EP Huddle #31
Salespeople are always looking for the right target list. We always want marketing to generate more high-quality leads for us, and we always want to be on the lookout for the right "timely" opportunity.
There are a variety of ways to generate quality leads. One very under-utilized strategy is to use Google Alerts to set-up automatic emails to come to your inbox highlighting potential sales leads that fit your target market. Here are a few examples of how we use Google Alerts at Engaged Prospect to get a list of prospects to target.
1. We are partnered with a service based company that sells to law firms, insurance companies, banks and human resource professionals. One of our most profitable services helps attorneys during large cases and class-action law suits, and also during the jury selection process before trial. To effectively target these specific types of cases, we have Google Alerts set-up to email us every time a new article is published about one of these specific cases. Every day an email is sent from Google (to an email folder in our Gmail account that bypasses the inbox). These emails announce class-action case filings, jury selection timelines, etc. We can then open the article and see who the attorneys are, and what firms they represent. There's our list of targets for these special projects.
2. Engaged Prospect helps small and midsize businesses develop, implement and execute their sales program. See our services. Our target market ranges from startups or small businesses that don't yet have a sales team (but need one) to midsize companies who have a sales department, but still need to grow or fix a fundamental flaw in their process. We use Google Alerts to send poignant articles about companies that are launching sales departments, startups that recently acquired funding, etc. This gives us unique positioning to approach our prospects with advanced information, in a very timely way that helps us generate conversations.
I've Googled "How to set-up Google Alerts". Here is the link for getting started. www.google.com/alerts
As a team:
What key categories in your industry should you follow? What key targets do you want to track and have notification if something major is announced, or changes? You can also set-up Google Alerts to specifically track people. Are there any key people in your industry that you should follow?
Discuss as a team how you can create Google Alerts to help generate emails to provide timely and specific updates on key targets.
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