It’s important to keep your pipeline busy to keep leads flowing and sales soaring. As a result, looking for prospects or prospecting is an important activity that sales and marketing personnel should always be doing. In most cases, the marketing department is usually tasked with bringing in leads but this does not mean to say that sales can just drop the ball. Even though inbound marketing and marketing automation has done wonders in bringing in leads for the business, sales personnel still have to rely on the traditional way of bringing in business.
Here are some of the best prospecting tips to help inspire you today.
If you want to be good at prospecting, you have to set aside time everyday to do it. if you’re one of those people who go to the gym regularly, think of prospecting as going to the gym. However, instead of building muscles, you’re building relationships and bringing in leads. Unless it rains prospects, your calendar won’t start filling itself. Set aside at least 1 hour a day to prospect. Pick up your phone and start making those phone calls. Prospecting is not the most fun activities but being consistent will yield good results.
Focus On Your Target Market
As they say, it’s a big ocean out there. It is composed of different people, industries and companies. So where should you start?
Before diving into the ocean, take time to find out who your ideal customer is. Do some research. Who are your 5 best customers? Who are your 5 worst customers? Who are the most profitable? Who are the least profitable? Create profiles for each group of customers. Just because these people are in your data base does not mean to say that they fit your ideal customer profile.
Once you know who your ideal customer is, it will be easier to start prospecting. Once you know who to focus on, it can help you land leads and secure sales more efficiently.
Use Every Method Possible
Prospecting is about building relationships. But that’s not what prospecting is for. Prospecting is about getting results from cultivating those relationships and there are many ways to do this. You can do cold calling, email marketing, networking, tradeshows, direct email, social networking, referral and many more.
Make a list of all the methods that you should and will use. For every method you use, plan which customers you will use the method on and the expected results. For example, you plan to attend 1 trade show per month and promise to get at least 2 prospects per event. Measure the results of each type of method and focus on the method that generates the best rate of return.
Be The Best At Cold Calling
Cold calling is still the best way to schedule appointments and open relationships. There are many ways to become a great cold caller but that’s for another blog. Find ways to do it and make sure that this is in your prospecting arsenal.
Even if you’re the best in cold calling or use the best prospecting methods consistently, you’re still going to a No, and you’re going to hear it a lot. But relationships including those in business are built over time. A consistent and unrelenting pursuit of your clients should be a long term plan for success and not an overnight sales fix.
This means that your clients need to hear from you consistently, like the sun rising every morning. Some of the best business relationships will take a long time to win and consistently nurturing this relationship will open opportunities over time. Being consistent and nurturing means that you are not going to disappear like some of your peers. It means that you really want to work with them. It means that you are determined and you can execute. This is one of the characteristics businessmen look for in salespeople.
Build Your Social Media Presence
In case you were living in a rock these last few years, social media is where everybody is at. 91% of adults are on social media. 80% of internet users visit social networking sites and blogs. 57% of marketers acquire customers through social media. Companies that blog have 44% more customers. 61% of global internet users use the web to research products before purchasing.
This means that social media is where you need to be. Boost your Facebook, Twitter, Pinterest or Instagram presence. Hire bloggers to talk about your products or service and writers for press releases. Remember that social media should be another tool in your arsenal and should not replace any of your other prospecting activities.
These are just some of the best examples on how you can be better at prospecting. It doesn’t have to be difficult or uncomfortable especially if you cultivate relationships and have a routine to help you get on track every day. No matter what tool you use for prospecting, always remember that salespeople open relationships and good prospectors can bring in good leads.
OpenStudio – Business Management All-In-One
We all need a service that makes business easier, right? Managing your team, your finances, your documents, and your customers can be an arduous juggle. There are a few services out there that help businesses manage all of this. But have you heard of OpenStudio? No? Well, allow us to make a proper introduction.
OpenStudio helps you centralize all the applications and services you may need in order to run a business.
Some of the top features offered by OpenStudio are necessary in order to run a business but haven’t necessarily been rolled into one package. Things like IT Protocol/Document Management create a shared workspace to save your important documents for future consultation.
Or perhaps you may find the Permissions and Authorization Management feature useful. You can decide which permissions and applications every member can access.
OpenStudio offers the following services:
- Content Management
- Task Management
- Document Management
- File Sharing
There are other similar services, but none of them are as neatly packaged and formatted as OpenStudio. Running a business doesn’t have to be complicated. All you need should be at your fingertips. A custom environment to manage your team, your finance, your documents, and your customers? Sign us up.
Meet The World With Memrise
All over the world, around 60-75% of people speak at least one language. People who speak more than one language report improved memory, problem-solving, critical-thinking skills, enhanced concentration, and more. So, if you speak more than one language, you essentially have an improved brain. If you want to join this crowd, Memrise may be the most effective option out there.
