Channel Coach: Improve Your Prospects

Next on your list is to have the right tools for the job. The ’49ers didn’t have the kinds of tools we have available today but they brought the best tools they could find to the task and they had different tools for each stage of prospecting. Similarly, you would benefit from customizing your collateral materials to fit the markets you are prospecting. There is no need to overspend in this area, but choose the best materials you can afford to present your company and your solution in the best light possible. Each piece needs to convey a clear and concise value proposition for the target market. For example, your value proposition for law firms may sound something like this: “Several of our law firm clients are using our system to improve their billing accuracy, increase customer satisfaction and increase revenue.” Similarly, your materials should highlight this benefit.

Following these tips will go a long way to finding the gold in your prospecting efforts. Here’s to hoping your efforts really “pan out.”

Bill Taylor is president of Corporate Ladders, a management, sales and business development consulting and coaching firm specializing in technology, telecom, Internet, health care and financial services companies.

Got Questions?

Ask the Channel Coach. Send your questions to wbtaylor@corporateladders.com. Please include your name, city, state and a phone number where you can be reached. First names and locations only will be published.

Hear the Channel Coach share lead-generation tips in the session, Full Funnels: Strategies for Healthy Lead Generation, at the Channel Partners Conference & Expo in Boston, Aug. 18-20.