• This topic has 11 replies, 4 voices, and was last updated 3 years ago by Michelle Dixon.
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  • #4505592
    Prospecting Method Hierarchy
    Eli A
    Participant
    May 10, 2021

    Hi Team!

    I wanted to know what is the order of prospecting methods from least effective, to most effective for getting new accounts?

    For Example: Warm calling vs in person prospecting vs emailing vs linked in? I know I should be doing all of them,
    but which ones should I be doing the most? Should I even do cold in person approaches? a lot of driving and
    and I might not even catch a decision maker on site at the time.

    My industry is uniform and facility services for companies. Thank you in advance.

    Best,

    Eli

    #4505594
    Will Barron
    Keymaster
    May 12, 2021
    Will Barron May 12, 2021

    Hi Team!

    I wanted to know what is the order of prospecting methods from least effective, to most effective for getting new accounts?

    For Example: Warm calling vs in person prospecting vs emailing vs linked in? I know I should be doing all of them,
    but which ones should I be doing the most? Should I even do cold in person approaches? a lot of driving and
    and I might not even catch a decision maker on site at the time.

    If you polled your buyers, how would they like to be prospected?

    #4505595
    Eli A
    Participant
    May 12, 2021
    Eli A May 12, 2021

    I’m honestly not sure. Maybe email because they don’t want to be bothered and they can look at it on their own time.

    But I don’t know if I would get the best results from just sitting and writing copy written emails all day? or would I?
    It would definitely get through, since I use seamless and I get their emails, but I’m honestly a bit lost on this one.

    In my company they say to emphasize the phone, they never even talk about email prospecting though.
    Simultainiesly, I would not say they have the most elite a sophisticated sales process so im confused.

    I always though 1-phone, 2-emails, 3-linked DM. 4-last resort in person prospecting. Whats your opinion team? I would like your help.

    #4505600
    Will Barron
    Keymaster
    May 17, 2021
    Will Barron May 17, 2021

    I’m honestly not sure. Maybe email because they don’t want to be bothered and they can look at it on their own time.

    Let me put it another way, if the buyer thought that you could really help them and they’ve a burning problem that needs solving… would they still want you to just email them?

    I always though 1-phone, 2-emails, 3-linked DM. 4-last resort in person prospecting. Whats your opinion team? I would like your help.

    That looks like a good start. Are you getting ANY replies? If the buyer hasn’t said “no interested” then the cadence should continue. Your goal here is to qualify the buyer and see if they’re a good fit for your product and so no answer leaves the qualification question open.

    Of course, you only have so many hours in the day and so you need to be spending more time with people who want to speak with you than people it’s taken 400 contact points to get back to you.

    For context, this is my cadence for prospecting enterprise customers for Salesman.org –

    Cold email (share post/insight they should find valuable) – cold email (attempt to book meeting) – Add on LinkedIn (start commenting on their posts if active) – Cold email (invite to webinar).

    At that point if I’ve not had anything back I’ll do something similar with other people within the account that would be influencers.

    #4505602
    Eli A
    Participant
    May 17, 2021
    Eli A May 17, 2021

    Thank you!

    Just to Clarify, If the person responds to one of my email’s positively, I always transition to the phone, then in person/virtual meeting. And if they don’t, I let it go after maybe 5 touches and move on to another company or another person above the buying line.

    My question was mostly directed to that first point of contact in order to generate leads for my self. I essentially wanted to know the most effective ways to generate leads for my self. phone? email? linkedin? and which one I should focus on the most according to the 80/20 Paretos principle.

    For context, this is my cadence for prospecting enterprise customers for Salesman.org –

    Cold email (share post/insight they should find valuable) – cold email (attempt to book meeting) – Add on LinkedIn (start commenting on their posts if active) – Cold email (invite to webinar).

    So you don’t priorities Cold calling in your sales process for salesman.org? Interesting… do you find that just emailing and linked in is more effective for prospecting?

    Thank you in advance! this is one of the best sales platform out there! I have recommended it to my sales buddies!

    #4505631
    Eli A
    Participant
    May 18, 2021
    Eli A May 18, 2021

    One more thought to add,

    My current lead generating system is as follows:

    1.) Get Info on seamless.ai, and add LinkedIn from seamless right there, 2 for 1.

    2.) Email prospect: Lays down a foundation of familiarity even if they don’t reply, and warms up the future cold call.

    3.) LinkedIn message for the second touch (If connected.)

    4.) Warm Calling: At this point the call should be boiling HOT! because I did my research, I added the LinkedIn,
    I emailed them, and I DM them on linked in (IF we connect.)

    What are your thoughts team? is this a good strategy?

    #4505634
    Angela Biddinger
    Participant
    May 19, 2021
    Angela Biddinger May 19, 2021

    I also use Seamless.ai and it’s great.

    Your cadence is sound but not long enough. What happens if you warm call and they don’t pick up?

    A strong cadence really requires some level of automation and lasts 2 weeks + IMO.

    #4505687
    Eli A
    Participant
    May 20, 2021
    Eli A May 20, 2021

    Hi Angela,

    I forgot to mention, my cadence above is only on set. I will repeat this atleast twice for every prospect.

    #4505688
    Eli A
    Participant
    May 20, 2021
    Eli A May 20, 2021

    Also,

    Can you elaborate a bit on automation? what’s your automation strategy and what tools do you use?

    #4505694
    Michelle Dixon
    Participant
    May 21, 2021
    Michelle Dixon May 21, 2021

    Also,

    Can you elaborate a bit on automation? what’s your automation strategy and what tools do you use?

    Hi Eli. I use automation through SalesLoft to automatically send emails when I don’t progress the sale through a call/get no response to previous emails.

    This allows me to scale my outreach because I’m not having to remember when to contact people or document everything in the CRM constantly.

    #4505695
    Eli A
    Participant
    May 21, 2021
    Eli A May 21, 2021

    Thanks Michelle! Much appreciated.

    #4505696
    Michelle Dixon
    Participant
    May 21, 2021
    Michelle Dixon May 21, 2021

    Thanks Michelle! Much appreciated.

    No problem! Let me know if I can help with any automation stuff. I love talking about it.

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