If calls aren’t working, your LinkedIn invitation wasn’t accepted, and your tried-and-true prospecting is greeted with silence, it’s time to get creative and try some old-school strategies. Drop in for an in-person meet and greet, send a handwritten note or send something lumpy. It takes 9+ attempts to gain access.
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
This year I’ve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners call to share that their reps don’t believe cold calling is working. They’ve decided to stop calling
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
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
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
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
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.
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.
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