It has been said that there is no silver bullet when it comes to sales. Often, a combination of touch points and activities will result in an opportunity or conversion. Determining which activities to focus your efforts on can be tricky. Here are four tips on maximizing your prospecting efforts.
1. Don’t Put All of Your Eggs in One Basket – Phone calls are no doubt important, but if you are making 75 phone calls per day and that is the only activity you are focusing on, then you may be missing out on other ways you can reach people. Try mixing it up a bit. I find it helpful to schedule out my day. For example:
- In the morning, make calls for 2 hours
- Then send emails for an hour or 2
- Then do some LinkedIn prospecting for another hour, etc.
Now at the end of the day you have still made 75 touches — just not entirely by phone. This will also help keep you from burning yourself out.
2. Track Your Daily Activity Metrics – Tracking your daily activity metrics will allow you to gauge what is working and what isn’t. Are people responding to you more via phone, email, text, social? By tracking your activity metrics, you will start to visualize where to prioritize your time. Once you see what is working, you can better plan out your day and determine which activities get priority over others.
3. Use the CRM to Your Advantage – The CRM can be a powerful sales tool — not just for tracking but for determining who to reach out to and when. Make sure that you are aware of everything that your CRM is capable of. These days there are a lot of analytical tools that you can utilize in order to see when a prospect is engaging and ready to have a conversation.
For example, we use a CRM called HatchBuck internally. With HatchBuck there are analytic tools that assign contacts a score. So, if we send a content piece to 500 people and 150 people view or download it, those 150 people are assigned a score. From there, we can set an automated user task to be assigned to follow up with the prospect once they reach a score of 5 or whatever we decide to set it at. This tool is helpful and allows us to focus our time and efforts in the right places.
4. Save Effective Emails as Templates – Even if your company sends out marketing emails it is still valuable to send a personalized email to a prospect. Creating a folder of email templates will make you more efficient when emailing cold prospects. Every time you get a response from a cold email — even if it is ‘Sorry we are all set at this time’ — make note of the subject line and email body that was used. You may want to save it to your template folder for future use.
All of these tips can be used to maximize your prospecting efforts, but there are many other things that can be done as well. Be conscious of what you can do to improve your process, it will make the time spent seem less tedious and more rewarding.