The world of sales is constantly evolving, however there is one area that stays constant – The need for new customers. New customers drive the sales machine and keeps organizations and companies growing. Today however, reaching customers is becoming harder and harder. There is social media, direct mailing, cold calling and numerous other avenues a sales professional can use to contact prospective customers. With so many ways to connect, how do you know which is the best one to use?
The short answer……… All of them!
It is your job as a professional at sales to use every avenue you can to reach your prospective customer. Whether you are completely comfortable or not, you need to exhaust every avenue possible. In this article, I’m going to give you 4 tips in how to use multiple avenues to reach your customer.
1. Send a Text Message
If you look on almost any business card today, you will see the listing of a cellphone number. This number is put there for a reason. It’s a form of contact! Often times, sales professionals are apprehensive to use the cell phone number to try and make contact with their prospect. STOP IT!!! That number is on the business card because it is a form of contact the prospect wanted people to have. Today however, many people can respond to text messages quicker and more efficiently than having to take time to speak on the phone or respond to a formal email. If you are having trouble reaching your prospect by calling, send them a text. Don’t type a letter, but let them know who you, why your texting and when they would be available to speak on the phone.
2. Use Direct Mail
Sometimes, going a little old fashioned goes a long way. As sales professionals, we forget how efficient it can be to use direct mailing to contact our prospects. Because we hate getting junk mail, we fear that our prospect will feel the same way about what we are sending them. This fear will potentially keep you from being able to differentiate yourself from anyone else in your field. You can use direct mailing services to send hand written notes, cookies, candy bouquets and much, much more. You can even get creative and buy miniature drones with your company logo on them. This simple, inexpensive gesture might get you a meeting or phone call with your prospect.
3. Delivery Man
Everyone loves getting a special delivery. Typically, if there is a special delivery, the gate keeper will get the contact so they can receive the special gift themselves. Imagine then, if you presented yourself as a flower delivery person, how much time you might get in front of your prospect. You could even use a singing telegram to connect with your prospect by being one of the singers. Is it lunch time? Go and buy several boxes of pizza’s and say they are for your prospect. When they come down to straighten out the misunderstanding, explain who you are, why you stopped in and that you hope they enjoy the pizza so much that they will agree to meet with you the following day or week. The possibilities are endless.
4. Social Media
There are so many platforms people use today to connect to each other. Linkedin, Facebook, Instagram, Twitter, Snapchat and many, many more. Why then, as sales professionals are we so afraid to use them. Granted, we might use Linkedin, but honestly, we should be using every aspect of what we have. When using social media, you can learn many great things about your prospects. You can learn about their company, their work anniversaries, marriage anniversaries, birthdays and other special events. You can use those to send presents, gift cards or even a message of congratulations. After a while of engaging with your prospect on things other than business, you will be able to reach out to them on a more formal setting and get a higher response.
It is your responsibility to generate new business and continue the success and growth of your business. There is no avenue off limits if it is ethical. You have to be willing to think outside the box! As a sales professional, if you aren’t exhausting every resource you have, you are not doing your job. It is really that simple. Don’t let your own fears or insecurities keep you from stepping out of your comfort zone to do everything you can to reach your customer. Believe in what you do and believe in yourself. The only person holding you back from successfully picking up new business is yourself!
“Just do your best, do everything you can. And don’t your worry about what the bitter hearts are gonna say.” Jimmy Eat World
Don’t just be a sales professional. Be a professional at sales!