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| SALES HINTS... |
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In the past, you’ve read that (a) you have an 85.0% chance of winning an RFP if you’re first into the opportunity, and (b) the number one problem for most salespeople is that they spend too much time on unqualified leads. On the face of it, the two statements seem like separate issues, but what if you could address both of them at once? In other words, what if you could concentrate your prospecting efforts on only those companies with a high propensity to buy and you could be first into RFP opportunities? That’s the idea behind trigger technology – technology that uses the Internet for trigger events that signal an organisation’s likelihood to need your product or service. Here’s what you can do… Use the Google or Microsoft early warning searches on your email and set some specific parametres that would trigger a warning that something is happening in a potential market area. For instance, say you sell commercial security services and your ideal target is a new construction project of a certain size. By setting those parameters in the Google / Microsoft notification system you’ll receive emails or warnings with lists of that day’s trigger events with the details and contacts. These opportunities can be delivered within 20 minutes of an article or event posting. Imagine calling a prospect 20 minutes after a small newswire posting about their plans to build a warehouse and asking about their security plans for that building. Think they’d be impressed at how current your knowledge is? You bet. And if you approach the sale right, you can jump in at the outset to play an advisory role in all their security matters, which in turn will give you that 85.0% chance of winning the RFP. The bottom line is that trigger technology is all about two things – giving salespeople current, qualified leads on which to spend time, and getting them into those opportunities first. The concept of using triggers is nothing new; top salespeople have long combed reports and news items for leads. But the process can be time-consuming, not to mention there’s simply a physical limit on the amount of information you can read. That’s why a growing number of companies are letting technology do the work for them. It’s faster, it’s more comprehensive, and it frees you up do what you do best – sell! |
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