Articles

Benefits of Outsourcing Prospecting Efforts

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Is your investment in lead generation getting you the results you expected? Does your team have the time, dedication, skillset and resources for a demanding lead generation program? If not, you should consider outsourcing your prospecting efforts to a reputable B2B call center. Through client feedback we’ve compiled the top benefits of outsourcing your prospecting [ … ]

Prospecting for the New Business: 3 Keys to Success

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Whether you have just started a new business, or have been in business or sales for many years, prospecting clients is where the sales cycle starts.  However, when it comes time to start making those calls, well, it can be a daunting task.  The fear of rejection or not knowing how to start the conversation [ … ]

Top 3 Benefits of a Customer Phone Survey

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A satisfied customer is more likely to remain loyal to your company and recommend your services to their network. But do you know why your clients stay with you or switch to a competitor? Conducting a phone survey is the most efficient and economical way to find out how satisfied your customers are. Here are [ … ]

3 Steps to Leaving a Winning Voicemail

When prospecting over the phone, you can be guided down two paths: a) the person answers and a conversation arises or b) you receive a voicemail. As a prospector, it’s likely your experience revolves more frequently around Path B than Path A. But, this doesn’t mean your prospecting attempt was a failure. In fact, by [ … ]

How to Handle the 3 Most Common Objections During a Prospecting Call

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Occasionally when prospecting new leads, you’ll receive objections; some more direct than others. You’re not the only one! Prospecting is all about timing and understanding: objections arise out of impatience, a bad day, or poor scheduling. But it’s important to understand it doesn’t mean the conversation is over. Some forms of objection can be discussed [ … ]

The Missing Ingredient: How to Use Referrals While Prospecting

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The best compliment an employer can get is lead generation through referrals. Having a client love what you do and wanting the rest of their network to know about it is a feeling like no other. Not only are they validating what a great service you have provided, but they are also spreading the word [ … ]

Social Media and Traditional Prospecting: Not a Zero-Sum Game

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Let’s admit it – social media can be great. But in this day and age, many business owners make the mistake of using social media as their one and only form of prospecting. Many buy into the idea that social media should replace traditional prospecting on account of the overused (and inaccurate) adage that “cold [ … ]

2 Steps to Determine Whether Your Lead is Qualified or Not

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When it comes to prospecting, it’s all about gaining leads, leads, and more leads. Right? Wrong. The aim of prospecting isn’t to only gain leads, but to gain qualified leads. It may seem like a small nuance, but it makes all the difference in getting more sales per phone call. But what makes a lead [ … ]

The 3 Most Effective Opening Statements to Use During an Initial Call to a Prospect

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How many times has this happened to you? You’re prepared to call your prospect. You have your script in front of you. You know exactly what you’re going to say. But once you get on the phone with them, they hang up –before you can share with them what you have to say! Through years [ … ]

The Top 5 Most Successful Prospecting Strategies for Businesses

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Are you not getting the results or reception you want when you are calling a new prospect? Been hung up on one too many times? Planning and strategizing are so fundamental to effective calling. At York Consulting, we totally understand this, as we have been prospecting on behalf of our clients for years! Most businesses [ … ]

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