Outreach developing new clients

Outreach Business Development Prospecting

This tested approach may seem old-school

But it works!

George Clay

 Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call.

Building quality prospecting lists
Me doing real-time data entry during the call while key points of conversation are still fresh in my mind.

For me, real-time data-entry is key to building quality prospecting lists.

Key data points to capture include:

Your prospect's interest level in your goods or services.

Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.

Ask the qualifying questions to make certain your offer matches their needs.

Learn their “hot buttons” --- what is it you can do for them that matters most.

Use real time follow-up by phone for interacting with your prospect  base and developing their interest in what you can do for them.

REAL time follow-up calls mean you engage your prospects with some inter-active, one to one Q&A.

These calls establish good rapport...forward the sales process..and keep your prospects and your customers from drifting away.
 

George Clay

Other than your overall general impression with how your call is going there is something I have found effective for prospect qualifying.

Ask a question.

How your prospect answers will indicate if they are a qualified prospect...or a prospect you want to drop.

I find the good prospects not only answer the quesiton but keep on talking and tell me something about what they do and what they need.

Used as part of your introduction this simple question helps you spot good prospects from the not so good prospects.

 

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.

George Clay

How QUALITY Appointments Develop 

It is by working your prospect list with emails and real-time follow-up calls that your appointments will develop.

Today's business marketing by phone is about building trust...strengthening relationships...and educating your prospects on how you can help them.

Sure, it's a process.

But it pays you back with higher close rates and more repeat customers than one call telemarketing ever did.

You may have overlooked this appointment setting strategy completely.

Or have been hooked into trying it by call centers that are not suited for your particular industry niche.  

But sales prospecting with the right personal touch is a practical way to get new customers and keep your existing customers from drifting away.

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!

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.