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Published by GEORGE, 2017-10-14 19:17:24

Binder1_Neat

George M.Clay
Marketing Direct, Inc.
1845 Sheridan Avenue
San Diego, CA 92103
619-692-3110


Get More Customers Phone Prospecting
Test A Trial Project


Dear Small Business Owner:

If your market is high-end B2B and you need to connect with key execs
to make your sale my phone prospecting B2B can help you get in the door
...make your sale...and get more customers.
I do your hunting, warm-cold calling, prospect qualifying, lead-scoring
and lead management...plus real-time (NO VOICE-MAIL!)follow-up calls for
you. All calls real-time by me. No outsourcing.

This hands-on, one-to-one quality control makes my prospecting a good
fit for high-end B2B sales organizations like yours where relationship
building and customer service are key to getting and keeping customers.

That’s why after each completed call to your prospects I give you
immediate feed-back of each prospect’s status and what you can do to
better service each prospect’s needs.
Bottom Line: I get you closer to your prospects, your customers and your
potential customers in ways you can count with more new business, more
referrals, and more repeat customers.

To test what I can do for you pick any market or prospect group you want
to reach out to. Here are a few suggestions....

...Do you have accounts that for whatever reason your people aren’t
getting to? Buyers you need meetings or demos scheduled to close a
deal or get you referrals so you can meet the real decision-makers?

...What about “polishing” your prospect base with calls to weed
out dead-end prospects...and identify the key players so you can
get appointments and close some deals?

...Another idea: When you focus entirely on developing new
prospects your old customers may become neglected. “Good will”
calls to these folks can work wonders reviving their activity
and generating new orders.

Questions? Fire away. I’ll give you straight answers on ways I can help
you get AND keep customers in ways that are practical and easy to test.

Best Regards,




George M. Clay
President
Marketing Direct,Inc.
619-692-3110
email: [email protected]

Cold Calling New Clients



Misused and Misunderstood — that’s cold calling!
But this tested sales tool has benefits you’ll do well to explore.

By George M. Clay, Marketing Direct, Inc.

Question: Why do so many sales managers frown on cold calling?

Answer: Social media & digital marketing are their focus focus. And let’s face it -
cold calling is misery for their sales people.

George Question: Is cold calling effective?
Clay
Answer: Harvard Business Review On-Line says cold calling is “the
most effective way to set up appointments with the right decision-makers at your
target accounts and should be used by every B2B sales force.”

Question: Does effective cold calling require a background in the industry or
markets you are calling?
Does your sales manager
frown on cold calling?
Answer: Industry specific knowledge about the business segments you are
calling is NOT essential. A good over-the-phone sales person can work any
industry. The top producers are at home regardless of product or service.


Question: My bosses think differently. What do I tell them? Cold calling is“the most
effective way to set up
Answer: Top management will insist only salespeople with deep understanding appointments with the right
of the markets they are selling can do business development cold calling. decision-makers at your
target accounts and should be
It's myth based on ignorance rather than tested cold call business experience. used by every B2B sales
force.” Harvard Business
Question: Any other cold calling tips? Review On-Line

Answer: Cold calling can be an engaging and interactive business development
medium...enabling you to connect with your customers and potential customers
in a very personal way...ahead of the bigger companies with larger but less
personalized sales and marketing organizations.
Cold calling with TeleMagic,
the first and many say the
T The secret is making your calls with a personal touch that engages your best crm software for the pc.
prospects --- getting them to interact with you one-to- one so they trust doing
business with you. “Takes the hassle out
of cold-call marketing”
George does a great job of
T Also, cold calling and phone prospecting are a form of handling all the cold calling
for prospects, which frees me
direct marketing. And building a highly targeted database to handle the details of
is the key to any successful direct marketing campaign. running the business. He
works hard on both the initial
contact and all follow-up
T Therefore, view each call as fine tuning your Cold calling helps you build a solid communications to ensure that
direct marketing database. It’s a work in progress prospect list for follow-up calls. potential clients know who we
are and what we have to offer.
that never ends! I can't imagine what if would
be like if I had to do it all
myself.
To learn more about the complete suite of Marketing Direct services, Tom B. San Diego, CA
visit ProspectingB2B.com or call me directly at 619-692-3110

George
Clay

Acquiring High-Value Customers In Niche B2B Markets

Lead Nurturing Marketing Process


Only a small percentage of
Best List: Of all direct marketing media you
can use, your house list will bring you the
leads offer you REAL sales
highest response rates when you contact these
opportunities. prospects by phone.
By George Clay, Marketing Direct, Inc. So before buying an outside list let’s develop
Quantity vs. Quality these prospects first!
Unexpected Benefits
Select niche batches of prospects you want My system of developing the best
developed. VP-level executives…CEOs…IT leads with real-time follow-up calls
execs...Buyers…OEM or Channel Sales cannot be replicated by mass
Partners…System Integrators volume telemarketing. George Clay

