Staying Above the Noise with Your Prospects | Sales Strategies

A few weeks ago, I ran a Facebook Live video and we talked specifically about tactics and strategies to sell in a crowded marketplace. One strategy that came up that was so important to anyone who was watching was the concept of frequency and reach.

[bctt tweet=”There are two reasons why frequency and reach are so important.” username=”EngageColleen”]

Frequency and reach helps you get heard above the noise, as my friend Linda Popky puts it, and it helps you make sure that you stay above all the chatter, the noise, the advertising, and everything else that the competition is doing as you’re more frequently in front of the prospect.

Increasing reach means you’re reaching out to a broader set of buyers inside the sales cycle, but you’re also using multiple people inside your company to reach all of those different buyers. That’s important on the prospecting side of your business because it’s going to help you create more opportunities that you can close. The added benefit to this is that this is a client protection strategy. In other words, you’re going to keep more customers.

One of the key strategies that’ll help you be successful in a crowded market is that you have to hang onto an extraordinarily high amount of customers so that you’re not constantly having to rebuild your business. Don’t forget that. In a crowded marketplace, your customers are under constant bombardment from your competition, trying to steal them away. If you can hang onto an above average number of customers, then you can grow more quickly.

Frequency and reach is both a strategy that you can use to grow your marketplace and protect your marketplace in a crowded market.

What are you doing to “stay above the noise” with your prospects?