Think of a prospect whose business you want. Now imagine your best friend worked there.
You’d be able to set an appointment pretty easily, right?
Chances are you have a lot of best friends working at prospect companies… and you may be ignoring them.
Here’s how to avoid missing big opportunities with new prospects by using an often-overlooked group of allies:
Follow Your Cheerleaders
You offer a product that helps your prospects achieve their goals, and great service to boot.
So your customers—and the people who work for them—like you and trust you.
In fact, your customer’s employees often even more enthusiastic about your product than the executives who made the decision to buy from you. After all, it’s likely the employees who use your product every day to do their jobs well.
But here’s a not-so-well-kept secret:
Employees change employers, often within the same industry.
At first glance, that may not seem like a good thing. You hate losing an enthusiastic user from a company whose business you want to keep.
In reality, it’s a huge opportunity. In many cases, you instantly have a cheerleader embedded with a high-value prospect. At the very least, that’s worth an appointment, where you can get your foot in the door with an audience that’s suddenly receptive.
Always keep tabs on your best users. When they change jobs, follow them, and capitalize on your hard-earned trust to land good new prospects…
...where you can show a whole new group of people why you deserve to be cheered.