● Prospects you’ve met at trade shows
It boils down to how I interact with
● Customers who have drifted away your prospect base. Your prospects get to know
me. And with each follow-up call I get to know
● Subscribers to newsletters or webcasts
them better!
First Phase: Introductory warm-cold calls to Yes, it’s process.
find prospects worth pursuing. I work the
phones. Weak prospects noted. Stronger But you’ll discover it not only works better than
candidates flagged for follow-up. one call telemarketing but it makes profiling
your prospects and developing the best sales
Second Phase: Follow-up calls to uncover opportunities a lot easier for you and your team.
active selling opportunities. Best prospects are
developed by routine call backs. Again, I’m Effective CRM Prospecting
working the phones and making the calls.
The secret to keeping this process on track is a
What You Learn: Sales opportunities you’ll CRM phone prospecting platform that makes
NEVER hear about unless your ear is close to the reaching out to large groups of your contacts in
ground! EXAMPLE --- Vendor drops ball…you get a very personal way a very manageable process.
the call. Real-time follow-up calls keep you
informed on account activity so you’re ready to I’ve been using this sales tool for years and
move when opportunity knocks. continue to marvel at it’s organizational
efficiency.
Feedback: I give you immediate feedback with Called TELEMAGIC, it slices and dices the
full notes and clear records of each call at all database to come up with the best calls to
stages. Included are daily outcome reports so make…organizes the calls…fast-dials the
you can share information and adjust tactics.
calls…takes notes…sends emails, etc.
You Monitor Activity: Because these From cold lead through satisfied customer
updates are ongoing you can monitor account TELEMAGIC streamlines the process of sales
activity and jump in whenever your prospect is development by phone.
ready for a face-to face or wants a demo
scheduled or has questions best answered by Marketing Direct, Inc.
you or your team.
Email Follow-up: Emails from your reps 619-692-3110
mentioning my call plus updates on widgets or
services you want introduced are essential so ● Small Controlled Tests
that your team and the prospects I contact get
connected. ● 100 – 200 Prospects Per List Segment

The Right Pitch: How your people outshine ● Track & Measure Response
the competition plus key words and phrases that ● Adjust Tactics As Needed
will “click” with your prospects are points I’ll
need from you before making my calls. ● Test Month to Month…Cancel Any Time

Eight Great Questions to Ask About

My Marketing Direct B2B Services


Answers To Your Most Important Questions About
My Phone Prospecting Trial Projects...List-Building...
Lead Management plus Lead Nurturing Follow-Up Process.

1. Your people do just fine on the phone. Why get George Clay involved? Making calls at
lunch or between sales meetings is how most sales reps do sales prospecting. Stop fooling
yourself. At best this hit-or-miss process reaches only a small fraction of your prospect base.
George Clay
And voice-mails? Another weak excuse for sales lead follow-up!

2. What makes George Clay’s phone prospecting different? My system of hunting,
prospecting, qualifying and list-building with real-time follow-up calls gives you the full court
press you need to make sales prospecting effective for your business. Voice-mail, email and social
media are all effective CRM…but over-used to where their messages are too often ignored.
Furthermore, real-time follow-up calls make you stand out because so few sales people use the Are your sales reps
phone to effectively interact with their prospect base. too busy for effective
prospecting and
follow-up ?
3. How do you track who to call? Reaching out to your prospect base in a very personal way
is accomplished with a CRM software that I have used for close to twenty three years. Called
TeleMagic this prospecting software is the first and many say the best CRM software for the
PC. TeleMagic CRM simplifies, organizes, and programs even the largest prospecting list into
bite-size segments for fast, accurate and highly personalized contact management.

4. Only experienced reps effectively sell in our markets. Why add you to this mix? My job
Prospecting by phone
is not making the sale but finding prospects your people can develop as customers. That said, I with TeleMagic.
still must establish credibility by articulating key business issues your prospects will respond to.
“Hot button” buzz words specific to your industry plus how your company outshines the competition are selling points
I’ll need from you to make my pitch effective with your prospects.

5. How do I know the prospects you qualify are worth my time? With introductory cold calls I
learn who’s a good prospect and who’s a dud. From there I develop the best prospects with real-time
follow-up calls. Reaching out with these calls and emails leads to more new business and deeper
relationships.

6. How is email follow-up handled? Prompt follow-up is key. Without it you are playing a loser’s Prompt email
follow-up is key
game. And it is why too many sales reps fail at prospecting by phone. So make sure your people have
their emails prepared and ready to send. To build trust and credibility with each prospect I contact and qualify you’ll
need an email mentioning my call plus facts and benefits of doing business with your team.

7. What about getting face-to-face appointments? Routine follow-up calls plus e-mail follow-ups & direct mail
follow-up letters work wonders to get you in the door for a face-to-face meeting. The secret is a personal touch that
engages your prospects ---- getting them to interact with you one-to-one so they trust doing business with you.

