This is a long sales cycle

[rifat28dddd]

The problem that they have is that they were sitting around waiting for someone to interrupt them, versus them interrupting someone else, which is why my firm got hired to help them, because they couldn’t get enough deals into the funnel. And in just one month of them working on outbound prospecting, we tripled the number of new accounts that they were bringing in the door. It’s that simple.

AP: And so what changed? What did they start doing then for, you know, use that as a case study, let’s say for the listeners, what did they change to their outbound prospecting methodology?

JB: They didn’t have an outcome at all, the change was we gave them a prospecting list because they have a pretty robust database because their inbound prospecting process, our marketing process, has been bringing leads to the door for several years.

Plus they have inactive customers, which is a fantastic place to go out and prospect to. Plus they have the ability, because they’re in a niche industry, just to get on Google and identify all the potential prospects they have.

So all we did was help them design better lists for their salespeople and then set specific time periods where they would be doing outbound prospecting.

We didn’t teach them any kind of stupid scripts or anything panama telegram data like that. We just taught them a five step process to pick up the phone, interrupt someone’s day, and ask for an appointment.

So getting an appointment is a logical next step. And then they can send samples out and do the things that they do from the inside standpoint. But it wasn’t that difficult.

In fact, it’s really, really easy to help organizations, not only double, triple, sometimes we help companies quadruple the sales that they’re making simply by helping them understand that creating a good list, setting aside specific time for prospecting and outbound touches.

And that’s a ballast by the way, across email and text messaging, social, telephone, which is always going to be your primary way of reaching out to prospects.

And even in this case, they’re reaching out and doing some networking as well among their existing customers, looking for referrals.