Increase the Likelihood of Success

Why would a business decision maker want to speak with you if you have no proven track record in your prospect's industry; or no plan to establish trust, credibility and confidence? I can’t think of a good reason either. That’s why we recommend that you focus your calling efforts on those people with whom you can make a meaningful, professional connections, quickly. Focus your efforts on people and industries with problems similar to ones you have solved. 

Add Value

If you cannot show expertise in providing solutions in your prospect's industry, try to connect with your prospect on the basis of your experience with clients of similar size or other common demographics. When you match the profile of your current clients to the profile of your target market, you increase your chances of success. You provide value to your prospect when you stand on a solid business foundation of expertise. If you offer no added value; or cannot compete on price alone, do not bother to pick up the phone.

Realistic Goals

At the same time, set realistic goals. Since voice mail and email remain facts of life, as are downsizing and running ‘lean and mean’; know that your prospects are likely to feel overtired and overworked. Do not expect returned calls; when you receive one, consider it a bonus from the sales gods. If you average 3 or 4 completed calls per hour with a business decision maker, you’re doing great! When you do hear “hello” from a living, breathing prospect, make sure what you say gets the response you want.

Business Wise helps you arm yourself with added value and allows you to use your firm’s track record and expertise to target firms with similar demographics to your best clients. When you understand your prospects’ problems you build trust and confidence.

When you make calls on the right target market, you speak with people with whom you share common ground. You may want to approach first time calls as warm calls to your future clients. Whether you make calls by phone or in person, Business Wise guides you to the prospects most likely to say, “yes!”

Warning: Once you use BWise, you won’t want to target the local market without it.