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

Building quality business databases phone prospecting

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Database building by phone is about information gathering. That means finding out if the person you are calling is qualified for being added to your new client list. It’s here the weak prospects are weeded out…and the better qualified prospects  are engaged for careful and methodical follow-up calls. Be patient. Building high-quality business databases is process. You’ll get more appointments if you build your prospect list with routine follow-up calls. The ripple effect from real-time follow-up calls Real-time follow-up calls are a form of customer service. These calls can create huge business possibilities…building relationships and a respect for you beyond your […]

Lead Generation & Appointment Setting

Build Custom Lead Lists

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An Effective Way You Can Build Custom Lead Lists  If you want to build custom lead lists of prospects with a proven interest in what you offer try old school phone prospecting —-developing a base of well-qualified prospects interested in meeting you and learning what you can do for them. Yes, it’s a process! But you’ll discover it get’s you in-the-door to make your sales and get more customers with far greater success than one-call telemarketing ever did. To build these custom lead lists here’s the process I use and recommend. Phase One:  Introductory warm-cold calls to find prospects worth pursuing. Phase […]

Direct Marketing

High-end Telemarketing Process Explained

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My high-end telemarketing process incorporates a series of personalized customer experience engagements that contradicts every idea you’ve had about telemarketing. It completely eliminates the stigma and annoyance of old way cold calling. It gets your prospects and your customers to “open-up” and discuss what they REALLY want and need from your organization. I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up discovery calls for you. You get key sales intel you would NEVER otherwise hear about.    What I Need From You  I’ll need to spend time with you on the […]

Direct Marketing

Discovery Call Qualification Process

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Discovery Call Qualification Process for Acquiring New Business Prospects What is your discovery call qualification process for acquiring new clients? A method I favor is over-the-phone sales prospecting. It’s simple and easy to manage because you can do the discovery call qualification process 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 […]

Business Development

Getting Appointments By 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 […]

Direct Marketing

Contacting C-Level executives

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 Contacting C-level executives by personalized custom phone prospecting  A  tested & versatile direct marketing process  I do your c-level hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you.  Read More  What my custom phone prospecting can do for you is give you a methodical business development and lead management process with real-time follow-up calls for contacting c-level executives. Included is lead tracking so you know what’s going on with each c-level contact. What this means to you is that you gain more control over your customers and your prospects…you […]

Business Development

Finding High-End B2B Clients

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Finding high-end B2B clients by personalized custom phone prospecting  A  tested & versatile direct marketing process  I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you.  Read More  What my custom phone prospecting can do for you is give you a methodical business development and lead management process with real-time follow-up calls for finding high-end b2b clients. Included is lead tracking  so you know what’s going on with each prospect and each customer. What this means to you is that you gain more control over your customers and […]