8. What about lists? Keep it simple. Are there accounts your people aren’t getting to? Buyers you need meetings or
demos scheduled to close a deal? What about “polishing” your prospect base with calls to weed out the “dead-wood”
and identify the key players so you can get appointments with these folks? Whatever list you select, fifty or one hundred
prospects is all I need to get started.
• Test Niche B2B Markets • Keep Tests Small & Simple
• Track & Measure Results • Adjust Tactics as Needed
• Test Month To Month • Cancel Any Time You Like

“Many things are possible in advertising that are too costly to attempt.
That is another reason why every project and method should be weighed
619-692-3110 and determined by a known scale of cost and result.”
Claud e Hopkins

Real people.
Real small business needs.
Real solutions.
“Excellent”
Have worked with George, almost continuously for 20 years. He is excellent at what he does
and I highly recommend him.
Dan J. San Diego, CA
“Take advantage of George's services because they are worthwhile”
I am impressed with George's persistence in identifying and following up with prospective
clients. George and Marketing Direct help us by contacting prospective clients and letting
them know about our firm, and putting us together when there appears to be interest. His firm
has been effective at doing that. My experience with George has been for three and half years,
and I believe my firm has worked with him for longer than that.
J im R. Pleasanton, CA
“Does a complete job.”
George at Marketing Direct did telemarketing and reaching out to B2B companies. He tried to
sell our services or get them interested in us so we could send additional information--and we
would follow up. The work was done, but it takes a lot of time before you get leads.
Mich ael M. Dallas, TX
“Very pleased with how George collaborates and keeps in touch.”
George at Marketing Direct took the time to get to know what I needed and he continues to get
leads for me. We worked together...and created a script – collaborating on it together. He
knew what worked for him and I knew what I needed to communicate to my clients. George
and I started in November, and the results are good: He's giving me qualified leads--so far, so
good....and I just referred him to someone, and I think that speaks a lot right there.
...Mark F. Minneapolis, MN
“Takes the hassle out of cold-call marketing”
George does a great job of handling all the cold calling for prospects, which frees me to
handle the details of running the business. He works hard on both the initial contact and all
follow-up communications to ensure that potential clients know who we are and what we have
to offer. I can't imagine what if would be like if I had to do it all myself.
...T om B. San Diego, CA
“Totally satisfied with my experience with him”
Was looking to expand my business and was introduced though another sales associate. My
experience was totally great experience. George would make cold calls for me on my behalf
and keep me informed as to his calls. Not only did he bring me solid leads but was always
sending me updates and how to proceed on clients. He is without a doubt the best in cold
calling and relaying what I and him wanted to bring to potential clients. In cold calling it is
what the client wants and George always was on top of when they wanted to be called back
and followed through with it....He was the first person I called when I moved to a new
position. I knew the end result would be met and he is a game changer in calling and following
through on clients.
...Haro ld K. Minneapolis, MN
“Excellent Service received from Mr. George Clay.”
My knowledge of advertising for myself was zero and Mr. Clay showed me how to put an ad
together that would attract attention and bring me prospects, which it did. Mr. Clay puts his
foot into your shoe, and sees the world from your perspective, and can think accordingly, that's
what makes him unique and easy to work with.
...W olf P. New York, NY






Marketing Direct helps small business owners get & keep customers by developing and building
relationships using a tested phone prospecting & real-time follow-up call process
integrated with relationship building direct mail and email follow-up.

Tips For More Profitable Selling




“Tests are important and help us understand our customers.

Good selling is based on good testing.” Claude C. Hopkins

● National Advertising ”…most national advertising is done without
justification. It is merely presumed to pay. A little test might show a way to
multiply returns.”

● Advertising Campaigns: “Almost any advertising question can be answered
cheaply, quickly and finally by a test campaign. And that’s the way to answer
them --- not by arguments around a table.”

● Things Too Costly: “Many things are possible in advertising which are too
costly to attempt. That is another reason why every project and method should
be weighed and determined by a known scale of cost and result.”
● Offer Service "Remember the people you address are selfish, as we all :
are. They care nothing about your interests or your profit. They seek service
for themselves. Ignoring this fact is a common mistake and a costly mistake in
advertising."
● Salesmanship: "Advertising is salesmanship. Treat it like a salesman. Force it to
justify itself… A mediocre salesman may affect a small part of your trade. Mediocre
advertising affects all of your trade."

What you’ve just read is from an advertising guide first published in 1927.
Called Scientific Advertising it shows how to cut waste and risk from your
George Clay
advertising. The secret is to track results using small controlled tests. Marketing Direct
The author --- Claude Hopkins --- was a terrific ad writer who proved that following
the crowd can be costly in advertising.

I’m a huge fan of this approach and recommend you give it a try.

● Develop your ads like a scientist works an experiment

• Run trial projects with small controlled tests

• Track & measure response rates

● Drop the losers and project the winners
In this way loses from your losing ads are kept at a
safe level while gains from your profitable ads are
multiplied.
Think this approach is outdated? Think again.

Scientific Advertising has been recommended by more advertising gurus than any other guide.
“Nobody at any level should have anything to do with
advertising until he has read this book seven times.”
…David Ogilvy


David Ogilvy Marketing Direct, Inc. 619-692-3110


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