Return-path: Envelope-to: mark@soundsgoodmusic.net Delivery-date: Thu, 22 Jul 2010 10:05:32 +0000 Received: from bean8700.co.uk ([81.94.195.25]) by server.pickawebhosting.net with esmtps (TLSv1:AES256-SHA:256) (Exim 4.69) (envelope-from ) id 1Obseg-0003Et-QY for mark@soundsgoodmusic.net; Thu, 22 Jul 2010 10:05:31 +0000 Received: by bean8700.co.uk (Postfix, from userid 0) id CF20A32B000F; Thu, 22 Jul 2010 12:03:01 +0100 (BST) To: mark@soundsgoodmusic.net Subject: Strategies to improve your Prospecting & Lead Generation Message-ID: <37156dcb52ed35e7868d555a05206fe3@www.stalkmail.co.uk> Date: Thu, 22 Jul 2010 11:30:22 +0100 From: "LeadGen@bean7600.co.uk" Reply-To: noreply@bean8700.co.uk MIME-Version: 1.0 X-Mailer-LID: 188 List-Unsubscribe: X-Mailer-RecptId: 5510855 X-Mailer-SID: 775 X-Mailer-Sent-By: 7 Content-Type: multipart/alternative; charset="UTF-8"; boundary="b1_98a64ab3a4cc1af0d1bb7b95f9abfdab" Content-Transfer-Encoding: 7bit --b1_98a64ab3a4cc1af0d1bb7b95f9abfdab Content-Type: text/plain; format=flowed; charset="UTF-8" Content-Transfer-Encoding: quoted-printable =0D =0D If you use the telephone to prospect and generate leads for your business it's vital that you get the fundamentals right.=0D =0D =0D =0D =0D =0D There are a number of elements that contribute towards maximising the results:=0D =0D 1# Target the Right Prospects=0D =0D =0D =0D It sounds obvious but focus on companies by size, business type & location that are most likely to be interested in your solution. If you can’t define your target market you have a problem…=0D =0D =0D =0D =0D =0D 2# The Call Structure=0D =0D =0D =0D Imagine for a moment that you’re the prospect who is receiving the call. You probably get lots of calls each day. So unless the seller grabs your attention and engages with you within the first 30 seconds of the call you’ll cut them short and end the call.=0D =0D =0D =0D =0D =0D A great call structure is:=0D =0D Introduce yourselfHighlight some Relevance, for example your experience i= n their sectorExplain in simple terms the benefit (not the features) of how your solution or product will help them – this is known as `The Hook`.Qualify their interest & gain their consent to discuss your solution in more in detail.=0D =0D =0D =0D This should take no more than 30 seconds maximum. Once you have qualifie= d they are interested in learning more you will be able to have a more detailed conversation without needing to rush through your pitch, or agre= e a time that is convenient to have the conversation.=0D =0D =0D =0D =0D =0D 3# Be Clear on Your Call Objectives=0D =0D =0D =0D =0D =0D =0D =0D Many B2B prospecting cycles follow a similar pattern:=0D =0D Identify the Decision MakerEngage & qualifySend literature (email or hard copy)Re-engage, re-qualify and progress to a meeting=0D =0D =0D =0D If you have delivered your pitch you need close the conversation by gaining the prospects consent to move to the next stage.=0D =0D So be clear on whether your primary call objective is to arrange a meeting, to qualify their requirements or to simply gain the prospect's consent for you to send some literature & follow up. =0D =0D =0D =0D =0D =0D 4# Set Targets and Measure Your Performance=0D =0D =0D =0D Productive telephone prospecting is a discipline. You should be making 20= + dial-outs (not DM contacts) per hour.=0D =0D =0D =0D =0D =0D Set targets on your key metrics that you need to achieve each week:=0D =0D Total number of callsDecision Maker contactsLiterature requestsConversations to meetings / quotes=0D =0D So for example you may need to speak to 25 Decision Makers to find a qualified prospect interest in your solution. If you can reach 5 Decisions Makers per hour by phone you need to commit 5 hours productive calling time (coffee, toilet & cigarette breaks don’t count) to generate a one good lead.=0D =0D =0D =0D If you want 10 good leads per week you need to commit 50 hours per week t= o prospecting otherwise you will miss your sales-target.=0D =0D =0D =0D What are the alternatives?=0D =0D Give up, get out of the business….Find another way to generate leads. Remember though, if it was easy everyone would be doing it…=0D =0D All is not lost!=0D =0D =0D =0D The 3rd alternative is to get some expert help.=0D =0D Beanstalk is a specialist B2B Telemarketing company that takes an intelligent approach to generating qualified leads and meetings.=0D =0D =0D To discuss accelerating your pipeline call Emily Stephens for an initial discussion on 0845 474 2047, or email me [mailto:emily@mail1.beanstalkb2b.co.uk?subject=3DEnquiry].=0D =0D Beanstalk Marketing - www.beanstalkb2b.co.uk [http://www.stalkmail.co.uk/emailmarketer/link.php?M=3D5510855&N=3D775&L=3D= 726&F=3DT]=0D =0D Unsubscribe me from this list [http://www.stalkmail.co.uk/emailmarketer/link.php?M=3D5510855&N=3D775&L=3D= 562&F=3DT]=0D =0D Beanstalk's non-scripted Telemarketing services include:=0D =0D Lead Generation - generating qualified leads with buyers interested in your service=0D =0D =0D Appt. Setting - arranging well-qualified meetings for your Salesforce=0D =0D =0D Database Building & Cleansing - updating and capturing contact details within prospective customers such as Name, Email Address, Role & Responsibilities=0D =0D =0D Market Research - helping you understand your competitive position or ho= w your customers perceive your strengths and weaknesses=0D =0D =0D =0D Beanstalk Marketing Services, Moulsham Mill, Parkway, Chelmsford, CM2 7PX, Registered No:06998651=0D =0D =0D Powered by Media Logistics Powered by Media Logistics Click this link to unsubscribe: http://www.stalkmail.co.uk/emailmarketer/unsubscribe.php?M=3D5510855&C=3D= e3ddbb550e2a1893d3c2a63e22090544&L=3D188&N=3D775 --b1_98a64ab3a4cc1af0d1bb7b95f9abfdab Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable =0D =0D =0D =0D =0D =0D
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If you use the telephone to prospect and generate leads for yo= ur business it's vital that you get the fundamentals right.

