In our business we are constantly putting together plans; sales plans, call plans, recruiting plans, marketing plans. Recently we initiated a huge marketing campaign complete with timelines, brochures and touch points. Now all we required was a list from our sales team of their top 20 prospects. Easy enough, the lists are compiled and released to marketing!
But one questions jumped out to me; “Do our top prospects know that they are our top prospect? Campaigns are great, they get the company name out into the market place (and ours appears to be a top notch campaign). However, when the client receives our campaign over the next several months, will they already know that they were/are on our radar?
Here are few suggestions:
1. If you don't have one already, develop a list the top prospects in your area.
2. Reach out through the multitude of vehicles (social networks, email, here's one -- the phone) and let prospects know that your goal is to do business with them (one day, even if not today)
3. Involve yourself in activities, functions and events that your prospects attend. Recently I had an executive level person from a major organization comment “you are everywhere I am" -- Yes, yes I am!!
4. Be real! Don't "just go" to events or call about "your current needs", be someone who wants to learn their business.
5. Finally, be more than their sales person or recruiter. Be a wealth of information about their business or industry (and about ours). Connect them with other clients that may have similar interests (business or personal). Be the person they turn to with questions, not just needs!
I wish everyone much success today and everyday! Make sure your top prospects know they are on your radar!