It takes minutes of your time, but leaves a lasting impression on the recipient. It also demonstrates that you’re mindful of others and on top of your game. A handwritten thank you note makes everyone feel good.
TIP #7 is the most important: To practice CANI! It’s an acronym for Constant and Never-Ending Improvement.
Work On Your SELF Harder than You Work on Your Job
The Japanese word for this exercise is kaizen; it’s called Six Sigma at successful companies like GE; and in life, it’s simply modeling the best at your craft, achieving small goals each day, and measuring your progress along the way.
If you plan to bolster your sales career, and you’ve decided that THIS is your profession, then you must aspire to master it.
Awaken the student within you. Absorb as much information as you can. You have the same amount of time each day as the greatest minds — take advantage of it.
What Were the Last Five Books You Read? The Last Two?
Were they books about sales, sales management, business processes, or personal development? Attitude, creativity, execution, and all that encompasses sales?
When You’re Not Training, Your Competitors Are
And when you ARE training, your competitors are. Build your sweat equity, so that you can differentiate yourself. Commit to CANI! — to Constant and Never-Ending Improvement.
Record a podcast and have your best customer join you on an episode
Tweet (and retweet) powerful articles, videos, or status updates
Jamie Shanks and Steve Richard, shown below, demonstrate these examples well. Google them and you’ll see.
TIP #6 is to make rapid-fire calls. If your organization manages a large volume of inbound leads, you no longer need to manually dial them all. Technologies offered by ConnectAndSell, ConnectLeader, InsideSales.com, and others manage the dialing for you.
There’s a scene in the film The Pursuit of Happynesswhere homeless stockbroker, Chris Gardner (played by Will Smith) finds a way to get through large lists of phone numbers — he never hangs up the phone!
He also calls CEOs and gets right through the gatekeeper. Watch…
The days of crossing out names on a call list are over. Check out one of the aforementioned solutions. Note that you still need to research before calling. You should also sort by title, industry, event, etc. which drives a consistent talk track.
Part 3 will follow, but no need to wait. Nothing should stop you from applying these tips today.
The term “cold calling” is real. It exists. It’s completely preventable, though. If you are looking to engage prospects for your business, connect with valuable, relevant reasons. Applying these 7 tactics to your prospecting efforts can help. When done right, and done consistently, you will eliminate the term “cold calling” from your vocabulary.
TIP #1is to automate your outreach. Mail programs likeMicrosoft OutlookandBoomerangallow users to send messages whenever they’d like. If you’re a user ofHotmailorYahoo!check out LetterMeLater.For example, you’re going through your inbox at 2:37am and want to respond to your prospect’s message. When they awake later that morning, your message will get deleted with the spam (89% of their messages) that also arrived in the wee hours.
Instead, your message could arrive at 7am, or on a weekend afternoon, when they’ll likely READ the email.
If they, instead, used an intelligence offering likeInsideView, key insights would get pushed to them via email orright within their CRM. And the email would contain the essentials: leadership changes, new product offerings, earnings, expanding operations, etc. Try out InsideView’sfree offeringhere.
Parts 2 & 3 of this article will follow. In the meantime, work smart by putting these three tips into practice.