Effective Prospecting Campaigns

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How many of you make a purchase from a cold call?
How many of you enjoy cold calling and are really good at it?
Not to say that it doesn’t work because it can if it is done as part of a campaign.

Effective prospecting campaigns have to be more than picking up the phone and trying to reach the person on the list. If they are not well planned, it becomes a pure numbers game. The more numbers dialed, the more likely you are to find someone who will buy.

Personally, I don’t want to make 100 calls to get 10 live answers to find 1 person I can have a conversation with. I want to make 10 high-quality contacts, have great conversations with them, and get 5 or more sales.

“A prospecting campaign is very similar to a resume, in ukraine telegram data that a good resume gets you an interview (not the job) with someone that can hire you. A good prospecting campaign gets you an appointment with someone who can buy from you.”

I have been very successful using the method below for my company, as have my clients. To be successful, the sales managers need to teach their salespeople to execute this process as well as monitor, encourage and reward the behaviors necessary for the process to work. For more effective prospecting campaigns, follow these steps:

Step 1:
Identify 10 – 15 companies at a time as your targets. These should be companies you feel would be “ideal” for customers.

Step 2:
Research the companies. Google. Check the website, social media, annual report, recent articles, and trade journals. Call a salesperson and ask for their marketing materials. Ask a few questions. You are looking for information to confirm that the company or division is a good target.

Step 3:
Find the names of 3 – 5 people in the organization who are most likely to be interested in your solution and at a level that they can make a decision. Google. Find them on social media. See if they are on the team page of the website.

Get their addresses and phone numbers. Call the main number at the corporate office and ask for them. All they can say is “no” and be prepared to be transferred to the person you ask for.

LinkedIn is a great place to find names and emails as well as learn about your prospects.

Step 4:
Plan a multi-touch campaign. Determine where you are in the sales process before starting so that you can plan your campaign appropriately. Are you prospecting a current client? Were they a past client? Are they on a list from a trade show, so you know they have some interest?