In Prospecting System

Donald Kelly, Sales from the Street, Cadence, ProspectingStill struggling with how you can get your customers to respond to your email? Are you the business card hoarder at events?

You’re probably getting as many cards as you can. And these could be leads you’ve collected for over a year from those events and you’re just letting them sit there on your desk for the dust to consume them. There’s nothing wrong with collecting cards. In fact, it’s an awesome thing to do. But without any follow up, your effort only goes to waste.

It’s time to take action.

On the other hand, what also used to happen in the past after we’ve collected business cards is that we’d blast a client with a phone call then try to get them to buy our product and service. And we just put everything out there. Well, this doesn’t work anymore.

The Power of Cadence

Having cadence means creating a process for your organization. For example:

  • Day 1 is for sending emails.
  • Day 2 is for connecting with the prospect on LinkedIn. Either you connect with the prospect yourself or you can have a sales development rep initially connect with that person. Within days, you’re able to connect with the client on LinkedIn.
  • Next, utilize other social media platforms. Engage with the individual on Twitter for instance by sending a tweet.
  • Your goal here is not to sell but to grab the prospect’s attention. Once, you’re able to do this, you can follow up on those leads.

Grab their attention.

Make your emails short and simple. Only include one point or one idea and then one question. Try to make it just like a text message. Make it simple and straight to the point.

Set an appointment.

Just create the business discussion. Figure out their unconsidered need, which is something they need that they haven’t realized yet.

Episode Resources:

Listen to TSE Episode 642: This Is How You Get People to Respond to Your Emails

The Experience Economy by B. Joseph Pine II and James H. Gilmore

Join the  TSE Hustler’s League.

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