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How to stop prospecting and cold calling forever

Nobody likes to cold call call or prospect that’s just the plain truth.

Most sales people would rather spend the time talking to people who are interested in what they have to sell.

Unfortunately in most organizations that I’ve worked in most sales people spend their time looking for someone to sell to also known as prospecting and they usually do this through cold calling.

The reason most sales people are not sales people isn’t because they aren’t good sales people it’s because they spend all of their time just trying to find someone who is a good fit to sell to. Not fun, not productive.

Being good at sales is all about positioning.

In my experience when I have a really good solution to sell and it’s at the right price right benefits right features, and I have a steady flow of people who want to speak to me about my offer I’m in a really good spot.

In my sales career I’ve been most accessible when I’ve been able to create marketing systems that only attract qualified individuals who truly want help solving their problems and I have an offer that is better than all the other options out there to my prospects.

In this day and age we don’t need to prospect and cold call anymore to be successful.

My clients and I currently use attraction based marketing to reach our target customers and get them into our sales funnel.

We use platforms like:

  • Google Adwords
  • Search engine optimization
  • Facebook advertising
  • Targeted banner advertising
  • Email marketing

These platforms allow us to create systems that constantly put us in front of our target audience. These systems also generate a steady flow of sales leads on a daily basis.

Wouldn’t you rather have a steady flow of leads coming into your inbox from people who already are raising their hands and saying they want to talk with you?

I once asked a vice president of sales what I should do to better sell our products and services his response shocked me!

He told me to take my business cards and travel around the office Parks leaving my business card with the front desk.

Sadly many people in executive sales roles are so removed from making sales on a daily basis that they have no idea how to attract warm qualified prospects and turn them into paying customers.

If you want to stop prospecting and cold calling you must develop marketing systems that attract people who already know what you do believe in how you do it and want to talk to you.

B2B lead generation best practices

I’m going to get right into it I had a lot of experience with generating B2B sales leads and turning them into customers profitably.

I’ve also had a lot of experience with chasing after the latest fad or gimmick when it comes to generating B2B leads and I’m going to help you avoid those problems in this article.

My favorite B2B lead generation strategies are below:

Through experience I found that it’s much better when leads find you first versus you cold calling them.

I personally helped grow a brand-new B2B marketing business to just under $1 million in eight months using attraction based marketing.

I’ve also helped my customers generate millions of dollars in sales using query and or attraction based marketing.

Search engine marketing is my favorite B2B lead generation tool.

The only reason that it’s my favorite is it has generated me the most leads and sales in the shortest period of time.

You see, As a B to B sales person you want to get in front of people who already have a problem and are looking to solve it.

You also want those people who are looking to solve their problem to already agree with your solution before they get on the phone with you. This is huge, and most people overlook this.

A lot of companies understand that search engine marketing can be great for their business but they really mess up by selecting the wrong firm to help them run their search engine advertising campaigns.

I speak with endless numbers of companies who simply choose a search marketing firm based on what clients they work with, what big-name companies they work with, etc.

This is the worst thing that you can do if you’re going to use search engine marketing for B2B lead generation.

You must select the firm that can prove to you that they’re going to help you reach your specific goals be at Leeds ,sales,etc.

If you pick the wrong firm from the start search marketing will not work and you will assume the search marketing is a waste of money!

Remember the best thing you can do when it comes to B2B lead generation is get in front of your prospects when they are looking to solve their problem and they want to speak with you.

Any marketing technique or strategy that allows you to reach a customer at the moment there looking is a good one in my book.

I always recommend to start with search-based advertising first get that working and then and only then go on to other marketing channels for B2B lead generation.

Please share your thoughts and advice by commenting below.

How To Sell More Products & Services By Letting Your Customers Find You When They Need You

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Look, if you want to sell more “stuff” you need to be seen as a “helper”.

When you cold call and use interruption based advertising to reach your customers you are often time seen as a pest.

Think about it, do you feel trusting when someone calls you out of the blue and wants to sell you something? I didn’t think so!

One of the best ways to be seen as a helper is to use search marketing to put yourself in front of your potential customer when she is searching for a solution to her problem.

You then provide her with helpful information that positions you as the expert and the helper.

This simple process can make the difference from sales success versus failure.

Make yourself the trusted adviser and not the uninvited  pest.

Obviously there are a lot more details around how search marketing works, but the point is to use it so that you can reach your potential customer when she’s looking for you versus the other way around.

– Jeremiah