Getting high response rates to your cold call, email campaign, event or voicemail is not a big mystery. Craft your message around one specific issue that is likely driving your prospects to consider making a change. That’s a trigger event and it will get your foot in the door because
Prospects don’t fall into your lap the minute you email them. Your lead generation email campaigns offer a way to engage prospects, score them as a lead and focus your calling efforts on the ones that bubble to the top. Calling is critical after your email campaigns. Don’t discount it.
Referrals are one of the best – and easiest – ways to find new opportunities, but they’re often overlooked. “I don’t want to seem like I’m begging,” moan some sales reps. “Customers never have anybody to refer,” complain other sales reps. What do business owners share? Their primary new business
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
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