Not all prospects respond to traditional lead-generating mechanisms of direct mail, advertisements and trade shows. Referrals are great, but businesses can't depend on them for a consistent flow of new business. Companies need to be proactive with prospecting efforts in order to level out the usual peaks and valleys that are typical in sales.
Don't overlook one of the most powerful prospecting and business-building tools available, the telephone - You can reach more prospective customers, in less time, for less money, and it works.On the phone you can reach as many potential prospects in 1 or 2 hours as a field sales person can see a day. It's widely known that a field sales call can cost hundreds of dollars - Sales realized from telephone prospecting activity dramatically reduce your cost of sales expense.
Executive level decision makers are becoming increasingly comfortable with the telephone, and are more accepting of using the phone for purposes of discussion and decision making. You can eliminate "no-interest" suspects quickly, keeping your prospect "funnel" full, and allowing your sales people to focus their time and effort on selling.
Don't overlook one of the most powerful prospecting and business-building tools available, the telephone - You can reach more prospective customers, in less time, for less money, and it works.On the phone you can reach as many potential prospects in 1 or 2 hours as a field sales person can see a day. It's widely known that a field sales call can cost hundreds of dollars - Sales realized from telephone prospecting activity dramatically reduce your cost of sales expense.
Executive level decision makers are becoming increasingly comfortable with the telephone, and are more accepting of using the phone for purposes of discussion and decision making. You can eliminate "no-interest" suspects quickly, keeping your prospect "funnel" full, and allowing your sales people to focus their time and effort on selling.
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