Outbound Sales Calling:
Get More Prospects and Leads Using
By Rich Webb
small to medium sized companies actually limit the amount of
business their customers do with them. I know this sounds crazy,
even unbelievable as no one in their right mind would restrict and
limit customer purchases. The problem, of course is that it happens
unintentionally. In fact, I’ll bet it’s happening in your business
right now. Here’s how:
businesses simply do not allow their prospects and customers
enough opportunities to buy from them
Businesses don’t offer enough chances to expand and continue the
customer relationship for the long-term.
the simplest and most immediate ways to turn this situation around
is to find ways to stay in touch. So, how do you get started?
Yourself to Create a Relentless, Yet Courteous and Helpful Outbound
calling Program: Most companies fail to maximize their profit
potential through the telephone. Even companies that strongly
believe they stay in close contact with existing and past customers
are usually surprised to discover how many customers they have
missed when an actual survey is done.
you hire personnel specifically for this task and make them
accountable on a daily basis, many valuable customers will be left
unattended. An outbound teleservices company may make it easier to
uncover revenue you have missed by making more consistent contacts
on your behalf.
Ways to Effectively Use Outbound Telephone Calling:
Consistently call to follow-up and qualify all your leads,
bringing them closer to a closing decision. Research
indicates that 78% of leads generated are never followed up with
more than once. Research also shows that on the average it
takes between 5 and 14 contacts to close a sale. Simple
arithmetic tells you that you can immediately begin to make more
money by increasing your number of follow-up contacts.
Maintain an accurate database. When businesses fail to
maintain an accurate database, they tend to waste a lot of
marketing dollars. For example, they’ll continually send
information to a company executive that is no longer with the
company. Your outbound telephone calls team should gather vital
information, and sort leads according to where the prospect is
in the buying process. This way, your sales team can focus on
the “hot” prospects. You’ll stop wasting their time and your
money. And, you’ll get more sales.
Prospect or cold call to generate new leads or set appointments.
Typically salespeople hate to prospect and are not usually very
good at it. Prospecting is the psychological opposite activity
of sales and it is usually much more effective when done by
non-sales people. A dedicated prospector or appointment setter
is usually more effective at this task than a salesperson
Consistently contact existing and past customer base for new
opportunities. Deliver more relevant information and offer
desirable end results to your customers more consistently. They
will feel like they have a stronger relationship with your
company. Your company’s barriers to customer purchases will
begin to disappear. They will buy from you more. They will make
greater efforts to refer more customers to you. And, your sales
will inevitably increase.
do not have the in-house capability to make these kinds of outbound
calls, you should think about hiring an effective outbound
teleservices company. Whatever method you use to get it done, there
is no question that using your telephone the right way can be
Customer relationship marketing expert
Rich Webb puts small businesses on auto-pilot with automatic
contact services that follow-up, communicate, interact, and sell
more products and services.
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