“One of the things that had kind of caught my attention was that psychology around how we learn languages.”
Ben Whatley, Co-Founder and CPO of Memrise, learned French the way most of us learn a second language. We’re given the rules of the language, the grammar, how to speak properly. But there’s a flaw in that approach.
“I would go to France and I couldn’t speak a word. I wanted to understand why that was.
“That was a light bulb moment.”
The way we’re taught language is from the left brain perspective as opposed to the right. The left brain involves analytics, reading, and writing. The right brain involves creativity. If you need a metaphor to help you out, the left brain is the uptight, brilliant nerd and the right brain is the hippie-dippie artist.
Whenever you’re learning a language, you may often hear that the best way to learn is to immerse yourself in it. If you’re learning Spanish, spend a month in Mexico City. If you’re learning Japanese, take a trip to Tokyo. And so on. The grammatical approach to learning language has its value, but it’s the colloquial experience that truly helps imprint
Whatley and fellow Oxford classmate, Ed Cooke, founded Memrise in 2010. Cooke, a Grand Master of Memory, had combined his skills with Whatley’s observations and ideas. They conceived of a new method of language learning. One more in line with immersion than grammar.
“We’ve been gradually and daringly evolving the product to bring more and more of the richness of real-world content into the course of our ongoing experience.”
“In 2016, we did a tour around Europe on a double-decker bus to collect a video dictionary of all the European languages.
“Tens of thousands of short videos of native speakers [speaking] in context.”
While other language learning apps like Duolingo or Babbel have computerized voices, Memrise has actual recorded voices.
“That kind of got baked into our core algorithm – namely naturalistic accents, idioms, phrases as they’re spoken in the real world, not sort of in the kind of academic sense, but a kind of multi-dimensional learning.” – Cooke
“Most everyone really wants when they’re learning a language is they’re learning it to connect with other people, to be able to read what other people mean and to be able to express themselves to other people.” – Whatley
Speaking Spanish to your teacher versus speaking to a coworker is notably different. Your teacher will have you say “poco” to mean “little” when your coworker will make fun of you for sounding too proper. Memrise would teach you that “poquito” is the casual way to say “little.”
Memrise is disrupting the academic dominance of language learning by focusing more on practice than technique. How many native English speakers do you know that speak perfectly grammatical English?
Let’s take “you all.” In the south, you’ll here “ya’ll.” But in Pittsburgh, you’ll hear “yinz.” Do you think ESL teachers are noting things like that? Probably not. Memrise, however, does focus on this more casual ways of speaking because they have a stronger understanding of how the human brain functions and how we communicate with one another.
One interesting feature you’ll find with Memrise but not any other language learning app are Zoom conversations. These are free rooms where you can hop in and speak, say, Spanish with other people. Instead of traveling to Mexico City to immerse yourself in the Spanish language, you can log into Zoom and speak it with other speakers.
“It’s live person to person – it’s not a lesson. It is just about trying to use whatever language skills you’ve got in your in your bag. Just try and get it out there and use it, because that’s what happens when you are actually in a country.” – Whatley
“The aspiration is to make it as fun as being in the country.” – Cooke
It’s never too late to learn a language. The pleasure of learning and speaking a new language is immeasurably rewarding. As Memrise says on their site, “learn and language and meet the word.”
Archbee Is Here To Centralize Your Company Data
If you could describe Archbee in two words they would be: “documentation specialist.”
Founded in 2018 with $1 million in funding. Archbee is a knowledge base platform for technical teams to create, structure, and share documentation internally and to customers.
The software provides a set of customized tools for software developers. This enables everyone in the business to organize key information and intelligence in a single hub. That’s a benefit of colleagues and customers, both present and future.
In an interview with Forbes, founder and CEO of Archbee, Dragos Bulugean stated:
“We are talking about the knowledge that makes your business what it is. Archbee is meant to be the one-stop-shop for the documentation needs of software companies.”
“Businesses are in a rush to create products, launch them faster, and be the first to market. An important part of creating a product is its catalog or index – in essence, the ‘how to’ guide.’”
“It is this often neglected task that Archbee is making it easier to create. It is not just a product manul but a central knowledge base and the true front of knowledge which is making an impact on commercial metrics – helping improve onboarding time for customers, reducing the number of support tickets and, importantly, making the products understood by users.”
“We’re focused on helping any company that builds software to create collaborative spaces which are accessible to all and easy to use.”
This long-awaited platform offers editing, document collaboration, Slack integration, file storage, and other related services. These features, in turn, enable engineers to disseminate real-time information about planning on their construction team.
When you have a software as innovative as Archbee, it frees time up for developers and engineers. That way they’re able to spend more time in “deep-work” mode and solve more challenging problems that require full attention.
In short, with Archbee, you can centralize all of your information in one place.