Prospecting 101
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This document provides prospecting tips for salespeople, advising them to plan their prospecting activities by determining their goals and identifying target contacts. It recommends calling contacts at different times of the day to avoid busy periods, keeping track of who is engaging with communications, and using multiple touchpoints like calling, emailing, and connecting on LinkedIn while sending relevant content. The tips also stress the importance of following up with contacts repeatedly without being annoying, as most sales require several follow-ups to succeed.
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Prospecting 101
The document provides tips for prospecting, including making a plan to determine what you want to achieve and who you will call. It advises to consider the relationship with prospects and your value proposition. Tips include calling at different times of day to reach different levels of employees, keeping track of engagement in sales systems, and using multiple touchpoints like calling, emailing, and connecting on LinkedIn while sending relevant content. It also emphasizes the importance of follow up, with statistics showing most sales require five follow ups.
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Prospecting 101
- 3. AgendaAlways make a plan! o What are you looking to achieve? o It is just information or is it an opportunity. o Who are you calling? o What's the relationship, Who are they, Department links. o What’s your Value? o Will they even listen to what your saying.
- 4. Agenda
- 5. AgendaPick up the phone.. o But don’t just call for the sake of it – Value. o Call at different times of the day. o Everyone is in a meeting @10am. o Lower levels employees tell you all the information. o Keep track of who is opening your emails and call them first. (Hubspot) o Keep on top of your lists to target/Salesforce.
- 6. Agenda
- 7. AgendaTouchpoints o Ask for referrals. o Never just call - Call, Email, Call, Email, LinkedIn. o Send relevant content. o LinkedIn @ Director level for the win. o Don’t give up but don’t be annoying.
- 9. Pick up the phone.. Always followup. - 44% of salespeople give up after one follow-up. - 80% of sales require five follow-ups. Link to some more amazing Stats!