Have you ever faced the challenge of trying to increase your outbound contact ratio? In today's highly competitive business landscape, reaching out to new clients can be challenging.
But what if we told you there's a way to double your contact with prospects and see significant improvements in your sales results? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Richard from Durham Lane, an integrated sales and marketing outsourcing business based in the UK.
They discuss the challenges of net new client acquisition and how Durham Lane successfully increased their outbound contact ratio by adopting a qualitative approach to prospecting. Richard shares valuable insights on intelligent prospecting, omnichannel strategies, and the importance of meaningful conversations with potential clients.
The Importance of Intelligent Prospecting
- Richard highlights the need to move away from solely focusing on effort and instead embrace intelligent prospecting and thoughtful business development activities.
- Durham Lane believes in the power of engaging prospects in meaningful conversations to drive Net New client acquisition.
- They have developed techniques based on selling at a high-level methodology, which they successfully implemented to improve their outbound contact ratios.
Omnichannel Approach for Effective Engagement
- Durham Lane emphasizes the importance of an omnichannel approach to maximize their outreach efforts.
- While technology plays a crucial role in facilitating communication, it's vital to understand the customer journey and use various channels to engage with potential clients.
- Richard explains that providing sales teams with tools like telephone, email, and LinkedIn is not enough.
- To ensure successful engagement, businesses need to support the entire customer journey and tailor messages to the buyer's specific state – whether they are in the problem education, solution research, or solution selection phase.
The Power of Relevance and Call to Action