This week out of home sales exec Charlie Callari talks about the 4 keys to prospecting
What are the 4-keys to prospecting?
We all love prospecting, right? Not! But it’s the lifeblood of any successful OOH rep. My reps all know that this is one of my biggest areas of concentration. PROSPECTING. This comes from my roots in Yellow Pages.
Prospecting is the process of identifying and engaging potential customers. It is crucial for OOH success, in ANY market. The key to effective prospecting lies in a 4-pronged approach of research, targeting, personalized communication, and FOLLOW UP (my Sandler Sales coaches would be proud!)
Firstly, thorough research is essential. Understanding the market, industry trends, and the specific needs of potential clients allows salespeople to identify the right prospects. Utilizing tools like LinkedIn, OOOA industry reports, and CRM systems can provide valuable insights into a prospect’s business challenges and goals.
Secondly, targeting the right prospects is critical. Instead of casting a wide net, focus on a smaller, more defined group of high-quality leads who are more likely to benefit from your product or service. Refer to this Top 20 List as a start! This targeted approach increases the chances of conversion and ensures that efforts are spent on prospects with the highest potential value.
Personalized communication is the third key element. Prospects are more likely to respond positively to messages that address their unique needs (find their PAIN) and demonstrate a clear understanding of their business. Crafting personalized emails, making customized phone calls, and providing relevant content can significantly enhance the prospects engagement.
The fourth key element is FOLLOW UP! This will play a crucial role in prospecting success. It often takes multiple touchpoints to convert a prospect into a customer. Regular follow-ups, combined with valuable information, keep prospects engaged and build trust over time.
In conclusion, the key to successful OOH prospecting lies in diligent research, precise targeting, personalized communication, and persistent follow-up. By adopting these strategies, OOH reps can effectively identify and engage potential customers, leading to sustained growth and sales success. And that’s something that bodes well with your paycheck!
Charles Callari is an OOH industry sales leader looking for his next opportunity. He may be reached at charlie.callari@gmail.com or 423-618-8635. HAPPY PROSPECTING!!
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