Very few of us enjoy getting on the phone each week to convert a list of “suspects” (a business or person that you suspect would benefit from your solution / product or service) into leads. To have new business come out of the sales process it makes sense that we need new prospects going into it – right? Discovering & practicing the steps in the process can help remove uncertainty & fear.
When talking about the list I’m frequently asked “Why do you want me to buy a list? Can’t you just pick up the Yellow Pages & call?” You can do that – but it is more efficient to buy good quality data from a reputable supplier. You will achieve more, irritate fewer people & spend less time doing it. We have found that if you spend time thinking through the questions below, your “suspects” will find your call more relevant to them & treat you better for it. Why? Well, you’ve treated them with respect & done some research on them to confirm as best you can that they are likely to benefit from your product or service.
When buying or assembling your list of “suspects” to call ask yourself these questions;
- What problems can I solve with my product / service?
- What type of business commonly experiences these problems?
- What benefits do my product / service provide?
- What type of business would benefit most from these benefits?
- What type of industries are these businesses in?
- Which person in that business is the final decision maker I need to talk to?
- What will they want to know about my solution / product / service?
Is it worth spending all this time & money on a list? I’ve seen stats that suggest 70% of the “success” from your time on the phone booking appointments comes from the quality of your list. I think that’s a valid claim. I also think that it is worth spending a little money to save a lot of time & wasted prospects. How many extra sales would you need to make to pay for a list?
If you want more information on who to buy a business data list from, call me on 079749217 or email at murray@ibexmarketing.co.nz
