You know when you have those forehead slapping moments? You know, the ones where you wish you could take back something you said, or worse, sent? We’ve all been there at some point in our careers.
I recently received a message, via LinkedIn. Here’s the problem. This individual sent this to me, because we are in a mutual group. I wouldn’t consider myself their target persona, even though we are in the same group. With a little research, you’d see what it is we do and quickly figure out, we wouldn’t be the right target for a telemarketing service.
Good day Jan,
I wanted to check in on you to see if you are currently considering outsourced lead generation & appointment setting services for business development.
Here at ______, we provide telemarketing solutions that are specialized for your industry. What we do is contact a list of your targeted prospects (based on your criteria). Then, we pre-qualify interested potential clients, and set them an appointment with you to close business deals.
Do you have a time this week for a quick chat to discuss further with our sales rep? Please let me know the best number & time to reach you.
Interested to hear your thoughts.
All the best,
I did in fact, share my thoughts with this individual. They’re trying to do a job they were charged with, and they’ve missed a key component: Research!
Utilizing a great tool like, LinkedIn, and networking groups, to send old school contact information to any and everyone, isn’t a good way to go.
Why? This business model is designed to target your persona’s, yes, but it’s still cold calling! We’ve talked about it before, Cold Calling is Dead!
This is truly a great time to be in sales and marketing.
We have so many tools at our disposal. Research should be your first priority. If this individual had done their homework, they would have passed me by. If they had asked to connect with me, I would probably have connected. If they then posted relevant information that addressed my pain points, I probably would have read it, shared it, or liked it. Then, the relationship begins...
The great thing about the tools we now have at our disposal is:
You can Prospect your Target Personas
Identify and connect with your target prospects aka personas
Share relevant information by Creating Marketing Information your Targets will Love!
Shorten your selling cycle by Prospecting your Inbound Leads
Sell more effectively and efficiently, Cold Calling is Dead
The problem is, you also run the risk of:
Spamming targets who are not your target
Sharing information with the wrong people
Damaging rather than managing your online reputation
Wasting time sending long emails to the wrong people focus on YOUR buyer persona
Providing great content for a blog about what not to do.
What’s your networking behavior like? What are your biggest challenges? What are your most successful strategies?
Jan Beery is President here at KBK Communications, where she leads her team as they help their clients manage inbound and outbound marketing strategies. Prior to founding KBK Communications, Jan spent 25+ years in the Healthcare field, on the Medical Manufacturing side. You can connect with Jan on Twitter, LinkedIn, and Google Plus, or read more of her posts on KBK Communications’ blog.