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Discover the data, tactics and trends shaping successful prospecting in 2023 - based on 49.5 million emails.
Posted on: September 4, 2019
Reading Time: 6 minutes
Category: Prospecting
Hey, we’re not ones to beat about the bush. If you haven’t realised the results that a Sopro lead generation campaign can deliver, it’s high time you did.
Here’s why you’d be insane not to – and some other insanely actionable prospecting tips to keep that pipeline pumping sales.
When we started Sopro back in 2015 our goal was simple:
We knew there was a better way – and we knew we could make it work cost-effectively and at scale.
We now deliver:
We think you’d be insane not to give us a go – but we do recognise that there are other insanely actionable ways to prospect.
So, here are some of our faves.
Leads from referral marketing typically convert much better – so, don’t be shy, leverage those contacts and charm that network.
Referrals are a two-way street, so make sure you refer people you know at meetings – it looks really helpful to the client. (And the hidden benefit is that those you refer will most likely reciprocate – or suffer bad karma for a few months.)
At the close of every meeting always ask ‘do you know anyone else who would benefit from my offering?’ Similarly, when responding to polite rejections by email from a prospect don’t miss the chance to ask if there is anyone else they know that you may be able to help?
There can be a tendency to go for quantity over quality when researching prospects. It’s a suicidal tendency that’s almost guaranteed to kill off your sales team’s chance of success.
Sure, they’ll be busy – but so is a fly banging its head repeatedly against that same window pane.
What they need to be is productive.
Try to go beyond the size and revenue of companies when developing a pursuit strategy. Instead consider things like their attitudes and culture.
The closer fit to your offering each prospect is the greater their conversion rate will be.
And the window for successful sales will be open.
LinkedIn InMail can be incredibly effective as a prospecting tool – if it’s done right.
By offering valuable information instead of pitch after pitch for your business, you invite responses, warm up potential prospects, give yourself a reason to open discussions and come to be seen as a trustworthy source.
Better still, get your marketing team to ghostwrite these for you and focus on the results rather than the research.
Happy days!
Blogging, Twitter, LinkedIn, email, telephone, Skype video calls and even good, old-fashioned snail mail.
They all have their place – but nothing can beat the power of face-to-face.
If you can put in a visit, do so. It helps develop rapport and shows you’re willing to go the extra mile (or maybe even 2-300 miles!).
After all, prospects buy products and services they like. But they tend to choose the ones offered by people they like.
ET knew a thing or two about prospecting – he certainly managed to sell a few Speak & Spell units as TI spokesperson, Randy Robinett, confirmed:
‘We expect to do five times the volume of our normal modules. No question we’ll make money: we’re getting a real jolt from this movie.’
But the main thing that ET knew about prospecting was how you can hotwire them simply by being good.
Whenever you have a chance be helpful: freely and generously share information, referrals, templates and proven processes.
And then wait for the incoming sales calls to phone home.
Events offer great networking opportunities.
But, let’s be honest, how many of those business cards end up in the recycling? And how often do you consider follow-up calls as cold calls (or, at best, tepid calls)?
Now imagine you book yourself a speaker slot.
How many prospectors blog, email, cold call, content market and/or connect on LinkedIn?
Unfortunately, I haven’t got the exact data at my fingertips – but the answer is a lot.
Now, imagine you’re targeting a senior exec.
How many handwritten notes on hand-addressed envelopes do they receive?
Not many – and actually stick a real stamp on it rather than use the franking machine and you are going to both stand out and make a statement.
Keep your message brief and to the point – and watch that fountain pen work its magic.
From the fountain pen to the high-tech approach of Sopro – how will you be prospecting?
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