Think outside the Box When Targeting New Business

The sales landscape is in a constant state of evolution, but one thing remains unchanged - the importance of acquiring new customers. New customers are the lifeblood of any organization or company, driving growth and success. However, reaching customers is becoming increasingly challenging in today's world. With social media, direct mailing, cold calling, and countless other avenues available, sales professionals are faced with the dilemma of choosing the most effective approach.

The truth is... all of these avenues matter!

As a sales professional, it is your responsibility to leverage every available channel to connect with prospective customers. Even if you feel uncomfortable, it is crucial to exhaust all possibilities. In this article, I will provide you with four tips on how to effectively utilize multiple avenues to reach your customers.

1. Embrace Text Messaging: Take a look at any business card nowadays, and you'll likely find a cell phone number listed. This number is there for a reason - it's a preferred method of contact. Many people today are more responsive to text messages than phone calls or formal emails. If you're having difficulty reaching a prospect by calling, consider sending them a text. Keep it concise, introduce yourself, explain why you're texting, and inquire about their availability for a phone conversation.
2. Utilize Direct Mail: Sometimes, a touch of old-fashioned charm goes a long way. As sales professionals, we often overlook the power of direct mail in reaching our prospects. Fear of being seen as just another sender of junk mail can hinder our ability to stand out from the competition. You can use direct mailing services to send handwritten notes, thoughtful gifts like cookies or candy bouquets, or even get creative with personalized miniature drones. These simple and cost-effective gestures can potentially lead to meetings or phone calls with your prospects.
3. Be Memorable with Deliveries: Everyone loves receiving a special delivery. By posing as a flower delivery person, for example, you can gain valuable face time with the gatekeeper and potentially your prospect. Another idea is to surprise your prospect with a singing telegram or buy several boxes of pizzas and claim they were ordered for them. When your prospect comes to clear up the confusion, take the opportunity to introduce yourself, explain your purpose, and suggest a meeting. The possibilities are endless when it comes to making memorable deliveries.
4. Leverage Social Media: There are numerous platforms available today for connecting with others - LinkedIn, Facebook, Instagram, Twitter, Snapchat, and many more. As sales professionals, we should embrace these platforms instead of shying away from them. LinkedIn may be the most common choice, but we should be utilizing all available social media channels. By engaging with prospects on a personal level - acknowledging work anniversaries, birthdays, and other special events - you can build rapport. This opens the door for more formal business interactions and increases your chances of receiving a response.

It is your duty to generate new business and ensure the ongoing success and growth of your company. No avenue should be off-limits as long as it is ethical. To excel in sales, you must be willing to think outside the box. If you're not exhausting all your resources, you're not doing your job to the fullest extent.

Don't let fear or insecurity hold you back from stepping out of your comfort zone and doing everything possible to reach your customers. Believe in what you do and believe in yourself. The only person standing in the way of your success in acquiring new business is you!

“Just do your best, do everything you can. And don't worry about what the bitter hearts are gonna say.” Jimmy Eat World