Prospect with awareness
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This document provides guidance on generating brand awareness before prospecting contacts. It recommends sending a white paper and three follow up emails over two weeks to build awareness. The first email sends the white paper and offers more information. The second email follows up and recommends a video testimony. The third email introduces a new solution and offers a demo. Conducting these awareness building activities before making phone calls will help contacts be more receptive and make the sales process smoother.
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Prospect with awareness
- 1. page 1 / 2 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…)
- 2. page 2 / 2 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 …/…