Do you spend time every week following up on your old quotation trails? Do you regularly seek contact with prospects from your region? Are you capitalizing optimally on your marketing investments by whitepaper downloaders or website visitors over the phone? You probably don't find these to be the easiest tasks and often ook not the nicest. Dat is to some extent understandable. 

When we ask our prospects why they themselves or their colleagues don't set aside weekly half-days to bang out telephonic market approach, then we often get the same answer: Calling is niet nice, tidle and there is wlow efficiency extracted. Isn't it important then to be in direct contact with the target market? Yes, it is but important, maar it has no priority. Business is good en so attention is put into other tasks en that is very very sin!

Also read: 4 tips for increased conversion.

Dear contacting the organizations you are interested in directly, you will find namely on your radar. You gather important market information that you can use in your positioning or marketing plans. And most importantly, you get sales appointments in the calendar that can lead to new business. An undercurrent of new, interesting prospects is essential for any business. 

To generate these quality leads through telephone marketing, it is important not to follow a script. From our experience, your efforts are most successful when you call from genuine interest and manage to establish a click with your contact. Dramatic, sales-like telemarketing is not helpful. Instead, ask open-ended questions so you can take stock of whether there are any clues between what you offer and the challenges your prospect is experiencing. 

In addition to an open conversation without a script, it is also essential to make telephone market approach structural to do. A Friday afternoon call every month is never wasted, but it is insufficient to ensure that you can adequately maintain the contacts you have built up. On average we find that we have to approach a prospect about 6 times before a qualitative lead emerges: The decision maker is temporarily unavailable, on vacation or ill. Persistence is therefore an important characteristic of a successful commercial employee. 

For those who find it a challenge to create an established structure in terms of telephone market approach, FindBusiness is a great solution. As a remote sales colleague we can support you well with the suffering called cold acquisition. We are happy to meet with you to explain our way of working.