=0D
=0D
=0D

There are a number of elements that contribute towards maximis= ing the results:

=0D

1# Target the Right Prospects

=0D
=0D

It sounds obvious but focus on companies by size, business typ= e & location that are most likely to be interested in your solution.  If you can’t define your target market you have a problem…

=0D
=0D
=0D

2# The Call Structure

=0D
=0D

Imagine for a moment that you’re the prospect who is receiving the call.  You probably get lots of calls each day.  So unless the seller grabs your attention and engages with you within the first 30 seconds of the call you’ll cut them short and end the call.

=0D
=0D
=0D

A great call structure is:

=0D
=0D
    =0D
  • Introduce yourself
    • =0D
  • Highlight= some Relevance, for example your experience in their sector
    • =0D
  • Explain i= n simple terms the benefit (not the features) of how your solution or product will help them – this is known as `The Hook`.
    • =0D
  • Qualify t= heir interest & gain their consent to discuss your solution in more in detail.
    • =0D
=0D
=0D
=0D

This should take no more than 30 seconds maximum.  Once y= ou have qualified they are interested in learning more you will be able to have a more detailed conversation without needing to rush through your pitch, or agree a time that is convenient to have the conversation.

=0D
=0D
=0D

3# Be Clear on Your Call Objectives

=0D
=0D
=0D
=0D

Many B2B prospecting cycles follow a similar pattern:=0D

=0D
    =0D
  • Identify = the Decision Maker
    • =0D
  • Engage &a= mp; qualify
    • =0D
  • Send literature (email or hard copy)
    • =0D
  • Re-engage= , re-qualify and progress to a meeting
    • =0D
=0D
=0D
=0D

If you have delivered your pitch you need close the conversat= ion by gaining the prospects consent to move to the next stage.

=0D

So be clear on whether your primary call objective is to arran= ge a meeting, to qualify their requirements or to simply gain the prospect's consent for you to send some literature & follow up. 

= =0D
=0D
=0D

4# Set Targets and Measure Your Performance

=0D
=0D

Productive telephone prospecting is a discipline. You should b= e making 20+ dial-outs (not DM contacts) per hour.

=0D
=0D
=0D

Set targets on your key metrics that you need to achieve each week:

=0D
=0D
    =0D
  • Total num= ber of calls
    • =0D
  • Decision = Maker contacts
    • =0D
  • Literatur= e requests
    • =0D
  • Conversat= ions to meetings / quotes
    • =0D
=0D
=0D

So for example you may need to speak to 25 Decision Makers to find a qualified prospect interest in your solution.  If you can reach 5 Decisions Makers per hour by phone you need to commit 5 hours productive calling time (coffee, toilet & cigarette breaks don’t count) to generate a one good lead.

=0D
=0D

If you want 10 good leads per week you need to commit 50 hours per week to prospecting otherwise you will miss your sales-target.

=0D
=0D

What are the alternatives?

=0D
    =0D
  1. Give up, = get out of the business….
    2. =0D
  2. Find anot= her way to generate leads.  Remember though, if it was easy everyone would be doing it…
    3. =0D
=0D

All is not lost!

=0D
=0D

The 3rd alternative is to get some expert help.

=0D

Beanstalk is a specialist B2B Telemarketing company that takes= an intelligent approach to generating qualified leads and meetings.

=0D

To discuss accelerating your pipeline call Emily Stephens for = an initial discussion on 0845 474 2047, or email me.

=0D

Beanstalk Marketing - www.beanstalkb2b.co.uk

=0D

Unsubscribe me from this list

=0D

Beanstalk's non-scr= ipted Telemarketing services include:

=0D

Lead Generation= - generating qualified leads with buyers interested in your service

=0D

Appt. Setting - arranging well-qualified meetings for your Salesforce

=0D

Database Buildin= g=20 & Cleansing - updating and captur= ing=20 contact details within prospective customers such as Name, Email Address= , Role & Responsibilities

=0D

Market Research = - helping you understand your competitive position or how your customers perceive your strengths and weaknesses

=0D

= 3D"beanstalk

=0D

= Beanstalk Marketing Services, Moulsham Mill,= =20 Parkway, Chelmsford, CM2 7PX, Registered No:06998651

=0D


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Powered by Media Logistics=0D
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