Hide and seek. You played that game as a child and it was fun looking for your targets until you found them. But we’ve all grown up and no longer play that game, right? Wrong! As salespeople we are constantly seeking prospects who may not respond to us (or hide from us) simply because they don’t know yet the value that our product or service can provide to them.
The first step in sales, prospecting and cold calling is to develop your database of targeted prospects – the individuals within an organization who are the decision makers for your product or service.
In larger corporations this becomes more challenging as there are many layers of decision makers, including numerous gatekeepers along the way.
So you’ve called your target prospect time and time again, at different times of the day, on different days of the week, left voice mails, sent emails, left messages with the administrative assistant – and still have not received any type of response. It happens. When you played hide and seek as a child, did you give up? No, of course not. You kept seeking your target.
So what do you do? You dig deeper, drill into the corporate management structure and identify alternative decision makers. Similar to hide and seek – you open closet doors, look under furniture, etc… you dig deeper and look further into those deep spaces.
At LEADS we specialize in prospecting, cold calling and appointment setting – our clients each have a menu of offerings which are applicable to a wide range of decision makers within each organization.
It’s time to play hide and seek again. The person you are looking for isn’t hiding – they simply aren’t yet aware of the value your product or service has to offer. Don’t stop looking. Don’t stop digging deeper. If you come across a closed door, try another one or look elsewhere. There are numerous hiding spaces within any organization.
Salespeople are driven and focused. It is that drive and focus that allows us to continue searching until we have found our target prospect. At the end of the day, you can’t sell your product or service until you’ve had an opportunity to present it to the target prospect within that organization.
Ready? One, two, three, four, five, six, seven, eight, nine, ten… ready or not here we come!
To learn more about how to increase your business, fill out the form below.
