If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely either currently experiencing or will experience less than impressive sales results.
Why? Because the goal of efficient salespeople is to fill their sales funnels with the right prospects using multiple pipeline streams. In today’s market, your buyers have access to information anywhere, anytime and on any form of media they desire. In fact, they are often gathering information about you in places you would rather they avoid, especially if you have little to no presence in those spaces.
Therefore, you must be ubiquitous! It’s critical that you retain control of all pieces of information about you and your business by embracing all forms of prospecting tools and media. You need to continue using the traditional and direct prospecting tools that you’re used to but you must also begin using indirect tools such as social media and publishing to your advantage.
By doing so, you also expand your presence in the market.
Imagine a customer who hears so much about you (without actually being approached by you) that they simply must get in touch with you to inquire about your products or services. This becomes a reality with salespeople and businesses who learn to influence the market by utilizing multiple prospecting and client attraction tools.
On top of your prospecting calls and emails, use the following indirect tools to help attract more customers to you:
1) Social media
2) Website blog
3) Weekly or monthly podcasts
4) Guest blogging on popular websites related to your industry
Now, consider the alternative. If you choose to dedicate all of your time to calls and emails, yet abandon the new and rising forms of prospecting, you will leave room for your competition to sweep in and control the information concerning your industry. That means more profit for your competitors and less profit for you!
Stay dedicated to all forms of prospecting, and watch your sales results grow and prosper! ← Click To Tweet
Remember sellers, your customers are no longer waiting by their phones and checking their emails for new opportunities to present themselves. They are actively searching for industry experts to learn from, speak to, and conduct business with! The salespeople and businesses that are realizing and embracing this fact are the ones that are currently seeing the most success with their prospecting efforts.
Tell us in the comments below, what’s your favourite form of indirect prospecting?
Are you currently struggling with prospecting? Our Sales Accelerator Program can help.