When I started my business, I always looked for ways to stand out from the competition. I wanted to find a way to follow up with my clients that would get results. That’s when I came across the triple touch method. Here is everything you need about this technique.
What is “Triple Touch” in Sales?
The “triple touch” strategy involves reaching out to a prospect at least three times using different channels. Each contact should move the prospect further into the sales process.
As a sales rep, you know well that getting your prospect’s attention is no easy task. And you’re under a lot of pressure to close more deals and accelerate the sales cycle.
If you’re tired of wasting time on sales calls and not getting anywhere, try a simple three-step process. This will keep you focused and on track and will help you close more deals.
TOUCH #1. Use LinkedIn to grow your network
With over 722 million users, the social network for professionals, Linkedin, is a goldmine for your B2B lead generation. You can connect with professionals who need your service or product.
If the potential client seems a good fit for your product or service, you can connect with them.
TOUCH #2. Create a personalized email to warm up your prospect.
Your emails are the foundation of your sales process. Most of your communication will stem from these emails, and your follow-up will follow suit.
Personalize, keep it brief, and make it relevant to your prospect.
Here are some tips :
Your subject should grab attention. Even something as simple as ‘Hey [Prospect Name]’ can be enough to grab someone’s attention.
Now that you’ve earned your prospect’s “Open,” it’s time to get right to it. State why you’re reaching out to them, such as, “I wanted to reach out because…”
Start with a transition statement: “If you’re not familiar [with your company name], here’s how we can help:” Then use bullets in the body of the email to list your value proposition.?
What are the benefits your product provides? For each benefit, explain how it solves a specific problem for your prospects.
To wrap up the email, apply a slight pressure on your prospect. “[first name], based on your [job title], I thought it would be a good idea to get in touch.”
TOUCH #3. Follow up your email with a voice email or a call
From this contact point, your phone call should feel more personalized. Try to have a live conversation with them, but if you have to leave a voice mail, make sure you’re prepared.
You can now further your cause by reinforcing your earlier messages with a phone call.
Don’t just rely on your office phone. Call your lead on their mobile phone as well.
Try the triple touch method if you’re tired of wasting time on sales calls and not getting anywhere. This will keep you focused and on track and help you close more deals.
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
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