Posts

Like St. Patrick’s Day, Good Prospecting Gets You Out of Obscurity

You might be wondering, “St. Patrick’s Day? Obscurity?”

That’s hard to imagine but you’d be surprised how this globally known Irish holiday is actually the fruit of a long marketing and awareness effort.

Sure much of it was with the goal of forging a sort of cultural identity but it’s not that different from the business goal of getting a company’s brand out of obscurity. A good B2B prospecting strategy will play a key to getting more and more people to recognize you as a recognizable face in the market.

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When Lead Nurturing Has You Following Whole Careers

How many times have you heard of someone following someone else throughout their whole career? Whether its business leaders, celebrities, or even fictional characters, it can be surprising to know when you’ve just followed someone throughout a much extended portion of their life.

But guess what? You could already be doing that with your lead nurturing strategy.

“I don’t know who you are. I don’t know what you want. If you are looking for ransom, I can tell you I don’t have money. But what I do have are a very particular set of skills, skills I have acquired over a very long career.”

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Professional Prospecting VS Crazy Prospect Behavior

Maybe you’ve seen it in a few movies. Camera’s on some slick salesman heading to a penthouse building to meet the client that could change his career. The next thing you know, said client turns out to be one of those eccentric billionaires who lived in a regular apartment across the street and Mr. Slick got the address wrong.

Twists like that are far closer to reality than some think. Look at Warren Buffett preference for Coke and Dairy Queen or Pope Francis riding a bus instead of the papal limousine.

For those in the middle of prospecting for business, you need to be prepared for when a prospect behaves in ways you might find ‘crazy.’ (And maybe in the end, you might learn they’re not so crazy after all.)

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