Selling Through The Clutter…How Do I Get To The Prospect?

0
Dealer Solutions Magazine powered by Imperial Press Direct

Today the world is cluttered with many different outlets to get our information. We have the nostalgic media of TV, Radio, Newspaper, Magazines, etc. Included with that is the modern media outlets including email, Twitter, Facebook, Google +, Pinterest, LinkedIn…. STOP! How many more sources of information can we handle? So how do we as professional sales people decipher the different outlets to get the prospects attention? What is the magic formula to get the meeting with your prospective client? Do you send him/her an email request? Do you message them on Facebook? Do you tweet them, yes I know that will work right? What is your response to an uninvited connection request? Are you quick to hit the accept or reply button? Does the thought race through your mind “I can’t wait to meet this person?”

If your prospects are like the majority of the world, and I can assure you they probably are, their initial response to you will be something like, “Who is this weirdo?” So if that is the case how do we successfully connect with our prospects? Do we just give up because the world has changed? How many people believe that while technology is an incredibly productive tool, too many sales people hide behind it as a crutch because the timeless power of FEAR (false expectations appearing real) has reared its ugly head? Yes, we can utilize the technology tools of today to be more productive, follow up with clients, prospect current clients’ friends, and research the prospect more effectively before the initial face to face!

But let me share with you the most effective prospecting tool in the modern era…FIGURE OUT A WAY TO GET IN FRONT OF THEM THE VERY FIRST TIME. A revolutionary concept isn’t it? Now, the skeptics are all saying “wait a minute Brett, that may work in your field but mine is a professional field. We don’t show up anywhere uninvited!” I am not saying you have to ring the doorbell like traveling vacuum salesperson, throwing dirt on the floor so they have to watch your product in action. I am talking about the timeless value of face to face connection, which can be achieved using the following tactics:

1. Find out their social patterns, then be there for an introduction.

2. Use technology to find someone who is connected that can set the face to face meeting.

3. Send them correspondence through traditional mail. The volume of mail is down so it’s easier to connect today

4. Attend a club or civic organization where they are connected.

5. Use an existing customer for an introduction.

6. Finally, my personal favorite is to just show up asking for a few minutes. Not many people do this anymore. It will surprise you  how well it works.

Technology is a great addition to the sales profession as it allows us to cover more ground, increase production, and follow up instantaneously. However, please don’t let it be a crutch. We can learn to leverage technology, while maintaining a simple, personal approach for handling our prospects. If we do that, we will surely convert them to long term customers.

What are some of your suggestions for modern day prospecting?