Testimonials are a fantastic lead generation tool, especially to communicate to your specific target market and niche markets that you understand their needs and have satisfied customers in their industry. Keep the testimonials focused on hot-button trigger events important within that industry to make them even more compelling.
The most effective prospecting emails are 99 words or less. That makes them a quick read and with one call to action, they’re easy for contacts to reply to in only a matter of minutes. “Yes, I’ll meet.” “No, next Thursday doesn’t work.” Or, silence. Even at under 99 words,
To stand out, you have to be different and, more importantly, relevant. We still live in a world of mass communication where generic, untargeted messaging easily gets lost. If you hyper-focus your email prospecting to smaller, very specific microsegments of contacts, your message will feel much more interesting and relevant
This is NOT me telling you not to cold call. But it can take as many of 9 attempts to reach a new prospect. Reach out in different ways for those 9 touches: mix in email, drop-by visits, LinkedIn engagement and event invitations to grab attention and get them interested!
The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client retention an growth. The challenge is compounded by business owners’ expectations for the hunter role. Because it’s new
Account managers should be on the lookout for revenue uplift opportunities and ways to expand your company’s footprint with each client. Rather than tactlessly soliciting your clients, a good account manager knows where the client needs additional help and simply offers it.
Your lead generation activities are only one step toward adding sales-qualified leads to the pipeline. Your sales reps also should be prospecting top-tier companies, staying visible in your community and keeping their sales skills sharp enough to run with every opportunity that pops up – whether it’s from the prospecting or the lead
Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. You’ll improve their campaign follow-up, change how they’re selling on a daily basis, align your messaging with theirs and convert more leads.
It’s only after you hear “no” that you can begin to improve your sales process and sales skills. Follow up on all proposals until you find out what the situation is. Even older proposals. After all, the company may not have resolved those needs, and you need to know why