When you are selling outbound the biggest challenge you face is to get your sales prospects attention. Here are some ideas that will help give you the best chance to get noticed by the companies you want to sell to.
Target your ‘decision-maker’ to get introduced to your ‘champion’
The thing we want to do is to sell straight to the decision maker, the tricky thing is they’re very senior and therefore, its hard to get their time. But what if you don’t ask for their time and instead ask for someone else’s time. It’s a much easier request to respond to, it requires much less thought and effort and is, therefore, more likely to get a response “Can you put me in touch with the best person in your team that looks after X” You’ve accomplished 3 things here. A) You have the right person in the team to now approach. B)You have created urgency because you can now say “Your manager” has asked that I reach out to you as you’re the best person to discuss X.” C) You’re now on the radar of the buyer, even if it’s just a little, its better than not at all.
Have multiple contacts you want to sell to
Every company has a different organisation structure so it can be hard to easily understand who looks after what. It’s likely there are multiple people you can sell your product or service to in any business so if you’ve only got one contact that you’re targeting then you’re significantly reducing your chances of starting the conversation. Make sure that you have 3-4 contacts in your CRM you can target one after each other. Many times I have had a situation where one contact might tell me they are not interested and then their colleague is happy to start a conversation with me. The opportunity is not lost just because one person said no.
