve read about in business journals Strategic calling process First Phase: Introductory warm-cold calls to find prospects worth pursuing. I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up. Second Phase:  Follow-up calls to uncover active selling opportunities. Best prospects are developed […]

Business Development

Business Outreach Cold Calling

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Business Oureach Cold Calling FAQ plus Tested Tips Question: Why do B2B sales managers consider business outreach cold calling obsolete? 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 George Clay Effective business development cold calling is a skill—one that can be learned, honed, perfected. Never “Wing It”. Use a script. It […]

Business Development

Tired of outsourcing sales pitch?

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What Makes My Service Different from outsourcing telemarketing services 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.  Introductory cold calls. Lead nurturing real-time follow-up calls. 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. […]

Business Development

Uses for outreach phone prospecting

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Too many people think outreach phone prospecting no longer works All I can say is it does indeed work IF you do it the right way and with the right personal touch.  Uses for Outreach Phone Prospecting Lead Generation— but do it the right way! Hunting, prospecting for new business development, interest validation & qualification Lead follow up from Trade Shows and other marketing initiatives Lead Management – Manage & nurture leads through to handover to Sales, once there is an opportunity Market Research – Uncover projects that exist today that your sales group is not currently involved in, such […]

Business Development

Effective phone lead generation

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If you believe like I do that effective phone lead generation requires patience, planning and routine follow-up calls then consider testing my services for your sales organization. Introductory cold calls.  Lead Nurturing follow-up calls.  Appointment Setting.  List Building.  Lead Management with full notes & clear records of each call at all stages. Call Outcome Reports  and OPPORTUNITY MANAGEMENT so you can share information and adjust channel sales marketing tactics. This is Not one call telemarketing or call center work. Effective phone lead generation is entirely different. And it’s why I do not outsource your calls to third party call centers. Sure this […]

Business Development

Overlooked strategy for business development

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We all want to get clients, keep clients and re-connect with lost customers. Have you considered reaching out by phone? But not enough time in your day for you to make those calls. So you get people to make those calls for you. The Problem with Telemarketers You hire a telemarketer. Or you outsource a telemarketing call center. And they tell you the same story — how many dials per hour they make and what you can expect in appointments per day. Either way you probably get the same result — mostly junk leads that go nowhere. The Problem with […]

Business Development

Business development process for engineers

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

Business Development

Slowly win back lost clients

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We all have lost clients — prospects you’ve spoken to or sent proposals to but never got the business. To win back lost clients always good to gently re-establish your presence with some of these clients and from there incrementally edge your way back by taking on smaller pieces of business. Letting them drift away and giving up on them for good or waiting too long before reconnecting is  all too easy to do. Also, consider that it’s more profitable to call someone who is already interested than someone who might not even need you. And with your prospects who already […]