Tag Archives: jigsaw

Blogging – let your car be your notepad.

Picture of Ford Focus

I’m sure you’re well aware of the benefits of regular, targeted blogging in terms of promoting your business so, I’m sure that, at some point or another you’ve tried writing a blog, in the hope that, overnight, millions see your pearls of wisdom and take action that will result in you receiving some valuable new business.

In reality, one blog post alone won’t cut it – it’s a matter of repeated, regular effort – consistently putting out relevant content that brings in interest through the sharing of your expertise and knowledge.

And it’s that part that often causes the downfall.   You may find enough ideas for a few blogs but really struggle with the regular part.

First step to sorting this out – have a look at the previous blog post I wrote on finding inspiration  for your blog.

Second step – and this is something that works very well for me – rather than sitting at my computer, hoping that inspiration comes to me – I use a recorder app on my phone so, when I’m in the car, driving along, getting inspired by the English traffic that roars past my window, I can just rant and rave into my phone.

I then get back into the office, type up what I’ve just recorded and, voila, a lovely new blog post, written in my natural phraseology.     Obviously I don’t type EVERYTHING I’ve said in the car, otherwise many of my blog posts would consist of my critiquing of everybody else’s standards of driving.

So, don’t write your blogs – record them!

And if you’re looking for more business for your business – get in touch with us on the number below or drop an email to sales@inspired-bd.com

 

 

www.inspired-bd.com

0330 20 50 500

 

 

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Sales Prospecting – it’s all about the future!

Back to the future delorian

Prospecting for new business is often one of the least enjoyable parts of the sales process.

Making those cold calls, sending out those introductory emails, knocking on doors, however you do it, it can be tiresome work.    It’s the part where you’re likely to face a lot of rejection, where you’re leaving countless voicemail messages and getting no responses back, where you’re spending time and energy writing emails which seemingly just get ignored.

Yes, there’ll be some glimmers of hope in there but, let’s face it, this is, for many, the hardest aspect of being in sales.

And, in turn, it’s often a part of the role that people put off doing.

Maybe you’re just not “in the mood” today.   Maybe you’d rather get on the phone to a happy customer and spend half an hour discussing your holiday plans, all the while fooling yourself that “it’s still work”

But prospecting isn’t just about what happens today, it’s about what you’re creating for the future.

It’s a VERY rare occasion that you’ll sign up a new customer from that initial interaction but, every customer you now have will, at some point have had an initial interaction with you.    There will have been a time where you were “in the mood” and made that initial cold call, sent that email, left that voicemail message.

And, over time, assuming those initial interactions have hit the spot, that relationship can be nurtured, you’ll prove that you’re a trusted person to do business with and, before you know it, terms are being signed and you’ve bagged yourself a sale.

The prospecting activity you put in TODAY will always be the starting point for securing those future customers.    Don’t put it off!

And, if you need help with any aspects of sales and marketing, give us a call at Inspired Business Development.  We’re friendly, helpful and very experienced in what we do and I’m sure we can help you too!

 

www.inspired-bd.com

0330 20 50 500

 

 

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Out of office replies – the hidden benefits

Out of office notice

We’ve all been there – you’ve called to speak to a prospect, he/she is available/won’t take your call so ask if you’re able to send an introductory email.

You’re very kindly provided with an email address, spend time crafting an eye catching email that (hopefully) will stand out from the hundreds of others they’ll receive in an average day and, you click send, hoping and praying that it gets there, is read and, most importantly, responded to.

A couple of minutes later you hear the familiar ping of an incoming email, draw your attention to your inbox only to discover it’s an automated out of office reply.

So, what do you do?

Most likely hit delete and maybe, just maybe set a call back date to try him/her another time.

And move onto the next prospect.

But, what have you just missed?

Out of office replies can be a goldmine of information so, before you hit delete, you could find:

  • A direct dial extension number (so you don’t have to go through reception next time)
  • A mobile number (so you’ve more chance of reaching them if they’re not typically office based)
  • A date when the prospect is next going to be in the office
  • Contact details for colleagues in the same department (who could also have some decision making power)
  • Social Links (so you have more channels of making contact)
  • Additional email addresses
  • Inside leg measurements, mothers maiden name and the name of their first pet

Ok, so the last one is unlikely but the rest are VERY likely to be in there.  Grab that info, put it in your CRM, update your contact info, try the other means of reaching them NOW whilst it’s fresh in your mind.

So, don’t discount the value of an out of office reply!

And if you need assistance with sales, marketing or any aspects of business development, give us a call, we’d love to help you out!

www.inspired-bd.com

0330 20 50 500

 

Dan Smith

MD
Inspired Business Development Ltd

www.inspired-bd.com

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Don’t accept a no from someone not authorised to give a yes

 

220px-Organ_grinder_with_monkey

If you’re selling over the phone, be it for your business or on behalf of a client it’s essential that you get to talk to the right person.  Receptionists aren’t always willing to give out details of staff members; they’re usually bombarded with calls from salespeople flogging this, that and the other but if you’ve got the name of the person you need to talk to and you ask for them with an air of professionalism and purpose you’re far more likely to get put through.

So, how do you get their name?  If you’ve been lucky enough to obtain quality data you may well have their name already and there’s probably not much point in reading any further – on this occasion.

But, without that – utilise our old friend Google (other search engines are available!)

Type in the company name, copy their domain name in the search results, paste that back into google and add the job title of the person you’re looking for.  If it’s listed on their website, google will pick it up and will – if they’re social media savvy – list their name on Linkedin and possibly twitter and various less used websites – pinterest and all that google + business

You can also try going onto linkedin and use their advanced search tool.  You can narrow it down by company, name, location, sector, company size and a variety of other options of varying levels of usefulness.   Depending on your subscription to Linkedin the search results will bring up different levels of information – most notably with the free and cheaper versions of it, just their First name and initial of surname

Quick Linkedin tip to get round this – click on their name then go to the right lower side of the page where’s there’s a “people that viewed this profile also viewed….” section and click on the top person on that list.  When you get to their profile, click on the “people that viewed this profile, blah blah blah” section on their page and you often see the full name of the person you were originally looking for.   If not, repeat the exercise with one of the other contacts on there – I’d suggest a maximum of 3 other contacts.  If you don’t find their full name that way, have a look at their recommendations on their profile page, click through those.  Often you’ll find their full name listed on other peoples reciprocal recommendations.

Finally – have a look at the groups they’re a member of – if they’ve added to discussions, their full name will be on there.

I’d also highly recommend Jigsaw.Com – essentially it’s an editable directory of contacts, built up by salespeople.  You receive points for adding contacts that you’ve sourced yourself and can spend those points on buying contacts that you need.   There’s also an option to purchase credits which you can buy data with although personally I like the community spirit of everyone contributing.   You can also receive points for updating contacts so if, for example you call a company and find the person has left or changed roles, pop that in jigsaw and they’ll reward you with a shiny new decision maker.

As a Telemarketer I have to utilise every tool I have at my disposal and whilst there’s a tremendous amount that can be done over the phone on it’s own, it’s essential I increase my chances of success by using google and social media to get the information I need to succeed!

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