What’s Your Preferred Method?

by Paul Castain on May 29, 2012

I’m sure you’ll agree that there are many ways to hunt for new business.

Some prefer to pick up a phone and call someone “cold”

Some prefer email, snail mail or even overnighting things.

Others prefer networking and/or social networking.

Some are all about creative approaches and others work only by referral.

Some prefer seminars, webinars, lunch and learns or just giving a good old fashioned speech somewhere . . . where their prospects go.

Your turn . . . What’s your preferred method of hunting new business?

Tomorrow I will share something that might shock you!

Have you checked out my webinar How To Bring In More Business? You can find out more  by clicking here

  • Anonymous

    Surely everyone’s prefered method is the same – it is when the customer contacts you.

  • Dbjorgensen

    I pick a target market and do on-line searches for users in my territory. I also mine the connections of my LinkedIn connections for contacts. 

  • http://yoursalesplaybook.com paulcastain

    How could I argue with that one Peter . . . Well stated :)

    Thank you for stopping by!

  • http://yoursalesplaybook.com paulcastain

    Now there’s an under utilized Linkedin approach!

    Thank you for sharing your thoughts!

  • http://twitter.com/accuchris Chris Daniels

    I have to agree with Peter J42 but I like to give it a little help with some cross media marketing techniques. Start with a good list of targets. You can buy them or compile from research (I do both for my efforts) then design a campaign of multiple touches like:
    1. Direct mail piece
    2. Web response form
    3. Emails
    4. Phone
    The key is to touch them as many times as possible across multiple media. Build familiarity while always giving them a way to respond to you.
    While these techniques are newer what makes this work well is the basics:
    1. A good list
    2. A relevant and compelling offer or reason to respond
    3. Multiple touches
    When preplanned well and worked as a process this can be a very effective way to hunt for new business. The bulk of my meetings this week are the result of this.

  • Chris Ryan

    Paul, my preferred method is to communicate valuable information through social media, keeping in touch with an ever expanding universe of potential prospects in a non-sales manner.  When a company is ready to engage our B2B marketing services, it is often an easy decision because they already know who we are and how we can benefit their company. In a nutshell, we are enthusiastic proponents and practitioners of ”pull marketing”.

    Chris ryan  

  • http://twitter.com/umf97 Michael Thompson

    Paul, I’m a big proponent of networking/referrals to build my connections to potential clients.  I focus on listening to an individuals needs and trying to add valuable information that can assist them with there stated goal.  This could be outside my area of expertise.

    I’m also a fan of ‘targeted’ cold calling, using contact databases and tools to understand a focus audience that has a likely need and is connected to my company or me in some way.  This could be a direct connection or a company that has a competitor that is a client to my company.

  • KDuvall

    Much of my current business has been with me for nearly 10 years.  I have asked for referrals over the years and have been successful with those as well.  With more prospects wearing multiple “hats”, I have tried to shift my focus to more social media contacts and sending targeted promo pieces.  Based on the mixed reply, I will add some old-school cold caling in too!

  • http://twitter.com/tonihogan tonihogan

    My preferred method of hunting business is any thing that gets
    me face to face with my target.  Unfortunately
    prospects have their preferred method of being reached, so I do it all, even
    when I do not like it.   

  • http://www.linkedin.com/in/chasperry2thewisevisionary7 Thewisevisionary7

    Greetings All, This is an Excellent Topic. Thank You, Paul and Kristi.

    I agree with all the answers made…Since the current market atmosphere is extremely crowded and highly competitive. I prefer using all the above methods and approaches.

    Even though I make calls, I still reinforce the value of my calls with value added, concise, high impact emails…

    Now, there are some C-Levels like a COO or CIO who prefer to recieve regular mail after the initial call….And I accomodate them.

    I especially believe in effectively using Networking and Social Media in order to maximize and optimize the reach and impact of my message.

    My motto is: “You are either Networking or Not Working”  

    I also believe in using seminars, webinars, lunch & learns and referrals.

    The only thing that I do different is, I never make Cold Calls…I ONLY make Warm Calls:

    A Cold Call: is calling to gather intel in order Whom-The Decision maker is…What the company does and Where do they do what they do.  The problem is NO C-Level or Business Owner has the Time nor the Desire to just give all that Intel.

    And then there is always “THE GATEKEEPER” guarding the Decision Maker like “CERBERUS”

    A Warm Call is: Being Progessively, Properly and Proactively Prepared for the call before the call. ( I say, Gather the Intel, while Thee May) Between the internet and a companies website, their is an abundance of active, up to date intel online.

    My Physics teacher, Dr. Frank Niesling, taught me that everything in some way is an Equation and once you under the parameters of that equation, all you need do is plug in all the necessary components in order to get the solution to the equation.

    Therefore on my Warm Calls, I ALREADY know the names and titles of whom I am calling…even Their Gatekeepers Name and some possible projects and objectives that they are looking at.

    The real objective of a call is to: Introduce yourself, create some rapport, deliever a strategically concise high value-impact statement in order to garner interest and then schedule a formal call…webniar or a face2face.

    So, as I stated I utilize all the methods and approaches above…I may not always have to use all that is in my arsenal, but I was taught on PARRIS ISLAND that is always OUTSTANDING to know that THEY are there!

    Have a Highly Productive and Prosperous Day

  • Rockaway26

    What’s amazing is how much additional business I pick up that lies outside the traditional business box. Being able to identify product within my portfolio that crosses over into other industries and pursuing those accounts, in the past, has accounted for over 20% of my written business. What I found was that this business was easily maintained when once successfully solicited.

  • http://twitter.com/MZazeela Marc Zazeela

    I have nothing to add. Toni said everything I would have.

    Guess that leaves me speechless?

    I really have no preferences. Whatever works in a given situation is they way I prefer. I try not to limit myself by setting artificial boundaries (rules) that might inhibit certain behaviors.

  • http://yoursalesplaybook.com paulcastain

    I like it Marc . . . Thanks for stopping by. Its always appreciated!

  • http://yoursalesplaybook.com paulcastain

    Wow . . . lots of awesome nuggets!

    Thank you so much!

  • http://yoursalesplaybook.com paulcastain

    AMEN Toni . . . well said!

  • http://yoursalesplaybook.com paulcastain

    Sounds like it would only make a good thing better!

    Thank you for sharing your thoughts!

  • http://yoursalesplaybook.com paulcastain

    Thanks Michael!

  • http://yoursalesplaybook.com paulcastain

    I’ve had the same experience Chris and its worked really well for me.

    Thanks!

  • http://yoursalesplaybook.com paulcastain

    I loved every bit of what you shared Chris, particularly ”
     Build familiarity while always giving them a way to respond to you.”

    Thank you for taking the time to weigh in with your thoughts!

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