Is there a disconnect today between traditional methods of prospecting and current technology? I think so.
Often we get to sit down with sales reps and ask them about their days and weeks. More importantly we get to figure how they are spending their time. I am always intrigued by what the successful account executives are doing to drum up new business and maintain relationships with their existing clients. In my prior life as a Commercial Real Estate broker we were trained from day 1 to smile and dial. We were given a pretty predictable formula and those that stuck with the formula were pretty successful. As one of the older brokers told me early on, "The only thing between you and financial freedom is your telephone," and believe it or not he was correct.
Does this concept still hold true today? To a certain extent. With newer technology the game of sales prospecting has changed. However I feel like some of the basics have been abandoned to take the past of least resistance. Today,reps feel most comfortable sending emails because it allows them to avoid awkward conversations and face to face rejection. I am still a firm believer that people do business with people and if you have not spoken to a person then most email correspondence will only go so far.
Why are people scared of the phones? My guess would be there is typically little thought process or strategy put into their calls. When charged with making calls they typically just randomly call contacts in the database. However if the Sales Rep would leverage the data from a CRM like LaunchPad they can make more calculated sales calls. If you select a small subgroup of people to pitch and do so at one time, not only will your pitch get better but you will get better at overcoming the objections of that specific target group. If you layer this phone call approach with your existing emails you will stand out from the rest of the Account Executives simply hiding behind their keyboards. When your email hits the inbox of a prospects they will remember your short introduction call or even your name from a voicemail. Email is not always the best way to introduce yourself if you are asking someone to spend $10K+ with you a year. You must build trust and rapport.
If you are more interested in learning how to leverage the tools within LaunchPad to create this two pronged sales approach please reach out to your LaunchPad representative or request a demo.