This starts after the contact discovery has been done. Assuming that the right lists with targets and their information is available, we start approaching the targets via phone. Call it an art or science the trick is aggressive calling until we get the live person on phone. Never leave a voice message. Another rule we recommend to our clients is to have minimum three relevant targets in the list - Supervisor, direct report of colleague. After all we all know some people always have the “Do not disturb” button ON all the time and will never answer the phone in years. And whoever told you they could get all or any target is simply lying. Background research is critical on each target individual and the company. We go at great lengths to understand what current challenges the target is facing trying to find the “Hot Button” to pick his/her interest. And before we start your campaign we will spend minimum 2-3 days understanding your services/products, industry, competition, building scripts/ FAQ’s / rebuttals and training our callers on your campaign. We have the processes built around all of the above and use different techniques to get C level/ VP/ Director/ Manager level targets.
We believe in working as a part of your sales team and internally carry a quota just as you do. So besides chasing the number on meetings we focus on getting you a meaningful meeting. We can confidently say that after the meeting you will be able to categorize the prospect in A/B/C category but never find that the meeting was irrelevant.
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