Sales performance expert, Connie Kadansky has a Linked In Group called Profitable Prospecting.
Today she asked the question "What is working in prospecting out there in this wacky business environment?
For me right now my Search Engine Optimization is what is working. Please share your thoughts and experiences!"
It made me think, what's been working for me?
One person said that follow up, staying in touch a number of times has helped him close new sales.
I agreed. Follow up is no longer just necessary. It's REQUIRED activity if you are going to make sales. We always have to respect the timing requirements of buyers. Follow up allows us to do that.
The thing that I've seen work really well lately is the process that has been developed for a CA company I'm doing work with.
We have been doing Teleseminars that are sponsored by someone who has the ear of the target market.
We get about a 2% Teleseminar sign up rate from an email campaign sent by the sponsor.
44% sign up for the soft step that opens the sales conversation.
56% of those people qualify for the closing step.
And 60% of those people buy.
So, I've become a fan of Teleseminars sponsored by people who have a niche audiences ear.
