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What outbound phone techniques do you use today that you used 10 years ago?
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4 Answers
Still passionate about what I am selling, still interested in the buyer and their business, still try to add value in every interaction. Like a fine wine, the intricacies of sound outbound calling get better with age and experience......
Great question Craig!
Three things I *still* use when making outbound dials today are:
1. Be nice to the admins - They manage the calendars of most of the people that we want to talk with, and treating them like they're nobodies gets us nowhere. What's that saying? "You catch more flies with honey than you do vinegar." Holds true for outbound prospecting, too.
2. In outbound dialing, activity is king - Here's what I know to be true, at least in my experience: The more dials I make, the more people I talk with. The more people I speak with, the more I have a chance to sell. I know a lot of folks will disagree with me on this one, but I'm just reporting what I see.
3. I still have a call strategy - However you want to set up your calls is fine with me, but I need to have some sort of strategy behind it. I know with each prospect that I call, I know I'm going to call them "x" number of times, send them "y" number of emails, because I know it will yield me "z" number of leads. To rephrase Dean Wormer from Animal House, "Randomly smiling and dialing is no way to go through life, son."
Hope that helps!
This is the best way to generate leads as it gives you a nice feeling talking to your client directly without facing them. I think even the next 10 years it will rule..
I think good practices ten years ago are good practices today. One difference, obviously, is the amount of information available about both companies and individuals. I am old enough to remember using the Million Dollar Directory from Polk for prospecting. Now all you have to do is check out a few sites - or buy a solution that aggregates data for you! Folks might be interested in the link below which maps lead rates to the GDP going back ten years (quarter by quarter). Fascinating information... the more things change the more they stay the same:
http://www.pointclear.com/resources/historicalleadrates.php
Thanks for the question!
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