Comments on: Defining Purpose Is First Step In FirstCalling http://www.fillthefunnel.com/2008/12/03/define-purpose-firstcalling/ Web Tools & Strategies to Increase Sales Fri, 27 Jan 2012 04:11:27 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Miles http://www.fillthefunnel.com/2008/12/03/define-purpose-firstcalling/comment-page-1/#comment-31 Miles Mon, 29 Dec 2008 00:07:27 +0000 http://fillthefunnel.wordpress.com/?p=169#comment-31 JG, Thanks for the post and the scenario provided. Here are some initial thoughts based on what you have provided. 1. I am going to assume that you are calling the prospect with the primary purpose of getting their email address. If that is the case, I would recommend that you use one of the tools I have reviewed to obtain the email addresses in advance of these calls. If your prospects are in the US, Jigsaw.com is the best in the market. Any time you actually make contact with a prospective client for the first time, it is a valuable opportunity to engage. I would advise that it is not "wasted" on asking for an email address so that you can send the evaluation to them. This will require that you design an effective and action-oriented email. I am glad to read that you have the ability to track the activity and conversion of the email itself. Because you have the emails in hand prior to any calling, you can scale your outreach dramatically and then make your FirstCall to the person that has filled out the form. 2. Now that you are FirstCalling them because they have reviewed your info and responded, the response to your effort should result in a more pleasant discussion because they have invited you to connect. If you incorporate a section of your email or form that allows them to indicate the preferred date/time to follow-up, then you are able to respond with a meeting request rather than a phone call or email. You will be amazed how much higher the acceptance rate is to a meeting request that they indicated would be preferred than to a phone call. My experience is that you should see at least a doubling of the number of appointments. 3. You are on your own for your presentation but you sound like you have that part nailed down. Consider my thoughts and let me know how things develop. I hope to hear from you again. JG, Thanks for the post and the scenario provided. Here are some initial thoughts based on what you have provided.
1. I am going to assume that you are calling the prospect with the primary purpose of getting their email address. If that is the case, I would recommend that you use one of the tools I have reviewed to obtain the email addresses in advance of these calls. If your prospects are in the US, Jigsaw.com is the best in the market. Any time you actually make contact with a prospective client for the first time, it is a valuable opportunity to engage. I would advise that it is not “wasted” on asking for an email address so that you can send the evaluation to them. This will require that you design an effective and action-oriented email. I am glad to read that you have the ability to track the activity and conversion of the email itself. Because you have the emails in hand prior to any calling, you can scale your outreach dramatically and then make your FirstCall to the person that has filled out the form.

2. Now that you are FirstCalling them because they have reviewed your info and responded, the response to your effort should result in a more pleasant discussion because they have invited you to connect. If you incorporate a section of your email or form that allows them to indicate the preferred date/time to follow-up, then you are able to respond with a meeting request rather than a phone call or email. You will be amazed how much higher the acceptance rate is to a meeting request that they indicated would be preferred than to a phone call. My experience is that you should see at least a doubling of the number of appointments.

3. You are on your own for your presentation but you sound like you have that part nailed down.

Consider my thoughts and let me know how things develop. I hope to hear from you again.

]]> By: JG http://www.fillthefunnel.com/2008/12/03/define-purpose-firstcalling/comment-page-1/#comment-30 JG Wed, 24 Dec 2008 00:31:54 +0000 http://fillthefunnel.wordpress.com/?p=169#comment-30 Evaluate this a bit for me... 1. We make a 30-60 second call that pushes small businesses to take a free evaluation of the company online at our site, all we need is their email addy. Anyone who is a C- level or upper management can take the eval. We even open it to multiple people in the org taking it. This allows us to track if there is a conversion. We use mostly assumption based questions and try to keep the call quick. If it felt positive, but no form filled out, we call back to check or email. 2. Once they fill out their free eval, we call to schedule the second step, a complimentary needs analysis. This is a meeting about 45-60 minutes of open ended questions to add information (meat to the bones) of the initial online survey. 3. We present our solutions, processes and pricing. Evaluate this a bit for me…

1. We make a 30-60 second call that pushes small businesses to take a free evaluation of the company online at our site, all we need is their email addy. Anyone who is a C- level or upper management can take the eval. We even open it to multiple people in the org taking it. This allows us to track if there is a conversion.

We use mostly assumption based questions and try to keep the call quick. If it felt positive, but no form filled out, we call back to check or email.

2. Once they fill out their free eval, we call to schedule the second step, a complimentary needs analysis. This is a meeting about 45-60 minutes of open ended questions to add information (meat to the bones) of the initial online survey.

3. We present our solutions, processes and pricing.

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