From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
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Accelerating versus decelerating your touchpoints
From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
Accelerating versus decelerating your touchpoints
- If you've ever participated in a fitness class or trained at a gym, you'll know that warming up is essential to a good workout. By slowly accelerating our intensity, we warm up our heart, our lungs, our joints, and we prepare our minds for what is to come. Prospecting is no different. When reaching out to prospects, we need to warm them up to what we have to offer, slowly preparing them for what's to come. This is referred to as accelerating our touch points, which is the most effective way to gain awareness and attention of our prospects. Unfortunately, many sales professionals tend to decelerate their touch points. Rather than building awareness over time, they come out of the gate with everything they've got only to slowly taper off their outreach over time. For example, when I recently reached out to inquire about purchasing some patio furniture, the sales professional, clearly excited about my inquiry, responded as…
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