An Old School Strategy to Get in Front of Your Prospect (When Calls or Emails Don’t  Work)

Your prospect hasn’t returned your last five calls. Your follow-up emails? Crickets.

So what should you do? Close the file?

Not so fast. You may be forgetting about an old-school (but effective) way to get on your prospect’s radar screen:

Knock on Your Prospect’s Door

One of our sales reps was lamenting a recent cold calling cold streak. He wasn’t sure whether cold calling was just getting harder or whether he was on a bad string of luck--but he knew he needed to try something different.

So he decided to use his time between meetings to drop by the offices of other nearby prospects. And, as a result, he’s connected with a lot more hard-to-reach prospects.

Next time you’re near a prospect’s building, show up at their office and see if they have a minute to talk. You’d be surprised at how many prospects are actually willing to spend a few minutes with you.

Maybe they’re bad at returning calls or suffer from email overload. Maybe they wanted to call you back but got distracted by other, higher-priority items.

Or, maybe they just don’t want to meet with you--and that’s okay. You’ve tried everything else, so an in-person drop-by can’t hurt.

Successful Connections Require Multiple Touches

Most sales require between six and twelve “touches.” These days, a touch is usually a phone call, email, or voicemail. But a face-to-face conversation counts, too--and even elevates your connection. When the world is high-tech, high-touch stands out.

A drop-by also helps you diversify your strategy, and increases the likelihood your prospect will finally stand up and take notice of you.

(Remember to leave a handwritten note with your phone or email when your prospect won’t meet with you--it will increase your chances for a connection.)

BWise User Tip: When You’re in the Field, Call Up a List of Nearby Prospects

If you subscribe to the BWise prospecting database, use BWise Mobile to call up a list of prospects within your pre-defined target market when you’re in the field.

Select the radius from your current location (e.g., one mile) and do a quick drop-in. (You can even search for other prospects in the same building.)

But whatever tools you use for finding your prospects, don’t forget about one of the oldest tools at your disposal--the smile and firm handshake that you only get with a face-to-face interaction.

If you subscribe to the BWise prospecting database, use BWise Mobile to call up a list of prospects within your pre-defined target market when you’re in the field.

Select the radius from your current location (e.g., one mile) and do a quick drop-in. (You can even search for other prospects in the same building.)

But whatever tools you use for finding your prospects, don’t forget about one of the oldest tools at your disposal--the smile and firm handshake that you only get with a face-to-face interaction.