Posted by Steve Staccato

Dec 11, 2013 9:00:00 AM

Prospects require nurturing, which is occasionally over an extended period. By nurturing your prospects instead of hunting them, you can develop the perfect campaign to sell more. Here’s how:

Leave the Perfect Voicemail

  • Address the prospect by name.
  • State your full name and company.
  • If you were referred, identify who referred you.
  • Explain the specific reason you’re calling.
  • Specify the action you want the prospect to take.
  • State the best way to contact you.

perfect sales campaignIt sounds like this: “Hello, , this is from . suggested I reach out to you. The reason I’m calling is to set up a 30-minute phone call with you to discuss . Please let me know if you’re available at or to speak with me. Again, this is from , and you can reach me at . I look forward to speaking with you soon.”

Ask the Administrative Assistant (“Tour Guide”) for Help

  • Identify yourself and your company.
  • Name the person who referred you, if applicable.
  • Ask for help.
  • State the action you want.
  • Ask how that action can be accomplished.

It sounds like this: “This is from . With whom am I speaking? …Hello Susan, is Jack Smith available? …Oh, I’m sorry to hear he’s busy. Could I ask for your help, Susan? I’m hoping to set up a 30-minute phone call with Jack to discuss . How would you suggest I go about doing that?”

Ask Prospects for Their Email Addresses

  • Do a Google search for * to discover the email structure.
  • Give a reason the “tour guide” should say yes.
  • Use an assumptive approach.
  • Respect admin participation.

It sounds like this: “Susan, I have some information I can send Jack at so he can review the topics I hope to discuss. Is that the correct email address? I can also forward the information to you at , if you would find that helpful.

It’s easy to sell more with the perfect campaign. Contact FRONTLINE Selling to learn more.

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