Properly Identifying Your Best Prospects
Last week both of these emails were sent to me by Dunlap Marketing customers.
“I just wanted to give your team a quick shout out. I just got off a call with the TMRS and they are a perfect fit for our platform, the appointment was set by your team. I know your guys are working hard and I want them to know how much we appreciate the help. Keep up the good work and thanks for everything!”
J W
Account Executive – Texas
“Great one Mike! Thank you. We looking forward to connecting with this prospect. They are exactly the type of company we want to call on.”
M R
Global Manager
Both messages were the result of properly planning call campaigns in advance of implementation.
While there are many elements of properly planning a call campaign, there are three worth reflecting on:
1st – Knowing Who To Call
To have a successful call campaign, we have to know who the best companies are that need to be called. This is the only way for there to be a “perfect fit”. With a 15-minute Q&A session between you and us, we can typically determine this answer. If we can’t, we will model companies that you say are great customers, and we will build a profile of like-minded companies. As part of this process, we usually factor in annual revenue ranges, employee count ranges, geography, and industry classifications.
2nd – Knowing What To Say
After we identify who to call, we hone in on what to say. This looks like crafting a call message that efficiently communicates your services. This often is a “to the point” approach, using as few words as possible. It includes knowing who the decision maker is, or identifying who this person is.
A common strategy is writing a message where we ask high-quality probing questions, and when favorable answers are given, we do not try to be the expert with follow-up responses. Rather, we ask to schedule a meeting so the prospects can talk to you, the expert.
3rd – Proper Training
Once we have a list and a call message, we train and prepare our staff to professionally represent you while making prospecting phone calls. These are employees who work inside our West Houston office and who have experience making B2B phone calls. A unique skill we foster within our team is the ability to be tactfully persistent, while calling with a smile.
Summary
The second half of 2023 seems to be taking shape as challenging for business development. With high interest rates, inflation, global conflict, and political parties that have difficulty working tighter, this might become a time when going back to the basics is healthy.
Maintaining or growing our businesses is necessary, going back to the basics and fundamentals of adding new customers might be the best game plan for the balance of this year.
We are happy to brainstorm ways to do this with your sales team. Feel free to let us know if you have an interest in talking.
Mike Dunlap – President
Phone: (281) 496-9870 x140
Email: mdunlap@dunlapmarketing.com