Prospecting for Legacy Reps
Every once in a while, I will reconnect with someone from way back when. I'll get an email or a phone call and the memories will flow. Shame on me, every time this happens, for letting so much time slip by and not calling.
Legacy salespeople are not known for their new business prowess. They/we write up orders that fall in our lap. We have other things to do. We have a client base to serve.
And we also have a lot of former contacts we’ve lost touch with; contacts who are likely still in positions where they make vendor decisions.
Fortunately, we also have LinkedIn, and a LinkedIn profile includes a list of former employers.
Prospecting for legacy sales reps, then, could be as simple as doing a search and using the name of old companies. By adjusting the filter to show “Past Company” results, we can track those long-lost clients and drop them a line.
The easiest sale to make is to someone who already knows you. You now have a way of retracing your steps and reconnecting. That’s one less excuse you can use.
Get searching!
Solved at SalesVault.pro:
- How to add a sales rep
- I hate selling…but I need to grow
- Selling thru LinkedIn
- Crazy-busy selling
- Landing Big Fish
- Getting your price
- Beating voicemail
- Finding great leads
- Selling to that hybrid worker
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
