Outbound marketing includes everything from telemarketing and cold calling to event hosting and advertising. Traditionally, when you engage in outbound marketing, what you’re doing is throwing out messages to a general audience and hoping that they somehow reach the right people and resonate with them.
B2B Sales, Lead Generation and Marketing Blog
If sales numbers are low and revenue is down, it could be that your sales reps are wearing hats that don’t fit their job descriptions or support their main objective, which is (or should be) to make the sale.
You've heard the old saying, "You can lead a horse to water, but you can't make him drink."
The same is true about sales leads. You can lead prospects to your offerings, but you can’t make them ready and willing to buy—especially if you haven’t assessed your prospects’ needs.
A cold call is an unrequested personal contact made by phone or in person by someone in a sales role to someone in a decision-making role. This contact is made with the intention of discovering the potential for establishing a business relationship.
That doesn’t sound so bad, does it?
One of the most valuable resources for any business is undoubtedly the ability to generate sales opportunities through qualified appointment setting. This simply means that a sales representative in an organization has the opportunity to meet with a prospect who has the interest, motivation/need, and resources to invest in a product or service offered by his/her organization. The purpose of this article is to provide a closer look at the core components of successful appointment-setting and give some inside perspective on this important topic.
So, while driving into work this morning, I was listening to Mad Dog Sports radio (as I do every morning). Steve Phillips was discussing the Giants/St. Louis game where two Giants defensive players were clearly faking injuries to get a break from the St. Louis attack (USA Today video and article). Steve was going on and on about how the league should change the rules and make injured players sit out 4 downs. The idea being that this would deter other teams from doing the same thing.
Know the process – The process is the most fluid way to move through the conversation, ie asking the right questions at the right time. This way you will be most confident in your telemarketing appointment setting.
Know the product – Know the client for whom you act as the appointment scheduling service. Know the product(s) that their appointment will cover. It also helps to know some industry jargon and hot topics!
Know your prospect – take 30 seconds to look over the prospect’s website. It helps to have an idea of what they do so you can formulate a sales process before the call, and prevent you from asking obvious questions that could irritate them.
If you have ever made a cold call before, I am sure you have heard the old adage “It takes many no’s to get to a yes”. Taking that into perspective, I wanted to better understand the actual numbers behind this statement. How many no’s does it really take to get a yes from a prospect?
You remember Lieutenant Columbo don’t you? Played by Peter Falk, Lieutenant Columbo was an Italian LA homicide detective that used his wit, eye for detail, and open ended questioning to solve murders. He was always underestimated by everyone in the show including his peers and criminals.
You’re cold calling prospects and it seems almost impossible to close anyone or even get a sales appointment, especially in this economy. Your first question should be “How can I set myself apart and rise above the proverbial noise that is Lead Generation / Lead Nurturing / Prospecting / Cold Calling / Telemarketing”.