Generating Qualified Sales Leads

Business Prospecting Tips for Generating Qualified Sales Leads Using Over-the-Phone Sales Prospecting

business prospecting sales generation

George Clay

Over-the-phone prospecting for qualified sales leads requires patience and some simple direction. [singlepic id=3 w=320 h=240 float=right]

It’s easy to manage because you can do it on your own time.

But how to do it. Where to begin?

  • Start with introductory cold calls that qualify each prospect to determine if your business is a good fit for what they need. Make your introduction specific and brief…twenty seconds or less.
  • Keep your call relaxed, almost informal tone. A sales script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.
  • Effective business prospecting is about information gathering.   Ask specific questions to qualify —or disqualify— each prospect and their need for your services.
  • 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 sales lead qualification call — (1) finding the right prospects;   (2) separating them from the crowd; then (3) qualifying their interest level.
  • It’s here the weak prospects are weeded out…and the better qualified prospects are engaged for careful and methodical follow-up calls.
  • Business prospecting requires educating  your prospects — over time — on why they are better off buying from you rather than from your competitors.
  • Be patient.  You’ll get more appointments if you build your prospect list with routine follow-up calls.
  • Generating qualified sales leads by phone marketing is a form of direct marketing. And building [singlepic id=74 w=220 h=140 float=right]a highly targeted database is the key to any successful direct marketing campaign.
 

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Category: Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, Direct Marketing, Direct Response Marketing, Lead Generation & Appointment Setting, List Building, Outsourced Sales Prospecting, Outsourced Sales Support

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