Articles

Top 3 Benefits of a Customer Phone Survey

York Consulting Blog_Aug15

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

June - Referral Blog

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 [ … ]

“Cold Calling is Dead” articles are dead.

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Whenever you see an article that claims cold calling is dead, look and see where the article is coming from. There is a good chance that it is coming from a company selling services that are alternatives to cold calling. Take for example this article from the popular website Hubspot 16 Compelling Statistics That Prove [ … ]

What are great direct marketing results for various direct media?

Tele-marketing results

Direct Marketing compared We were recently asked – “What are considered great results for direct marketing programs?” This is not always such an easy question to answer. Benchmark information (data from other businesses) is understandably some of the most important information that many new companies need. Typically, you want to identify the best performing companies [ … ]

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