You got into the office early, took care of a bunch of emails and CRM updates, so now you’re ready to pick up the phone and start calling prospects. It’s “Smile and Dial” time. After all, your very livelihood depends on finding quality sales leads to become future customers.
If you’re like lots of companies, revenue comes from lead generation, which depends on your ability to engage target buyers. But most struggle with it. MarketingSherpa found that 8 out of 10 companies today say the lack of quality sales leads is their biggest problem.
To ensure the effectiveness of your call, before you pick up the phone, you need to first ask yourself 3 questions:
- Am I calling the right company?
If your company targets manufacturers with at least 500 employees, calling a flower shop with 3 employees won’t cut it. Make sure your list is accurate and segmented. - Am I calling at the right time?
The very best time to call is when something of note happens on the prospect side. This is called a Trigger Event. Maybe they just announced earnings or hired a new VP of Sales. Those are good things to discuss in your call. - Am I calling the right person?
The person who is most likely to take your call is someone with whom you have a close tie. How do you know who has the close tie? Linkedin is great at showing relationships. Perhaps a sales manager is a first level connection in Linkedin…..
iSell by OneSource offers answers to those questions. It’s personalized to your territory, scours the web for trigger events, and checks Linkedin for your best relationship. iSell is the must have for effective calls.
About the author
Jeff Ogden, the Fearless Competitor, is President of Find New Customers “Lead Generation Made Simple.” Find New Customers helps businesses develop and implement demand generation programs to drive more sales leads by improving the way theyfind and acquire new customers using best practices in lead generation.
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Twitter: @fearlesscomp
Facebook: http://www.facebook.com/FindNewCustomers
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