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To Email or Call? That is the Question

When it comes to lead nurturing, is it better to reach out to a prospect by phone or email first? Well, as we have alluded to in previous posts, there is something to be said for relationship building, which is hard to pull off through email.

emails cannot do discovery. An email can’t tell you:

•      Whether recipients are influencers or decision makers

•      Their roles in the company

•      What they’re most interested in knowing

•      Their buying process

A phone conversation, on the other hand, is much more personal and continues proves to be the best way to gain opt-in. Once you have gotten permission to send more information, then, and only then, should you revert to emails.

Phone calls also allow you to:

•      Know their buying cycle and how to ideally align contact – phone calls and emails – to it.

•      Know what they care about and why, that’s the knowledge you need to create emails that are meaningful to them.

Most importantly, a phone call is the only way to establish a real connection. And in the end, whoever has the strongest relationship with a prospect ultimately wins the sale.

So get out there, make a few calls, and build those relationships. Or trust your lead nurturing to a company who can do all of that for you, like Grindstone.

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

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