A very short note on the use of brand recognition during the sales prospection process

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Prospect with awareness
Brand awareness is a key of success for any prospection action (cold calling /
emailing). It generates a positive “halo” which will help your contact to accept the
interaction. It will also make your sales & marketing life much more easier…
How to ensure awareness before you start connecting people? Below is a basic
reminder for sales people.
Start your prospection by creating awareness for your company and
yourself. For instance send a white paper and three emails to each
contact before the first call. Above is an example of such a campaign:
1 > D-15 : send a letter and a paper copy of a White Paper
2 > D-14 : 1st email + access to a PDF version of the White Paper
Subject : Personal recommendation
Dear M. X,
Yesterday, I sent you a white paper about sales efficiency which could be of
interest for you. You can also download it here : … Feel free to contact me
for more information on this important topic.
3note
Mass action
Individual action
Make sure your targets are also targeted by
the marketing actions (exhibition,
advertisement, digital media…)
Make sure your contacts are:
1/ in the CRM,
2/ qualified and updated,
3/ worked by the marketing actions
(emailings, newsletters, events…)

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3 > D-8 : 2nd email
Subject : A leader in your business
Dear M. X,
I hope you had time to read the white paper I sent your last week.
Additionnaly, I may recommend the view of the video testimony of
Geoconcept. It shows how a Company can benefit from the value of Field
Services solution for sales operations and how easy the implementation could
be. I can showcase a 15 mn demo of the solution we have. Are you available
these days?
4 > D : Phoning 1
5 > D-4 : 3rd email
Subject : Improve your sales efficiency
Dear M.X,
Following the white paper and video testimony I sent you, I’d like to
introduce you to our new solution “GeoTime”. It can increase the effective
time spent with customers by 25% and decrease the cost of idle time and bad
sales organization. Which afternoon can I call you next week to briefly show
you how it works?
6 > D : Phoning 2 …
didier Robert
https://www.linkedin.com/in/didierrobert
…/…