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David Rankine
Monday, 02 January 2017 13:59
Earning your prospects trust: Tip #3 Proof
FROM THE DESK OF JOE PROSPECT
If you say you perform better than your competitors, attach some numbers to that claim please. How long do you retain your average client relative to your industry? Do you calculate ROI on your service? What percentage of your business comes from referrals? How fast is your company growing?
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Joe Prospect
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Monday, 26 December 2016 13:57
Getting your prospects to trust you: #4 Your guarantee
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Joe Prospect
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Monday, 19 December 2016 13:55
Giving up on your prospecting pipeline & losing sales
Failing to Consistently Communicate With Your Prospects is The Most Costly Marketing Mistake
Most traditional marketing methods are not very effective. Let’s take traditional telemarketing as an example. You call your prospect list. You are lucky if you reach even 15% of the decision makers and you book an appointment with a small percentage of that group. And there you are on one side of that gaping marketing chasm with your little group of prospects. On the other side of the chasm are the majority of your prospects that you have not even started to communicate with. If you don’t communicate with them, they are going to remain on the other side of that chasm forever and you will never do any business with them.
Are you Giving Up On Your Prospects Too Soon?
One of the biggest mistakes we make in our marketing, in fact probably The biggest mistake, is to abandon our prospects too early in the marketing process. We get frustrated and give up on them. Then we move on to another group of prospects until we get frustrated with them. Meanwhile the group of prospects we abandoned is left hanging just when we were getting them warmed up to us.
Continue To Reach Out to Your Prospects on A Consistent Basis and They Will Cross Over the Bridge
E-Telemarketing is a dramatically different approach to marketing because it combines lead nurturing emails with telemarketing to build on successive contacts with your prospects. It is not a one call and out strategy which just does not work any more.
You communicate your message to your prospects consistently by email and then when you have identified which prospects have warmed up to you based on the number of times they have opened your emails, you call them. It stands to reason that you will have a lot more success calling prospects who have put up their hand and indicated their interest.
RESERVATION
Attend a Professional Prospecting Systems Webinar to see an example of how to communicate consistently with your sales prospects. We conduct 4 session per week
RESERVE YOUR SEAT
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Appointment Setting
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Monday, 12 December 2016 13:52
Joe Prospect Reveals How to Make a Bad Cold Call
The Wrong Way to Cold Call Your Prospects!
Let me start out by asking you a question. How do you feel about receiving telemarketing calls?
If you are like me, you dread these calls and try to avoid picking up the phone if you know it is an unsolicited telemarketing call.
Why do we both feel the same way about telemarketing calls and I am sure all of your prospects feel the same way you and I do.
Let's examine how a typical telemarketing call goes.
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Appointment Setting
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Monday, 05 December 2016 13:07
Joe Prospect Reveals How to Make a GOOD Cold Call
THE RIGHT WAY TO COLD CALL YOUR PROSPECTS!
So why do you keep calling me and why do I keep cold calling my prospects? Telemarketing isn’t going to go away because it is still shown to be one of the most effective marketing methods for most businesses.
Even though most telemarketing is done very badly, selling is mostly about timing
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Appointment Setting
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Wednesday, 19 April 2017 19:36
Why does telemarketing work better for some companies?
WHAT ARE THE KEY FACTORS THAT DETERMINE HOW WELL TELEMARKETING WILL WORK FOR YOUR COMPANY?
Virtually every time we are talking to a company that is considering using our b2b prospecting service, we get these questions.
Will this work for us? How fast will it work?
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Value Propositions
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Wednesday, 19 April 2017 19:25
Are You Abandoning Your Prospects?
EVERY TIME YOU TOUCH YOUR PROSPECTS BY CALLING THEM, EMAILING OR MAILING THEM SOMETHING, YOU ARE SCORING POINTS WITH THEM. JUST BECAUSE THEY HAVE NOT JUMPED UP AND THROWN THEIR ARMS AROUND YOU YET, DOES NOT MEAN THAT YOUR MESSAGE HAS NOT PENETRATED THEIR CONSCIOUSNESS TO SOME DEGREE. EACH CONTACT SCORES A CERTAIN NUMBER OF POINTS WITH YOUR PROSPECTS AND MOVES THEM CLOSER TO THE POINT WHERE ONE DAY THEY WILL BE READY TO DO BUSINESS WITH YOU.
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Cold Calling
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Wednesday, 19 April 2017 19:22
Why in-house telemarketing programs fail 90% of the time
In-House Telemarketing fails 90% of the time because there are 7 critical steps to running a successful outbound telemarketing program
1. Hire experienced telemarketers with a verifiable track record
Even if they sound great, hiring inexperienced telemarketers is a bad idea because telemarketing is a difficult job and very few people will stick with it. Experienced telemarketers with a strong track record are in short supply but you need to keep looking until you find them or your program will fail.
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Telemarketing
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Wednesday, 19 April 2017 19:11
3 Critical Things We Have Learned About Appointment Setting
YEARS OVER ALMOST 2000 DIFFERENT CAMPAIGNS.
YOU WOULD HOPE THAT THAT AMOUNT OF EXPERIENCE TEACHES YOU SOMETHING. IT HAS.
HERE’S WHAT WE LEARNED:
1. It is not so much what you say, but how you say it.
The prospect reacts more to the overall phone presence and level of emotion and conviction conveyed by the caller. You can put exactly the same script in the hands of 2 different callers and get dramatically different results. Callers can be trained to convey stronger phone presence and conviction by emphasizing certain key words and phrases in the script.
2. The shorter the script, the more likely it is to result in an appointment.
In testing on some of our major campaigns over the years, the results clearly show that less is more. The script, particularly the opening statement, must be very short and get right to the point in order for a script to work successfully. Trying to convey too much detail in a script is a sure fire way to kill an appointment setting campaign. The tendency is to think that the more information we throw at the prospect, the more likely they are to find something that interests them enough to want an appointment. In fact, it works exactly the opposite—the more details you give the prospect, the less need they have for the appointment to get the details.
3. Sell the sizzle.
This point relates directly to the previous one. Make sure your script sells the benefits and the end result of using your product or service. Leave the details of how you do it for the appointment. If they ask how or why, tell them you will show them in your demonstration or meeting.
If you want to see exactly how we conduct a campaign, go to one of our webinars.
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Appointment Setting
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Wednesday, 19 April 2017 19:05
How To Find An Imaginary Friend Who Will Help You Get More Clients
"Do you think about me when you do your marketing?"Like most business owners or managers, you are busy running your business and your business probably tends to absorb most of your thoughts. If you are honest with yourself, your business is all you ever think about. You want to grow your business, but most of the time you are fighting the day to day battle of just keeping the ship floating.
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Marketing
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