“Think about how you’re maximizing your networking groups to develop warmer relationships.” – Lisa Scotto Pommerening in today’s Tip 1645
How do you make a good outreach?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Lisa Scotto Pommerening. Lisa has enjoyed incredible opportunities, from the Happiest Place on Earth to a global performing arts center, Broadway, and even Davos. Throughout her career, she has led sales strategy, identified new revenue streams, and designed partnership strategies that build audiences, boost brand awareness, and drive growth for blue-chip organizations. Here she is:
Lisa Scotto Pommerening: This tip is focused on outreach. I love sharing with clients that adding 1-2 hours per week onto your calendar for outbound prospecting really changes the game. In this calendar invite, you can add links to interesting articles, information about your industry, names of the people you want to connect with, as well as connect to each other. Adding this to the invite allows you to really maximize the time that you’re devoting to prospecting.
I also like adding it as a recurring meeting. And then if my schedule changes that week, I can always move that calendar invite. But oftentimes what happens if people are relying heavily on prospecting, and they’re not blocking the time I’m off, Friday afternoon comes, no prospecting has gotten done, and another week has ended without that strong sales discipline being implemented. So adding it to your calendar and really ensuring that the time is sacred can help with the discipline of selling and prospecting.
I also like to set up Google alerts and doing research through LinkedIn. I even once got a sales meeting through a job posting that was relevant to the product and service that I was selling. So job posts can even be a great source of information about the organization where they’re headed, who they’re hiring. All of that becomes data for you to use from a prospecting and outreach scenario.
I also like to add a reminder on the calendar to reach out to the same prospects every 4-6 weeks, especially if they haven’t ended up in your funnel and ended up responding. That’s another great tip to use in your calendar invites. Then a pro tip around outreach is to really think about how you’re maximizing your networking groups to develop warmer relationships. LinkedIn Navigator is great, but there are Facebook groups, there are sinks for professionals in certain industries. There is organizations like Chief, as well as industry organizations that now have Slack channels and apps that really you can leverage from an outbound perspective.
So challenge you to think about what networking groups are you a part of and how are you leveraging that to warm up potential prospects for your product. Thanks so much for listening. Please do check out my website, LMS Growth Consulting, or connect with me on LinkedIn, Lisa Scotto Pommerening of LMS Growth Consulting. Thank you.
Scott Ingram: For those links, just click over to DailySales.Tips/1645. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!