Marco Rosmarini, COO & Co-Founder of Crono, a few months ago started writing a LinkedIn column called “Weekly Prospecting Tip“, to give advice to SDRs, Sales Reps, Startups and Companies on Prospecting in the B2B market.
In a very short time, this column has become a constant appointment for thousands of people, who read and re-share Marco’s posts every Thursday.
On this blog we have selected the 5 best “Weekly Prospecting Tips” for you. Here they are!
Here the 5 Best Prospecting Tips by Marco Rosmarini:
1) Give it time! Setting up a meeting should be the objective of a well-thought process and not the objective of every touchpoint.
- First 1-2 touchpoints are meant to build trust and show you understand your prospects’ challenges
- 1-2 touchpoints explain more how you solve a problem and the value of your solution
- Final touchpoints are the most important ones to convert into a meeting
2) Cold emails are hard but not impossible! Here’s a few tips:
- brevity wins, no one likes to read an essay
- subject lines determines if your email will be read or not
- relevancy helps you receive an answer
- providing value will get you the meeting
3) Cold calling is coming back, so it’s time to pick up the phones!
Here’s my tip on cold calling: don’t enter the call thinking you are selling something, you’re not. You are helping out someone with a problem! Make them see that!
4) Outbound is getting harder and harder and relevance is now mandatory.
Relevance differs a lot from personalization because it’s connected to your product.
- Personalization is: “Hi Marco, I saw you like tennis. What a match yesterday right?”
This would catch my attention but it would not relate to my needs and I would not reply
- Relevance is: “Hi Marco, being a COO in a growing start-up, it must be hard to juggle among several tasks. Do you think a task management tool could help you track your activities and progress?
This speaks directly to my daily challenges and offers a solution.
See the difference? How relevant are your current outbound messages?
5) Don’t ever give up! Most times it takes several touchpoints (7/8) to set up a meeting. If you stop at 3/4 attempts then you are leaving 80% of potential opportunities on the table