Whether on the phone, in person or via email, working with content will make your life more fun and rewarding. This way, you control the conversation in a professional manner and you don't get cornered by questions you don't want to answer at first.
There's a lot to do before you pick up the phone, send the emails or go knocking on doors. So here are some ideas for tools and content that will boost your sales process:
Excel tools: templates with budgets or important information for your potential client.
Success stories.
Industry studies.
A collection of expert opinions.
Ways to improve a process.
Supporting PDF files with bibliographic references.
The most effective medium for proactive prospecting is email.
But it can also be dangerous if you don't use it wisely.
Don't confuse mass mailing campaigns with cold mailing. The first case is c level contact list sending the same depersonalized email to a list of senders en masse. Cold mailing, on the other hand, is the sending of individual emails in which you collect all the data that allows you to prepare an intelligent and professional contact that will start the sales process.
If you abuse automated systems, you may end up in spam.
Sources for finding contact information:
Superintendency of companies .
Not all of their data is up to date but it is a good place to find out who the contacts are for a company. You can also get some financial information such as:
The level of sales
The level of utility
Their investments in your industry
This data allows you to segment the companies you will visit. The idea is to choose those that, due to their industry and financial structure, are a better fit for your company's service or product.
LinkedIn:
Many people choose to have their contact information on their profile. As long as you are relevant and doing your job professionally, you have this information at your disposal.
LinkedIn is not necessarily a source of direct contact. In my experience, the response rate to in-mail is low in Ecuador. However, it can tell you relevant things about the people you will meet with, for which I recommend using calendar synchronization .
