Centennial Marketing Group Targets Effective Sales Prospect

More calls cannot always ensure more sales

More calls cannot always ensure more sales. People are often overpowered by this misconception that prospecting new customers always means contacting many people. Sales reps do not always get any list of potential customers who can actually be turned into real prospects. The procedure involves cold calling campaign and then a rigorous six step procedure. Have a look at the six-step procedure that Centennial Marketing Group follows:

1.Identify the target industry:

Certain industries have a specific need of the product. It is very important to identify those industries. Only u then, it will be easier to target any qualified sales prospect. Some of the industries do have their clear buying cycles. It is a smarter decision to find a target industry that has both, money and a high likelihood of spending enough amount of money for the product or service. Ideally, the final list consists of one or two industries.

2.Define Proper Targeted Job Titles:

It is very important to find out people assigned in the target company to buy products or influence purchasing decisions. Both, the buyers and the influencers have individual positions and title. It is better to get restricted to the top three job titles. Centennial marketing cmg agents do this task effectively.

3.Have a suspect list ready:

If a huge list of prospective customers is already in hand, it is better to delete everyone who are not in the target industry or do not have a target title. If such a list is not ready, it is better to buy a list to suit the target industrys demographics. It is a wise decision to create such a list of potential customers who can buy the aimed products and services. Centennial Marketing Group always keeps its list ready, before the actual task is performed.

4.Emotional Messages Have Better Impact:

It is necessary to step in the shoes of prospective customers. The problem can be determined based on agents understanding of the persons job title or industry. It is important to tailor a message smartly that make the customer more interested in the product or service. Often such messages also demonstrate the power of emotion over factual messages. For example, a factual message says, Uninterrupted power supply is ensured by the company. The emotional message says, What will happen to important data stored in computer during power cut? Centennial marketing cmg knows that emotional messages have better impact on the minds of prospect.

5.Suspect list and message:

It is required to call several people mentioned on the list to confirm the target. This also helps the agent to find out the right people to call up. The message is delivered and then its effectiveness can be gauged. In cases of disconnection, it is better to reexamine assumption through repeated calls.

6.Prepare Individuals for Messages:

The carefully designed message is put in front of the prospect twice or thrice before making any prospective sales call. The message can go via letters, mails, emails, etc. It is very important to lay essential groundwork in front of the prospect.

by: Sienna Vinson

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