Insights from the field of Selling
The fourth and final step to new business now is engagement. Whether it's your initial outreach or your first meeting, all of your work in client type targeting, segmentation and messaging comes into play. You don't know everything about the prospect at this point but you know enough to form a hypothesis. This hypothesis drives your outreach and your ultimate connection. For actual appointments, remember it's your time too. You did your homework - now go have a great meeting:
Email - leverage the subject line and no more than 5 lines (think small smarphone!)
Text - only if given permission
LinkedIn InMail - great option. Err on the side of deference and respect. Operate slowly.
Social media - it's a giving game so have something to share that triangulates back to your client type.
Phone: no one picks up the phone right? But they do listen to their messages. Use it as a strategic touch in setting your appointments. Here's more from Bill Walton on ENGAGEMENT:
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.