Yesterday we featured some excellent tips from sales trainer Kendra Lee that will help make prospecting much easier for you. Thankfully, she's back today with even more tips that are incredibly helpful!
1. Watch your prospects. No, we aren't talking stalking. Watch what your top prospects are doing using alert services like Google Alerts for free. Set up a daily alert and see all the tweets and comments they've made and where they're mentioned. You'll know what to talk about when you call and more importantly, when they need you to call.
2. Make your emails stand out. Use Gobbledygook.grader.com to pick out trite or hype-filled words and phrases you don't even know you're using. It's a great tool to increase the impact of your brochures and online copy, too.
3. Know if they're listening. One of the biggest challenges with email prospecting is knowing if anyone has read what you sent. Use ReadNotify.com to trace email opens and forwards, numbers of times read, and URL clicks. Use Bit.ly to shorten long links for social network comments and emails. You can track how many times the links are opened, forwarded and by whom.
4. Increase your own productivity. If you're a Microsoft Outlook user Xobni.com is a plugin that makes searching your inbox and finding information about your contacts fast and easy. You can even search social networks for information about your contacts.Getting people to reply is the most difficult aspect of prospecting. These tools give you new levels of information and insight to grab their attention and increase your odds of success.
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.
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