Stay proactive in your outreach and communication with prospects from "summary" of Selling to Big Companies by Jill Konrath
To succeed in selling to big companies, you need to be proactive in your outreach and communication with prospects. This means taking the initiative to reach out to potential clients, rather than waiting for them to come to you. By being proactive, you can demonstrate your value and expertise to prospects, and position yourself as a trusted advisor. Proactivity also involves staying ahead of the curve when it comes to understanding your prospects' needs and challenges. This means doing your homework and researching your prospects thoroughly before reaching out to them. By taking the time to understand their business and industry, you can tailor your messaging and value proposition to resonate with their specific needs. In addition to being proactive in your outreach, it's important to be proactive in your communication with prospects. This means following up consistently and persistently, even if you don't hear back right away. By staying top of mind with your prospects, you can increase your chances of closing the deal. Proactivity also involves being responsive to your prospects' needs and concerns. This means listening actively to their feedback and addressing any questions or objections they may have in a timely manner. By demonstrating that you are attentive to their needs, you can build trust and credibility with your prospects.- Staying proactive in your outreach and communication with prospects is essential to succeeding in selling to big companies. By taking the initiative to reach out, staying ahead of the curve in understanding your prospects' needs, and being responsive to their concerns, you can position yourself as a trusted advisor and increase your chances of closing the deal.
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