In this issue: Knowing your prospects
Rich Enterprises, Inc provides marketing services to companies seeking new business growth. Our services help companies increase their sales pipeline with new prospects and long term customers.
Our services can include appointment setting, lead generation, and business development through cold calling telemarketing.
Knowing your prospects
Have you ever wondered if you really know the prospect that you are calling? You might know the name of the company, the name of the decision maker that you need to get in contact with, but aside from that everything else about that company is relatively unclear. Here are some tips on getting to know your prospect before the initial call:
- Research, Research, Research - Most companies have websites that provide general information and company history and maybe even biographies of board members and management. The website is a quick and effective tool that can be utilized to learn more on the company you are contacting and their business type.
- Ask Questions - Ask your sales prospects questions. Use this time to ask the qualifying questions that make this contact viable as new business customer. What type of business do you have? What industry do you want to target for your next marketing campaign?
- Listen - Listening to your sales prospect is the best way to build rapport and increase your sales pipeline. What is this prospect looking for in a new vendor? Are they looking for better customer service?
- Take good notes - Be sure to document results of touches made with each contact. Making notes of who you spoke with and what they had to say is a great way for an internal referral into a company. Inside referrals are received better than outside cold calls. If you talk with a contact within the company and they say "This is not something that I handle, I will transfer you to someone who is in charge of the marketing on". When you are transferred to the new contact, mention your prior contact. For example: Hi George, I spoke with Tom and he said you are the guy to talk with about advertising."
Marketing of any kind is a tough job and using all available tools to keep you ahead of your competition is the way to boost sales with a cold call list.
Rich Enterprises Inc has been providing marketing services for 15 years. Our marketing campaigns are boutique style and not the average cookie cutter program. We know your business is unique and we provide a custom marketing program based on your needs.
Let us share our experiences with you!
Contact us (888) 443-5247.