Articles

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?

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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 [ … ]

Our Cold Calls are Different from Sales Calls.

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Ideally most of your business comes through referrals and customer initiated inquiries, but many businesses need additional marketing to find customers in order to meet growth plans. The question is, how can you do this efficiently? We often hear people tell us that they don’t like getting cold calls. We understand, we don’t like getting [ … ]

How We Handle Highly Technical Sales

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Many of our clients are businesses with highly technical products. To give one example, in health care, we have worked with cutting edge imaging software companies, contacting chief oncologists and laboratory directors in hospitals across North America to set appointments for their sales representatives. We have worked successfully with clients in engineering firms offering system [ … ]

5 Ways We Can Help Your Sales Team

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Selling B2B is a challenge that often requires making lots of phone calls. Here are five ways we can help. 1- Identifying and tracking down management and executive contacts is very time consuming. Calling is all we do. We identify contacts, ask questions, and schedule a qualified appointment so your sales people can do what [ … ]

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