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18 No-Brainer Ways to Connect with More Prospects More Easily

Posted by www.psmbrokerage.com Admin on Tue, Oct 02, 2018 @ 10:45 AM

18 No-Brainer Ways to Connect with More Prospects More Easily

Looking for a few easy, virtually-free ways to immediately connect with more prospects? I’m willing to bet you just said, "That’s a no-brainer."

Below, are 18 methods for reaching prospects. Some of them take seconds to deploy, and all of them will save you time throughout your workday. To help prioritize first steps, they are in sequential order -- starting with those that offer value the fastest and ending with those that require more time.

However, don’t stop after the first few. They provide the groundwork for the tips at the bottom -- which are well worth the extra effort.

Here is a link to the Hubspot article with all the details. Hope this helps in your prospecting and follow-up efforts.

Additional Updates:

Tags: following up after the sale, prospecting

The Do's and Don'ts of Following Up

Posted by www.psmbrokerage.com Admin on Thu, Jun 25, 2015 @ 11:37 AM

blog pic Following up is a key part of any sales job. It's extremely rare that a rep will connect with their prospect on their first attempt, and so they must try again. And again.

But just because this is common sense doesn't mean it's common practice. According to research from InsideSales.com, the median sales outreach persistency rate for inbound leads is a measly one attempt. So much for following up.

Maybe sales reps don't follow up as much as they should simply because they don't see the value. But consider that even if a lead isn't a good fit for your product or service, that contact could still provide a referral to someone who is. For this reason, it's critical to follow up with each and every single person you meet at an event.

The infographic below from CassiusBlue Consulting lists the do's and don'ts of following up after a networking event. While some tips might be akin to reflex -- for instance, connecting on LinkedIn, and personalizing your message -- others are less obvious. Did you know that adding a contact's email address to your marketing list without permission violates the CAN-SPAM act? And forgetting to set a goal for your outreach (an all too common mistake) can result in a squandered opportunity for a referral or meeting.

If you only take one thing away from this graphic, make it this: Following up is central to sales. Just 2% of all sales are made on the first attempt. If you don't persist, you're bound to leave money on the table.


Source: blog.hubspot.com

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Tags: sales follow-up, following up after the sale, Sales Tips

The Subtle Art of the Sales Follow-Up

Posted by Jeremy Davis on Fri, Aug 01, 2014 @ 09:01 AM

blog pic

Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or months to secure a piece of business Then the real work begins: delivering on your promises. You can be awesome in sales, and you can be a great closer, but it is far more difficult to get repeat business and referrals if you don’t excel in the art of follow-up.

Five Critical Elements of Follow-Up

    • Be a finisher; take steps to ensure that the installation of your solution is completed successfully, down to the last detail. For some reason, average salespeople tend to slack off once the order is received, while great salespeople actually redouble their efforts. It is critical to ensure that your customers get exactly what they agreed to, and that you deliver on everything you promised. Make sure things happen exactly how and when you said they would! The pay-off is enormous when customers observe that you are someone who takes care of business, which, frankly, many salespeople don’t do.
    • Don’t run and hide; make sure you are accessible during delivery and implementation. Future sales are often sacrificed because the delivery of a product/service is rife with minor issues (including poor communication) that erode the trust you have worked so hard to develop. This can largely be avoided by overseeing the process and being proactive in communicating with the customer. After a sale is made, poor salespeople take longer to return calls, answer questions, and deal with issues, which – from the customers’ perspective – is tantamount to saying, “All I really care about is my commission.” Never fail to be visible and to communicate proactively.
    • Stand up and be counted; take ownership of any problems that arise. Once a sale is made, salespeople can easily be intimidated by customer complaints. No one likes confrontation or conflict, but when issues surface, great salespeople see an opportunity to validate the customer’s decision to buy from them rather than a competitor. Poor salespeople, however, pass the blame to others – the shipping department or accounting, for example – and fail to take responsibility for solving the problem. The result is a significant loss of credibility in the eyes of the customer. Remember, to the customer, YOU are the company. If you fail to take responsibility, handle the problem, and ensure the customer is satisfied, you substantially jeopardize future opportunities.
    • Be grateful; never, EVER forget the two most important words you know: “Thank you.” Gratitude is an extremely powerful emotion – for both the giver and the receiver. Tell customers you appreciate them. Thank them for the opportunity to contribute to their successes. There is absolutely no downside, and there is considerable upside. They feel good. You feel good. The relationship is strengthened. Since it requires very little effort, and costs absolutely nothing, it is simply inexcusable to fail to thank a customer for doing business with you.
    • Become invaluable; begin the personal marketing process. Great salespeople sell much more than a product or service; they sell themselves. To do that, they look for ways to benefit the customer beyond the products or services they provide. They create connections and deliver resources that provide additional value to the customer. This process is called “personal marketing” – the practice of reinforcing your personal brand and elevating your value to the customer. Connect your customers to other key contacts in your network. Seek out information that customers find useful and then deliver it. As opportunities arise introduce new ideas, and new product or service applications, into your customer’s business. Having done well in the first four elements of follow-up, becoming a resource to your customer is the icing on the cake.

Source: asalesguy.com

Additional Updates:

Tags: sales follow-up, closing sales, following up after the sale, Medicare Supplement

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