Reach New Markets-Get New Customers: Sales Prospecting For New Business Made Simple

Sales prospecting for new business

George Clay

Here’s is a tested sales prospecting for new business strategy for building a list of qualified sales prospects you can develop into becoming your customers.

This strategy is simple, straightforward and easy to implement. But it works.

Q:What’s the first goal of sales prospecting for new business by phone?

A: Effective sales prospecting for new business by phone is about information gathering. That means finding out if the person you are calling is a qualified sales prospect.

Picture a crowded room.

[singlepic id=61 w=220 h=140 float=left]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  prospecting for new business cold call — (1) finding the right prospects;   (2) separating them from the crowd; then (3) qualifying their interest level.

Also, sales prospecting for new business by phone  is a form of direct marketing. And building a highly targeted database is the key to any successful direct [singlepic id=74 w=220 h=140 float=right]marketing campaign. Therefore, view each call as a means for fine tuning your database. It’s a work in progress that never ends!

Q:  For Effective Sales Prospecting Do I Need A Script?

A: Always use a 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.

Q:  How do I qualify Prospects?

A : Conclude your introduction with a simple “yes” or “”no” question.  How your prospect answers will indicate if they are[singlepic id=64 w=190 h=110 float=right] a qualified prospect…or a prospect you want to drop.  Remember that crowded room example? Your question is asking for a show of hands. Some folks will raise their hands, some will not.  Your appointments develop from the folks who raise their hands.

Q:  How do I know my Script is working?

A: That’s easy — delivering your “pitch” without interruptions from your prospect is a sign that your script is working  — keeping you and your prospect focused on your delivery.

Q: OK to read my Script…or memorize it?

A: Reading is fine. The secret is making your delivery appear unrehearsed.  Follow Winston Churchill. His speeches are among the greatest in the English language. He toiled endless hours over their every detail. Yet when delivering them he appeared completely at ease…  almost casual in his presentation.  Hence, his quip that “The very best impromptu speeches are the ones written well in advance.”

Next Up:  Your Lead Generation Sales Script

Improve Your Customer Acquisition Prospecting

Consider subscribing to my newsletter for updates on ways B2B Lead Generation Sales Prospecting  can help your business grow —especially in this economy.Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.

Also, for improving B2B sales performance NOW click and read this: 7 New Rules for Prospecting In The Age of The Customer

 

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Category: Business To Business Appointment Setting, Lead Generation & Appointment Setting, Outsourced Sales Prospecting, Outsourced Sales Support

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