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Cold Calling Lead Segmentation

by mike3188
6 replies
So I am going to start cold calling businesses on monday and I would like to know your thoughts on segmenting the leads I plan to call. I think I want to start with businesses with the lowest income 500K-1M then gradually step up by revenue and niche.

Example: Plumber making 500k-1M then next week Plumber 1M-2.5M

Would you recommend this

By the way my target Market is 500k-5M
20 mile radius
high transaction value
Operating 3-5+ years

I do both offline and online marketing and plan to get contracts 20K+
#calling #cold #lead #segmentation
  • Profile picture of the author Jason Kanigan
    Hi Mike,

    Well I would reverse it and start with the higher income prospects first. Why? These firms have more disposable income, are probably used to outsourcing services, and are more likely to have leaders who think like CEOs instead of small business owners.

    What do I mean by CEOs vs small business owners? A CEO-type likes measures, KPIs, wants to do things better, faster, with fewer steps. A small business owner is interested in their bank balance, and is often stuck rushing around doing all of the little things that need to be done in order to keep the business running. It's *much* more difficult, in my experience, to sell to a small business owner than a CEO-type leader. Perhaps your experience has been different, though.

    Do you have a process for qualifying (segmenting) your prospects?
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    • Profile picture of the author Deidra Renee
      You can start with the higher income and see the response and if it's not so great..then go to the lower income prospects. It may be harder to get to the decision maker with these businesses though, but maybe not as far as general contractors go. They could just be servicing higher income customers, but are still a one man show or only have a few employees. So basically, just try it out and stick to what works, but you will find clients with cold calling if you keep at it.
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  • Profile picture of the author danielkanuck
    You really want to do cold calling? I think a low budget direct mail campaign can sell for you and get you the results you're looking for.
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    • Profile picture of the author mike3188
      Originally Posted by danielkanuck View Post

      You really want to do cold calling? I think a low budget direct mail campaign can sell for you and get you the results you're looking for.
      I plan to do my 1st postcard campaign this week
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  • Profile picture of the author Jason Kanigan
    So, how did Monday's calling go?
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    • Profile picture of the author mike3188
      Originally Posted by kaniganj View Post

      So, how did Monday's calling go?
      I decided to do a mailing first then cold call

      I am sending postcards out today, tomorrow I am definitely calling up some business owners
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