The benefits of social proximity selling

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction.
In this post I am going to talk about how to greatly increase your prospecting odds without an introduction. This approach is all about “social proximity” as Jamie Shanks calls it.
Consider this data
Here’s why you should consider adding this “social proximity” approach to your prospecting efforts:
In it’s 2014 research report, How to Make Your Number, Sales Benchmark Index found you are “4.2 x more likely to get an appointment if there is a personal connection with a buyer”In my experience success rates in getting intros using this approach vary from approximately 1 in 2 to 1 in 5, vs 1 in 100 or 1 in 330 for cold calling.
Birds of a feather
Using the “social proximity” approach I am describing here is a direct approach. There is