I started a new sales role in November of 2020 and after going through all the training and getting my bearings, I started to build my pipeline... waaay harder than I expected.
I am finding that you often can't just show up to places - they're either closed, or closed to visitors.
I wanted to know if others were having the same issues, and what you have done to combat it?
I thought this could be a helpful thread if people put some of their best practices and tips to help people navigate through these tougher times.
One thing that I have started doing is pushing the "locals helping locals" theme in my conversations. My company is highly driven to give back and support community initiatives, so they are keen to team up with local business' and have supported me in offering large discounts to locally owned companies.
*shameless self plug* If you or anyone you know has any waste disposal needs (Garbage, Recycling, Organics) send them my way, I'd love the opportunity to connect and offer some savings.
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Quote:
Originally Posted by HotHotHeat
THIS is why people make fun of Edmonton. When will this stupid city figure it out? They continue to kick their own ass every day, it's impossible not to make fun of them.
Last edited by Sutter_in_law; 02-23-2021 at 03:43 PM.
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This is a good thread topic, and I look forward to seeing how people are prospecting now. I've been trying to make connections on social media, but this is not the same as meeting people in person.
May as well make it a complete highjack and tell you all that a pandemic is the best time to go prospecting for gold. No mask needed as you must go deep into uncharted territory where no one has gone before to find any nuggets. Best to go after spring floods have past.
I'm really focused around the virtual networking efforts. There are lots of really good groups to jump into. At the same time my role is a little different. We're giving time to local startup groups, and offering to help them and their clients (ie building through warm calls and referrals). I've found I'm really leveraging my current network, making sure I communicate with them and put something out that's valuable.
I don't know if that helps at all.
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Hahaha points taken, I have edited the thread title!
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Quote:
Originally Posted by HotHotHeat
THIS is why people make fun of Edmonton. When will this stupid city figure it out? They continue to kick their own ass every day, it's impossible not to make fun of them.
Last edited by Sutter_in_law; 02-23-2021 at 03:46 PM.
Reason: there's gold in them there hills, but not this thread!
I'm really focused around the virtual networking efforts. There are lots of really good groups to jump into. At the same time my role is a little different. We're giving time to local startup groups, and offering to help them and their clients (ie building through warm calls and referrals). I've found I'm really leveraging my current network, making sure I communicate with them and put something out that's valuable.
I don't know if that helps at all.
It definitely helps, can you elaborate a bit more on the groups that you mentioned? What types of startups are you working with?
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Quote:
Originally Posted by HotHotHeat
THIS is why people make fun of Edmonton. When will this stupid city figure it out? They continue to kick their own ass every day, it's impossible not to make fun of them.
Sure, in terms of groups. Have you ever looked at https://www.meetup.com/topics/calgary/ You can go and find a lot of groups in there that might match what you're looking for. I also coordinate with a lot of the start up groups. StartupCalgary, Platform, Innovates.
In terms of the types of Startups that we work with. We are key focused on technical/digital startups. We work with them in term of their product development or secondary application/portal development.
We focus in three key areas. Research (we help them with their market research. We also help them research the technologies that they should be using). Planning (project planning, project management. We help them get from drawing board to MVP). Development (We have a roster of experts from development, design, copywriting etc. The goal is to help a startup in filling the expertise requirements that they don't have and can't afford to hire).
At times we wander out of the Startup space, we are working with a third party that is working with a provincial government on their economic strategy in terms of a dramatic reshift. We are providing the technical expertise on the application side.
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Look on my Works, ye Mighty, and despair!
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There's no way around the fact that prospecting is hard rejection-dense work. The pandemic has made it hard to connect with people but I find when you do get the conversations going they are more meaningful because so much has changed and all companies are reevaluating their process in some way.
For me, cold calls are the best & more effective way of prospecting. Every company and vertical is different but I believe that well-timed calls that provide valuable insight to the prospect is the best way.
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I could write a list of all the clever tricks prospectors use to get through our screening. The most common technique - the caller says they know me, and that they have a personal issue to discuss.
I could write a list of all the clever tricks prospectors use to get through our screening. The most common technique - the caller says they know me, and that they have a personal issue to discuss.
This is a bad approach in my opinion. You're never going to get ahead by lying on the front end about why you're calling. Gate-keepers are people too and I find if you treat them with respect and are honest they'll generally help you out.
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This is a good thread topic, and I look forward to seeing how people are prospecting now. I've been trying to make connections on social media, but this is not the same as meeting people in person.
Until then,
So did the soldiers who shot Osama ever get that $5M? Or is it more like one of those 'you're a Government worker so you dont count' kind of deals.
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I'm really focused around the virtual networking efforts. There are lots of really good groups to jump into. At the same time my role is a little different. We're giving time to local startup groups, and offering to help them and their clients (ie building through warm calls and referrals). I've found I'm really leveraging my current network, making sure I communicate with them and put something out that's valuable.
I don't know if that helps at all.
Establishing trust is a key to this method. If you're joining online groups/networking sites with sole goal of selling to them, things can turn sour quickly. Sometimes the members feel like you're taking advantage of them when you've been there a day and you're already in sales mode. Oftentimes they'll have rules about sales as well.
It takes more time, but becoming a contributing member of an online group will pay more longterm dividends.
This probably won't help in your business, but I had a realtor and mortgage broker come to my door on the weekend. In some ways I admired their moxie in getting out and pounding the pavement, but geez, is that really a good idea in the middle of a pandemic? I don't think it is an effective move at the best of times, but now it seems like it might be counter productive.
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This probably won't help in your business, but I had a realtor and mortgage broker come to my door on the weekend. In some ways I admired their moxie in getting out and pounding the pavement, but geez, is that really a good idea in the middle of a pandemic? I don't think it is an effective move at the best of times, but now it seems like it might be counter productive.
I hear you. Those arent services that most people are comfortable with from a 'Cold Call' perspective.
But hey....they gotta do something.
That being said I probably wouldnt open the door.
"Um. Hey. Was that the sound of a gun cocking that I heard?"
Maybe.
"Should I go?"
I would insist that it would be wise.
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This Post Has Been Distilled for the Eradication of Seemingly Incurable Sadness.
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Sales - Prospecting during a Pandemic
