When you get a phone call or email out of the blue from someone you don’t know from a company you don’t know selling something you’ve never heard of it isn’t very likely you’re going to give it much attention – you’re certainly not likely to buy anything. And if the sales person keeps calling or emailing then pretty soon, you may just ignore it or block it thinking that guy’s just a pushy, annoying salesperson.
Wouldn’t it put you, the salesperson, in a stronger position if you could get the prospect to call you first? Isn’t it better when the prospect already knows about your company, your brand and your product and calls you thinking you already have the solution to his/her problem?
This becomes even more useful when targeting a very tight universe of prospects at a small number of big companies where alienating even a few prospects can have devastating effects. Just because we know who they are doesn’t mean they want to take your call. Sometimes, it’s more effective to approach these prospects appearing as if we’re casting a wider net.
For guidance, email paul at eprmarketing dot com or 908-479-4231.