Everywhere you look these days, experts are proclaiming that people are 60 percent — or more — of the way through their decision process before they contact you or your company.
In short, they’ve been online, studying their problem or looking for better ways to achieve their objectives. And, they’ve checked out some options.
Then finally, they raise their hand and say, “I’m interested.” On the positive side, they’re impressed with what they see about your product and services — and want to know more.
But on the negative side, most of us never get contacted.
It’s time to stop waiting
So we can either piss-and-moan about it — or we can get off our butts and initiate contact with targeted prospects.
When I say targeted prospects, I mean focusing on companies and individuals who could have the high likelihood of doing business with you. Then, it’s about making smart contact, based on research, with highly relevant messaging focused on what matters to these people.
Here’s what I stand for: I believe it’s absolutely essential for salespeople to initiate contact before their prospects are searching. This sales growth strategy has huge paybacks.