Ah, prospecting. It’s not everyone’s favorite daily activity, but it’s arguably the most important step when it comes to generating sales. Creating a substantial list of qualified leads (and by qualified we mean they have purchasing power) is crucial in building your business, but it’s not always easy. We’ve formulated a plan to help you prospect more effectively:
1. Consistency is KEY
- If you want to prospect more effectively, the first step is making it a consistent habit in your daily routine. Blocking out a time on your calendar to prospect every single day will lead to more sales wins. Make sure to tune out all distractions so that you can focus on finding the most promising leads.
- Creating scripts for emails and phone calls is another great way to stay consistent and save time when it comes to prospecting. Scripts should be clear and concise, with a few different versions varying from professional to casual – depending on the customer. Taking a few minutes to personalize each message will help you avoid sounding too scripted.
2. Don’t Reinvent the Wheel
- Take a deep dive into your existing accounts and make sure they’re up to date with the most recent contacts. Reaching out to these accounts and offering assistance helps you be top of mind with customers and can lead to potential sales opportunities.
3. Brainstorm: Who else is buying (or should be buying) promotional products?
- What types of past projects have you worked on with your existing accounts? What industries or events were the products used for? Use this information to brainstorm similar potential clients to consider for your prospecting efforts.
- Use our Essential Business Cheat Sheet to help get the most out of your brainstorming session.
4. Use a promotional item as a self-promotion
- There are plenty of ways to prospect, but nothing shows the power of a promotional item like using one to promote your own business. Let people know you’re #ReboundReady™ by sending them an item with your logo on it. This builds trust with potential customers that you believe in what you are selling!
5. Utilize all of your options
- Between technology and traditional marketing, there are tons of ways to get your business in front of potential customers. Be sure to utilize technology in order to maximize your reach. From social media advertising to email marketing; having an online presence positions you as a thought leader and promo expert. If you’re have trouble coming up with content, we’ve got you covered! (see #6)
- Check out our iCatalog tool! It makes it simple to add your logo and contact information to flyers or catalogs and send it directly to your prospects and customers.
6. We’re here for you, and so is our content!
7. Follow up, follow up, follow up
- Snail mail is still a great way to subtly reach out to existing and new clients. In lieu of in-person meetings, send a message of appreciation or reminder post card. You can even send a promotional item that folds flat for memorable – but still affordable – direct mail.
- Create a casual follow up outline for your emails and phone calls. It’s a great way to make sure you stay on task when you are talking with potential customers. When you don’t have to search for what to say next you can focus on building the relationship and closing the sale.