Online directories offer useful company information that can help get the sales person closer to his prospects. Some of them even list information like a detailed map of business location and alternative contact information. In one way, it is a facilitator of the sales lead generation process, where the marketing agency is shown the right contact to propose a sales offer.
The directories, indirectly, help in eliminating the cold calling process and start off directly with the ‘social calling’ step. While cold calling will not ensure that the customer is in need of the product, social calling enables us to choose prospects who are likely to show interest in the product. An online business directory is also a good place to increase business contacts. Since users themselves update most directories, the referral scheme works well here. Referral schemes help business contacts to refer each other during a sales talk, thereby mutually increasing business prospects for each other.
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