The Phone First Marketing System
For Small Business
- Schedule more qualified meetings.
- Have more owner‑to‑owner conversations.
- Database of qualified leads for ongoing nurturing.
- Works as well as or better than SEO.
- Watch your website visitors increase by huge margins.
- Price is $799.00 which includes phone calls.
- No set-up cost.
- Receive training materials in audio, video and pdf's.
- Have access to my bi-monthly Zoom support sessions.
- Testimonials.
Let's have a conversation; contact me today.
Most small businesses don’t need thousands of leads. They usually need a few good conversations each month. That is what will lead to new customers. That’s why I still believe in phone-first marketing.
Not aggressive telemarketing and no pressure; Just real conversations with the right people. I’ve spent over 20 years doing outbound outreach, and I want to show you the basic system I use, how it works, and the reasons why it still works. This is especially true in a digital world.
The problem is that many will rely only on referrals. Others post online and hear nothing for their efforts. Some will spend money on ads with inconsistent results. Many simply do not know how to start conversations with prospects.
In my experience, I find most businesses don’t actually have a lead problem. They have a conversation problem.
So I have put together my 'Phone First Marketing System' to help. It's really simple, I break it down in four steps.
STEP 1: Start with a Targeted List. Ideally use a list you already have. If not, then put one together. It matters to have a targeted list, you will be more effective and efficient. Do one or two minutes to visit the prospects website or do an online search to learn a little bit about who they are and what they do. Targeting really does matter. And the targeted criteria can be by industry, company size, location, etc. Be sure you are targeting companies that you know are at the very least likely to purchase what you offer.
STEP 2: Use a simple opening. Preferably, know who the owner is before calling but it isn't an imperative. I teach how to find out who is the owner(s) but for now, I'm sticking to the basics. Good outbound starts before the first phone call.
Here is an example of what I say: Hi, this is Janet. I'm calling for John Smith, at ABC Company. We specialize in marketing, and the reason I am calling is that we would like to schedule a meeting with the owner. I show it is Terry Jones. I am not sure if that is up to date and am hoping you would please direct me. (STOP TALKING) The gatekeeper will direct you. Much of the time the owner is not available to talk, so you will leave a message and ideally also send an email. I teach more on how to be effective with messaging but again, I'm keeping to the basics.
Another example, Hi, this is Janet. I'm calling for John Smith, at ABC Company. We specialize in marketing, and I know I’m calling unexpectedly, but I was hoping to speak with the owner. Would they be available to talk? Sometimes they will but many times they won't. That is a great opportunity for you to leave a message and send an email. Also, keep the email so it references the message you left when you called. It's simply continuing the conversation forward.
Whatever you choose to say, use what will work best for you. I teach how to make it a soft opening as this reduces stress and therefore, the pressure, on you as well as the prospect. The reality is that the majority will not be interested, but keep in mind that it's the ones that ARE interested that we are looking for. Always leave on a positive as this leaves a good impression. Many times, I have called a few months later and they were interested. This is another reason the first call, and impression, are so important. I have also had prospects that initially were not interested, contact me at a later time. Sometimes, it was years after that first call. As you work on your marketing, you will soon start to see how important targeting and messaging is.
I also know it can be emotionally challenging to hear a no, rejection isn't easy. However, I teach how to look at it as they are rejecting your offer, not you. I believe I have to face the reality that most people I call have no interest or need in my marketing services but, again, I am only looking for those that are interested. So, it can take a lot of calls to hear a yes, "I might be interested". Not everyone will say it this directly so keep in mind that people that ARE interested will start asking you questions. This is where you can start to learn how to best respond and help them for what they are needing help with. I believe this is true and it has helped me over these years to keep working outbound outreach.
STEP 3 — Focus on Conversations, Not Sales. Most people fail at outbound because they try to close too quickly. My goal is to simply start a conversation, learn about the business, see if there’s a fit, and possibly schedule another conversation, preferably a meeting. That is VERY relatable and lowers resistance. The reality is that if they are even remotely interested, they will often want some information and/or ask you questions. You can send them an email, give them your website and phone number or ask if they are ready to schedule a meeting.
STEP 4 — Follow-Up Is Everything. Remember that it takes time to gain momentum. Most new business will be later. It could be a few days, weeks, months or even years. They will remember you if you make a good impression and they have a need. Also, email follow-up matters, consistency matters and professionalism matters. Many prospects won’t respond immediately — and that’s normal. So, follow-up is very important.
The Phone First Marketing System is best suited for small businesses that call on other businesses. It's for B2B and if you sell to consumers, I also teach how you can use the Phone First Marketing System to call on businesses.
If you want to try this process yourself, I hope this helps. And if you’d rather have help building a simple outbound system for your business, feel free to reach out to me.