Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Your primary objective is to create enough familiarity that these cold prospects are more likely to engage. Each time you leave a voice mail, they hear your name and your company name and their familiarity with you increases. Each time you send an e-mail, they read your name and see your e-mail address, company name, and service brand, and their familiarity with you increases. When you connect with them on LinkedIn, familiarity increases. When you like, comment on, or share something they post on a social media channel, familiarity increases. When you meet them at an industry conference and put a face with a name, familiarity increases. The bottom line is, if you don't have a plan and you don't know your objectives, your prospecting blocks will be far less effective and you will waste time.