List building is one of the biggest challenges in sales and lead generation. That’s why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, you’ll let people find you. They are the modern-day Yellow Pages. Make an ad big enough, and people will
Build a list of the 100 sweetest, most ideal companies you’d like as your clients. Prospect to the top 20-30 companies right now. Choose a manageable number to start with and put everyone else in a nurture campaign. Dripping on everyone else warms them up until you can reach out
When you’re out and about meeting with clients and prospects, set a goal to add 5 new names to your prospect list every week. Ask for referrals. Check out building directories for new companies not found in most lists. Use LinkedIn to get contact information and send an invitation. Grow
Hold on to prospects’ attention by nurturing in unusual ways. Send them an email to share interesting content. Drop by with a cup of coffee. Engage on LinkedIn. Invite them to an event where you’re speaking or hosting. Be sure your list is current so you can easily communicate. Now
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales results, they can’t attribute closed sales directly to campaigns. Marketing qualified leads aren’t a metric. Closed sales is
It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for your reps that recognize the importance of consistent prospecting follow-up to reach target contacts, so you aren’t setting
Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and you’ve got an audience that wants to declutter their inbox. Anything that isn’t a quick read gets deleted in three seconds.
Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might be 60 days, six months or even next year before they’re ready to take that next step. Combine
You can’t achieve your revenue sales goal without monitoring interim sales and marketing metrics. Most business owners focus only on the end goals: closed sales and net new clients. But focusing only on the end goal won’t ensure you’ll achieve it. You have to look at how you’re doing all
Remember all those sales you didn’t close last year (i.e., last week)? Revisit those proposals and see what you can move forward right now. Companies operating on a calendar year now have new budget to spend and a set of fresh initiatives for 2019. Plus, your contacts will all be