Business Development

Forget prospecting to get appointments

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Your questions about phone prospecting to get appointments and my answers What goals are realistic? 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 […]