To increase word-of-mouth, become Legendary. That’s a bold word indeed! What we mean by legendary is to become the “stuff that tales are made from.”
In B2B marketing today, generating that “First Conversion” is often regarded as the biggest challenge. But once we’ve achieved that first engagement (but before a final close), it’s not unusual to let our preoccupation with finding new prospects take our eyes off those we’ve already placed in our sales funnel. Here is where marketing automation—with the right balance of the human touch—can really make a difference.
The more I learn about the challenges people face when it comes to prospecting, the more I am convinced that it is so much like exercise. Consider these similarities and decide for yourself!
You don’t determine your value; your clients do. Every client (and prospect) values something different—although they will likely have much in common as well.
When prospecting for sales, reaching out to someone is often the easy part. Whenever and however you make your initial contact (whether it’s through LinkedIn or even by a pre-approach letter), there is the next step: the follow up. This requires mastering the art of “gentle persistence.”
There IS a silver bullet to life’s most perplexing problems, and to life’s most compelling goals. And it has been under our noses the whole time.
We all have to prospect, and for some of us, it’s an activity we tend to put off. What we often fail to understand is the COST of doing so. How much are you paying, right now, NOT to prospect?
“Pick a Niche and Serve it Better than Anyone Else.” This was the advice that was given to me by a veteran insurance producer nearly 20 years ago. The reality is, if EVERYONE is a prospect, then NO ONE is.