Cold calling is even tougher when we’re calling someone who is not a fit. So how can we ‘clone’ our best customers to call only on companies that look like those great fits we’ve already sold to?
I’ve said it before, but let me say it again. The better our list is, the more often we’ll get through to the right person and the more often we’ll be able to convince that target that we’ve been able to help others like him/her solve like challenges.
In our ColdCalling101 Academies, we invest time determining the top challenges our participants solve for their customers and also the top benefits their customers tell them they derive from investing in their solution. To accomplish that, we suggest they start with their best customers.
When trying to build a territory list to call from, we suggest exactly the same thing. How do we describe what our best customers look like and then go find others the same. Well, here are three resources we’ve come across that provide tools for you to enter those best customers and then ‘clone’ them. In other words, find other companies that look just like them. They are:
- Manta.com
- InfoUSA
- Bizjournals.com (only works where the Business Journals publish
If you’ve got any more, let us know and we’ll share the knowledge.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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