I met today with a potential client and specifically with their product marketing team. The comment that summarized the meeting was “can we justify the spend to Sr. Management even though we believe your services are High Value.” This struck me as an interesting comment and from a sales perspective you could interpret many different meanings, objections, next steps, etc from this comment. I simply took it that we need your services but everything has to hit a multiple of ROI that makes everyone comfortable up in the c suite.
Let’s talk about high value. High value with regards to Appointment Setting and Teleprospecting work couldn’t apply more. The concept of getting into a new prospect account and opening up a new revenue stream through the Art of Cold Calling is not a new concept and frankly its not even sexy in this social media induced craze era that we currently all work in. But what it does do is show tremendous hard hitting ROI when conducted appropriately. Adding a new customer that has a let’s say 10X ROI in the first year, means you can estimate the lifetime value of that customer X10 further. That to me sums up high value. Building credible and substantial relationships is high value. I just wished everyone in the board room and C suite would understand that they received their opportunity to advance through the help of other people that they were introduced to and that their own personal ROI comes from that introduction or spark that ignited along the way.
And that is why Teleprospecting is such a high value tactic and so critical when it comes to relationship building. It’s still a Mano e Mano world the last time we checked.
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