A Sales Prospecting Technique That Will Blow Away the Competition

Do you want a sure-fire way to set yourself apart from the competition while prospecting?

Use a link to a news story from a website.

“What?” you may be asking. “How do I do that and does it work?”  You bet it does. I use it all the time in my own business.

Here’s how:

Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.  I wrote about this a couple of weeks ago and I got several notes back from people asking me to explain more about how I use it.

Here’s an example:  Below is a link to an article I ran across on-line, the article talks about the trucking industry and how they’re seeing the economy pick up.

http://www.bloomberg.com/news/2012-06-14/truckers-as-leading-indicator-show-stable-u-s-economic-growth.html

I took the link and put it in an email to several people I know in the transportation business.   That’s a very natural way to use it, but it doesn’t end there.

Because the article also talks about the economy in general, I saw it as a link I could forward to a couple of other people who had recently said they saw their business declining because of the economy.

In each case, the opportunity to email the link gave me a chance to be seen as somebody other than a salesperson.  In that moment, I was seen as someone who cares about their business, which I do!

Does it work?  You bet it does. Everyone with whom I’ve shared this technique has found success using it.  The reason it works is simple. It shows you care.

As I said in a previous post, an ideal time to use this email prospecting strategy is on Sunday night. If prospecting is a key part of your business, then I would suggest you do it every day.  The entire process takes less than 15 minutes to send out 3 or 4 emails.

A key pointer about this technique to remember is that you need to keep track of what you send people.  It would look foolish to mistakenly send the same link to the same person more than once.

It’s not always possible to find a link suitable on a regular basis for every good prospect with whom you are trying to connect.  You have to make sure you use this approach along with other techniques to make sure you’re reaching all of your prospects on a regular basis.

If you like this idea, then I suggest you grab my Sales Prospecting Program. The program is full of one idea after another you can use right now to increase your sales.

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.