“I definitely have a different approach to prospecting than most and I think it’s because, I, as a salesperson, I embody the inbound methodology.” – Jen Spencer in today’s Tip 100
What is your approach to prospecting and networking?
Join the conversation below and learn more about Jen.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jen Spencer. Jen is the Vice President of Sales and Marketing for SmartBug Media™, an Intelligent Inbound™ marketing agency of experts in digital strategy, design, PR, and marketing automation. Jen is also the host of SmartBug on Tap, a weekly podcast delivering tactical advice on demand generation and digital strategy. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to a great partnership. Here she is with today’s tip.
Jen Spencer: I definitely have a different approach to prospecting than most and I think it’s because, I, as a salesperson, I embody the inbound methodology. So I believe in building a network of really smart, engaging industry peers and I believe in putting into that relationship far more than you expect to get out of it. So I believe in understanding who those people are, really getting to know them and their business, getting to know them personally and looking for ways that you can help. And when I say help, I mean really help them, go above and beyond and do things for free for them that you might otherwise, you know, be paying for, you know, in whatever way that you can. Make sure that what you’re doing is backed by your own thought leadership. So if someone’s coming to you for advice in a particular area and you’re giving that advice and you’re providing that kind of guidance to them, make sure there’s also blog content that’s penned by you about that topic or that there are interviews with you on different podcasts or there are webinars. That will be some very supportive in solidifying you as being an expert in that particular space. And what you’ll find is that those people who you’ve invested in and you’ve helped, and at this point frankly you become friends with them. Those people will direct business to you because as they find other people within their circle that needs a resource, that resource that you can provide through immediately going to think of you because about how hopefully you’ve been and how much social proof is out there that supports that decision.
Scott Ingram: You can learn more about Jen, her podcast and visit her smart bug blog where you can see examples of exactly what she’s talking about. Then come back tomorrow for a clip from a brand new sales success stories episode featuring Dale Carnegie’s most consistent top seller globally. Thanks for listening.