How to become more effective at prospecting for new business.

Updated: Nov 21

One of the biggest problems our clients face today is the extremely low number of face to face meetings their sales people are able to get with new business prospects.


Of all the changes we've experienced this year, this may be the "new problem" we have that doesn't "go away" when we finally get the spread of COVID-19 under control.


The reality is, most of your target market is still buying the products and services you offer but they're doing so with companies they already know, like, and trust.


Don't believe me? Look at the sales performance of your tenured salespeople who have established client relationships compared with those recently on-boarded and trying to gain traction.


So how are you going to make the necessary pivot and get your "outside salespeople" engaging on a regular basis with ideal future clients?


The answer is closer than you think.


You need to get your salespeople where their prospects eyes & ears are and quickly engaged with proven marketing strategies that work to help your clients know, like, and trust your company's brand.


If you're starting to agree with what I'm saying, you may have this question:


"Just how do I do this Frank? No one in our company has this competency to show them how"


Like any new initiative, let's start with 3 small steps you can take today.


  1. Ask your team their opinions where they can "meet" their prospect if it's not face to face?

  2. Confirm agreement & gain buy-in that this initiative makes sense for engaging with your target market & why this is important to their future success.

  3. Get the team to begin identifying 90-day priorities that need to be acted on immediately based on where your team is today.

For some of you, this may be building on existing momentum you've created with digital marketing & social selling initiatives and for others, it may be just the "jumpstart" you need.


If you're just getting started, here are 3 things you can do right now that will put you in a much better place than you are today:


  1. Hold a team sales meeting to get clarity on who you your ideal future customers are and the problems or questions they commonly have - that your company can solve or address.

  2. Now that you have these identified, become intentional about helping your customers find answers to these. Share these helpful answers in areas that your customers & prospects can find them: Your website, blog posts, social media, emails, etc.

  3. Develop an initiative that gets your sales team to actively connect with your target market on the social media platforms that your current & future customers are on. (for us, it's primarily LinkedIn.)


Do you want to learn more about how to make this critical digital sales & marketing pivot with your team?


Collect details on our program: "Digital Sales Transformation" and learn how we're helping our clients achieve 37% growth within 12 months by implementing these strategies and more.



Frank Niekamp is a High Performance Sales Coach with SalesStar and an accomplished B2B sales producer & leader. Frank's vision is that top performing sales people all accomplish 3 things before they achieve successful sales outcomes: They get their prospects to know, like, and trust them.


p.s. If this is something you would like to have a conversation about & you're open to share your top priorities for future success with us, book a complimentary 30 minute strategy session with Frank here. Book Meeting.






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