How to successfully gain new Business

I have tirelessly researched to find out which is the most successful method to use for an initial outreach to a Prospect.

?This article, outlines the opinions of 20+ Sales Experts ~ perhaps it clears things up for us mortals……………………..?

?For years, a debate has raged in the sales community about which method is the best to reach one to use when reaching out to a prospect for the first time. I would love your opinion ~ my mail is ~ [email protected]

After all, the very ?first interaction with a Prospect is key -- you're aiming to establish trust,?provide value, gather key information, and perhaps even secure a follow-up meeting.

If you don't use the right medium, they'll be less receptive to your message (and that's assuming they engage at all).

Interestingly, they are in harmony with my personal favourite manner to make an initial contact ~ the e-mail.

?The experts generally recommend we should start with an e-mail ~.

1.?????? "An initial email usually makes more sense because it doesn't require [the prospect to] answer at the moment they receive it," writes Robert Graham, author of?Cold Calling Early Customers.

2.?????? "I always start by referring to this first email to show we're one step further in our relationship," explains Stan Frering, head of Client Relationship Management for?Easytrip France.

3.?????? Emailing has an added advantage over calling, according to?EchoSign?co-founder Jason Lemkin. It lets you educate your prospect on the product's value proposition, and clearly connect it with the prospect's situation. "The prospect needs to understand the value proposition first," he explains. "It needs to be very strong, and very clear. No one will take a random call about a product they've never heard of it's not 100% crystal clear they have a huge, pre-defined need for it."

?However, there is an exception to the "email first" rule………………...

Lemkin says once your brand has been established, it's time to start calling your prospects.

"If your prospect has already heard of [your company], they'll know if they want to speak to you about the product and learn more about buying," Lemkin advises.

For example, say you're a salesperson for Dropbox. You call a prospect and say, "Hi John, I'm with Dropbox, and I noticed your CEO tweeted that your company is almost out of free virtual storage. I'd love to discuss how we could get you some more so you can keep all your files in one place."

John already knows Dropbox and understands why it's a useful product -- so he's got a good reason to stay on the phone.

However, if you were selling a brand-new cloud storage solution, Lemkin agrees that it would be better to send John an email first so he has more time to consider your value prop.

?Burke suggests looking at the prospect's social media presence. If she is "social" -- meaning she's got 500-plus LinkedIn connections and an active Twitter or Instagram account -- use those channels to interact with her and start adding value. If she's "traditional" -- meaning she doesn't meet those criteria -- Burke gives you the go-ahead to call or email.

I frankly use LinkedIn to learn as much as possible before making an initial outreach.

?Whatever you decide to do ~ DO NOT Cold Call or Spam

?While opinions differ on the relative merits of calls vs. email vs. social media, the experts were unanimous on one point ~

You should never reach out to a prospect via any channel without doing research first.

?"Ultimately, you are in a much better position -- either calling or emailing -- if you have background information on the person you are contacting," notes Jeremy Boudinet, head of marketing for?Ambition. "That way, you can tailor your message off the bat, since you have an idea of how you can add value to that person or company."

?Although these guidelines are of definite value to perhaps guide you decision, don't forget they're just guidelines.

"Why not take a test-and-learn approach to this problem?" writes Nick Dellis, Weebly's VP of Business Development. "What works for you may not work for others."

Dellis suggests emailing first, then calling with 10 to 20 prospects, doing the reverse with another 10 to 20 prospects, and comparing the results.

"Taking this approach of testing ideas and optimizing is the only way to find out for yourself," he says. "And it'll help you be a better salesperson in the longer term."

?If you choose to start the conversation with an email, as I have selected & find to be most successful, be sure you include a rapport-building element and communicate your value proposition.

Here is an initial mail outreach I use with great success………………..

?Morning XXX,

?Great to e-meet you.

Thanks to John of ABC Company for the introduction (we refer to a referral person wherever possible)

?A quick intro………………..

BizGro is a specialist sales placement & training practice offering a selection of top Candidates, based on ability & compatibility, to meet both your business culture & specific sales needs.

?Some excellent Candidates with strong spice sakes experience are currently available, when you have any sales staffing needs.

And our unique flat fee placement rate provides you with the very BEST performing Candidates for a lot LESS than a regular recruitment agency & online advertising portal.

I have taken the liberty of attaching our placement outline, including the cost saving fee.

?We will happily send you CVs should you have a need.

It will be a great privilege to be of service to you.

?Very best wishes,

Richard

?We offer a short outreach training session, sharing all the “winning methods/tricks” that we have deployed & found to be the most successful, over many years.

Courses are conducted via face to face or TEAMS options.

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