As always you can listen by watching this video or read the transcript below...
Start by finding companies that match the Ideal customer profile. Then it’s important to find the right people in those companies. For cold prospecting it’s important to connect with decision makers. For inbound leads, any contact is good as junior people often conduct research for those higher up.
Communicating in the right way and with the right content builds confidence that you are an industry leader and have the knowledge and skill to deliver. It sets you apart from your competitors who are still selling the same way they did 20 years ago.
It takes experience, time, and the right tools to know the messages that will nurture and start a conversation.
In this example it was this message that got a reply...
With a snippet of information about a high profile project that was perfect for BTB Exhausts...
Having seen there’s an active project that BTB Exhausts can definitely support, the conversation moved to an Exploratory call to find out more about the project and to see how BTB can help. Then an NDA is exchanged so that confidential details of the project can be shared...
Any questions???