How do you adapt your prospecting approach to your prospects?
You’ve got the basic contact information of a prospect…now what? Sure, you could shoot them off an email that you’ve sent to dozens of other prospects that week, or maybe you could give them a quick phone call to see if they’ve got time to chat. Both are great ways to check off the ‘initial contact’ box in your sales process, but neither option is likely to lead to a purposeful conversation or better yet, a sale.
What should you do, you ask? Make your contact count by using the Trifecta Factor – 3 factors to take into consideration when adapting to your prospect!
1. Their Decision Making & Influencing Role
The first thing to consider when communicating with a prospect is their role. Are they the Final Authority, in a position to make purchasing decisions? Perhaps they’re the Advisor and give input and