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, I think every time this happens, for letting so much time slip away and not calling.
Legacy sales people 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 filters 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 to retracing your steps and reconnecting. That’s one less excuse you can use.
Get searching!
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- 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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