Business-To-Business Direct Marketing Program Using A Targeted, Permission-Based Marketing List
Prequalification
Description
DataMart provides telephone prequalification in the business-to-business arena. While prequalification is of use when dealing with business-to-consumer sales, DataMart does not provide telemarketing support for that effort.
The process of prequalification is getting information about prospects to determine whether they are in your market, are interested in your product/service, who the decision-makers would be, and any other pieces of information that assist you and your sales team in doing a good job of presenting your product/service.
A good job of prequalification will improve your marketing efforts while decreasing their cost because you will be marketing only to prospects with a reasonable expectation of being interested in your company and you will be talking to the appropriate individual at those prospect companies. Additionally, your sales staff will be more productive as they no longer waste time talking to prospects with little or no likelihood of buying from you.
How Does It Work
The steps in prequalification are normally very straightforward:
- Secure a list of businesses in your target market
- Call the company and speak with the gatekeeper
- Ask the prequalification questions and log the answers
- When the gatekeeper cannot or will not answer the questions, talk to a person who can respond.
- Get the name of the decision-maker of interest to you
- Get permission to send introductory information to that person
- Send the information