People invest a lot of money in digital marketing, the “shotgun approach.” For real relationship building and high ROI, you must pick up the phone and call. Cold calls do work, but the value is in the data and the profile of the person that you’re calling.
- Which channel do you expect the prospect to be most responsive to (LinkedIn, call, email)?
- You must work 8-12 contacts to yield the appointment, then an additional 3-6 to work the relationship to a close of business.
- Give yourself a runway of 12 months to land a larger ROI client.
- The first call is the hardest call, but then you develop a rhythm. Ensure that you have an ongoing cadence.
- Don’t kill yourself but set realistic daily and weekly goals for outbound calls and stick to it.
- When working from a well-developed prospect list, 6-12% of those calls in cadence will yield an appointment.
- Be familiar with the company and contact before calling.
- Know that B2B calling is different than B2C, telemarketing calls that you receive while you’re at the dinner table with your family.