You have created your lists and taken an inventory of your engagement tools. You have also defined an engagement strategy. All that is left now is to monitor the updates from your chosen target accounts and then to engage with them where appropriate. Let’s get started! Monitor daily With your news feeds filtered to show
Let’s stop for a moment and check back on what we have accomplished so far. By now, you should have … Developed your buyer persona (your target market) and you have narrowed your contact list down to approximately 300 (insert your own number) of these that you wish to focus on exclusively. Further classified these
File this under … Qualifying 101. The simple fact is, unless your prospect has the money needed to invest in your product or service … they ain’t much of a prospect. On top of this, you may have several product/service options available and, while everybody wants champagne, some can only afford beer. I have consistently
Because it is …. a trial close. I’m flat out terrible at traditional sales order closing statements and I know a bunch of them. You name it … everything from the “Ben Franklin” to the “Japanese Origami Folding Paper Close”. The really good news is that I never need to bend arms to get the order. I am
There are only three possible impressions that a customer will walk away with having done business with you and/or your company. You have either … Not met their expectations or … Met their expectations or … Exceeded their expectations Not meeting your customer’s expectations speaks for itself. Meeting a customer’s expectations is a neutral experience at best and a God-awful
Focused Social Selling – Create Your Buyer Persona
Soon you will be encouraged to cull your contact database in order to a select few hundred of these folks. You will then be able to focus your efforts on these people in order to create and develop the kind of relationships that will lead to continuous repeat and referral business. Salespeople have been doing
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