Marketing Direct Outreach Help


prospecting to get appointments
George Clay

Q: What goals are realistic for prospecting to get appointments?

A:  Forget phone prospecting for appointments.

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 ---

  1.  finding the right prospects
  2.  separating them from the crowd
  3. qualifying their interest level

My goodness --- now you have three goals!

Also, view each call as a means for fine tuning your prospect database.

It's a work in progress that never ends!

George Clay

Sooner or later every vendor screws up a project.

My real-time follow-up calls keep you informed on account activity so you’re ready to move when opportunity knocks.

Feedback: I give you full notes and clear records of each call at all stages.

You Monitor Account Activity: 

Because these updates are ongoing you can track results and jump in whenever a prospect is ready for a face-to face or wants a demo scheduled or has questions best answered by you or your team.

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.