In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.
Key Takeaways:
– Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects.
– Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately.
– Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach.
– Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach.
– The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities.
– Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson.
– Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively.
– Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time.
– Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions.
https://www.youtube.com/watch?v=rzhdC4YwflA
The Power of Multiple Touchpoints
When it comes to prospecting, repetition, and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement.
Using Text Messaging Effectively
Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive.
Video Messaging for a Human Touch
Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting.
Expanding Communication Channels
Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small,
