B2B Marketing Blog

Written by The Mezzanine Group
on September 30, 2009

So many inbound marketing calls are dull. 'Hello Lisa, how are you? I'm calling from XYZ Company and I'd like to meet with you to talk about how we can help you." It's actually not only dull, it's also presumptuous. You don't know me, how can you know what will help me? Perhaps that recipe used to work for outbound calls - but I'm pretty sure its days are done.

We find (both when making outbound calls and when receiving them), that it's more effective to be provocative. Start with a compelling insight that is a big pain for your target market. Try this - "our experience working with the top 25 fast growing tech companies shows that they are dealing with...." and then follow it up with data on the costs of the problem or how companies are dealing with it. Be provocative with your opener - as long as you can back it up through experience or expertise - and you're much more likely to get return calls and initiate useful conversations.

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