A few weeks ago we were on a teleconference with a client discussing a new business appointment we had set up for him with ‘Three’. The conversation went something like this:
Client: That’s a really good appointment Julia. Lots of potential. It could be a great piece of business. We were really lucky with the timing.
Julia: Absolutely. And we’ve been lucky over the past 6 months and 20+ calls we’ve put in to reach him and secure the appointment! They’re looking and he is really interested to see what you offer.
Client: Laughed. Yes. Point taken. It could be a big one. Thank you.
The actual conversation wasn’t quite as short or direct as that. I have abridged it somewhat. We have a great relationship with our client and have worked with him for over 7 months. Our telemarketer speaks to him regularly and we have weekly or bi-weekly teleconferences.
Nevertheless, the point is clear. Senior-level, high value, high quality telemarketing is a process. Decision-makers are difficult to reach. They are guarded by gatekeepers. They are busy in meetings. They have incumbent suppliers. Despite this, one thing is certain. You will never make meetings with prospects you don’t call and keep calling!
New business development is very much about the process. It is about momentum. It is about keeping going. It is about calling back and following up. If you don’t do that, you will not improve your lead generation success rate. It is often the 6th, 10th or even 20thcall that brings the result. You need to be patient. Plan your calling and don’t give up.
GSA is a London based new business development and telemarketing consultancy with an office in Manchester. We offer new business development and marketing strategy, senior-level telemarketing services and telemarketing training to ensure that clients generate more new business and deliver ROI.
If you’d like to find out how GSA Business Development can help Generate Growth for your Business or book one of ournew business development and marketing strategy workshops, contact us now on 0845 658 8192 or send us an email.