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Sales is all about building trust. And building trust is all about listening to the needs and interests of your target audience. Instead of asking for favors, feedback, referrals, leads, or time to do your presentation, ask what you can do for them.
We know you’ve heard this hundreds of times before: it’s not about you, it’s about helping them and providing your audience with value, but here’s a reminder on what not to do:
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– Don’t forget to do your research on a particular person, company, or website before contacting them. Prove you’ve done your homework.
– Don’t forget to start with a warm opening (i.e. something that makes the prospect feel good or mentioning a mutual connection).
– Don’t forget to bring value to the table. Detail your expertise and credibility.
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As sales expert Jill Konrath, and author of SNAP Selling, details in her blog about her latest ping-pong game: it is about controlling your emotions in order to see how you can help.
How can you make a difference to better the life of your prospects and potential clients?
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If prospects think you are only out for yourself, then they will not trust doing business with you. People do not want to work with self-serving salespeople, passionate entrepreneurs, process-obsessed consultants, sellers who don’t invest time researching their organization’s needs or challenges, or rookies who don’t know anything. In your online marketing, such as your website, blogs, and social media, it’s important to note this these points above.
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Tip: Know that people won’t care about your product or service, until they know how much you care about them. So, make sure you deliver a message that you care in your marketing efforts.
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For more information on how to send prospecting emails, click here, for a great resource from HubSpot. HubSpot is an inbound marketing and sales platform that helps companies attract visitors, convert leads, and close customers. COGO Interactive is also a HubSpot partner.
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What are your best tips for getting leads through emails or online marketing? Let us know with a comment below.
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If you found this article interesting, be sure to let us know or share it with your network. If you are looking for social media marketing tips and insights, we are here to help. Follow @cogomojo on Twitter and the COGO Interactive Company Page on LinkedIn for more tips and resources. Thank you for reading! Your support is very much appreciated.
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This post was written by staff writers at COGO Interactive.
