Top 3: Prospecting Tips

Hey Folks.


Top 3 Prospecting Tips:


  • Prospect at Night

Most people aren’t doing this - gives you a leg up and chance to get a quicker response.


  • Personalize

Critical to know your audience, what they care about, what the business cares about, etc. Personalizing is not playing their LI profile back to them or saying their school motto or where they are from.


  • Be Human

This goes for everything, but in prospecting… remember the other folks you are trying to get a meeting from are human… they have life issues, stresses, changes in their business, numbers to hit, etc.


Have a normal conversation before selling. Some of the best prospecting takes weeks > months to build engagement, rapport, and meetings.


Smile = a meeting.


What are yours??


🔎 Prospecting
💌 Cold Emailing
📞 Cold Calling
8
SaaSguy
Tycoon
3
Account Executive
I think calling outside of business hours is a good way to get an answer but also piss off some people. I think this would be industry dependent, though.
Rallier
Politicker
2
SDR Manager and Consultant
Exactly. I can see sending LinkedIn messages and emails, but definitely not calling
Machine
Politicker
0
Enterprise AE
I 100% agree with you on calling, I would not afterhours. My focus would be primarily on LinkedIn and Email. 

I find many execs are online afterhours and it’s a good way to catch them via LI messenger.

I also like sending my emails at night for the same reason - or to be atop their inboxes in the morning. 
paddy
WR Officer
3
Director of Business Development
Look up case studies from competitors...often times they have quotes in there from people you want to prospect.
Machine
Politicker
0
Enterprise AE
Great call out @paddy
Chep
WR Officer
2
Bitcoin Adoption Specialist
Googling your prospects if you're looking for some all-star relevance has helped me in the past
Machine
Politicker
1
Enterprise AE
Absolutely! Good call out.

FB, Twitter, LinkedIn, Google search all great mediums to uncover what you’re prospect cares about. 

Use the info wisely….

”Hook ‘Em Horns!” doesn’t work as well as..

”I noticed an article you wrote/tweeted about an article related to XYZ. It’s interesting that Marketers acknowledge that XYZ is important but have not made many changes. What are you doing….” 
Chep
WR Officer
0
Bitcoin Adoption Specialist
Agreed that the Article is the best move, but if you can't find one I have had success getting Prospects to take a call because I mentioned their undergrad and something unique about their school.
JuicyKlay
Celebrated Contributor
2
AM
Set up Google alerts up for industry buzzwords/topics and top prospect company names. You can get a daily email of the top news articles and use that for your outreach. 
Machine
Politicker
1
Enterprise AE
Great tip! Always helpful to have data and insight on industry’s latest 
Machine
Politicker
1
Enterprise AE
I’ll add… review sites can be a fantastic source for identifying pain or talking points for your emails 
6

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11
6

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19

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