B2B Prospecting. · Max Business School™

B2B Prospecting.

There is a lot to be said about using techniques that are easy and practical to apply when you are working on closing in on a prospecting lead. The following are 3 out of 6 B2B prospecting techniques that should work if applied properly.

7) COLD CALLING.

When I worked as a Financial Advisor at Britam, my strategy was applied only 2 days a work week, for 3 solid hours during morning hours. I would pick a building in Westlands, approach a company who did not know me. Ask for the contacts of the HR manager and request to see her team for 30 minutes during their lunch break. When I was granted a meeting, I would give a white sheet of paper for everyone in attendance to write their phone number and email. Now remember that, I said this was my action 2 days of the 5 day work week for only 3 hours during the morining hours usually 9am to 12 noon. On the remaining 3 days that I was NOT in the field , I spent it on the white sheet of paper *working remotely from home or cafes) My list had at the very least 15 names and I would work on calls and emails. This technique is known as COLD CALLING because your are approaching a prospect who does NOT know you.

You target a COMPANY in your 5 to 10 minute radius drive, it was simply convienient. I found a way to gather contacts, doing this allowed me to build my own database, I did NOT necessarily purchase a list of names and I used the phone and internet to follow up with my prospecting leads.

8) ADVERTISING.

If you are working with an established blue chip company they usually do the marketing for you but if you are building your own prospecting data base like I was; then the following advertising techniques may work for you like they worked for me. For example, start a FaceBook Page and ensure the content is relevant, write a Blog of relevant articles to advertise your knowledge and experience in the field and if it is in your budget buy a pay per click audience. It was important for me to do my own advertising because I worked with Britam and NOT for Britam so I had to get my own clients and build my own database from scratch.

9) RELATIONSHIPS.

If you remember my post on strategy and your network 90% of most sales peoples network is their family and friends. Building your business partnership may be as simple as approaching a friend with a similar interest and collaborating. These relationships can really serve to boost your prospecting reach and allow you to build your own database like I did when working with Britam. My database was mine from prospecting...Britam provided brochures, professional email with their domain, street activation materials and weekly training but the database was mine.

I trust that these techniques will assist you to close that sales lead as successfully as it did for me.

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