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Game Plan Series 1.2 Pre-Pitch – Prospecting

How purposeful and targeted is your prospecting strategy to reach the best possible customer?

Stop hoping for the best. Random prospecting will produce random results.

Consider replicating the success you have with current clients by targeting similar businesses. Limit and research potential targets to ensure they are the “right fit”. Mass marketing overlooks the fact that individuals make decisions, not companies.

Be aware a mass marketing approach in B2B could well do more damage than good. Cold calling isn’t as effective in this day in age. If a disruptive phone call from you is their first introduction to your business, chances are they could retain this as a bad experience, and you won’t make it past this point.

Adopt a strategic prospecting approach. Your cadence should include multiple touch points and be systematic. Remember the tactical outcome to prospecting is getting a meeting.

Focus on building relationships and trust. The sale will come when you take this approach.

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