The DriveSales™ | How by reading ₹5 newspaper daily can get you real qualified leads!
Yes, no rocket or integrated marketing can get you this much ROI as much as reading ₹5 can give you monthly!
I think, one of the best habits I inherited by being born in the 90s is reading the newspaper, compared to present generation, we didn’t have much digital content available for consumption, if you were part of the curious bunch to know news, it was either TV or newspaper where one can rely on. Anyways, I still feel blessed to continue the reading habit less digital more with physical hard copies. Though I am writing this one for digital, LOL!
I won’t bore you by giving you 101 benefits of reading but if you do google search, you will find all successful or failure personalities have one thing in common, that is READING! But you don’t particularly have to follow what they did, being a real salesman, you don’t mind the source as long as it’s ethical and real qualified leads.
Cutting the story short, being a salesperson, I usually start my day with reading the newspaper and making notes of the vital points which become part of my daily action list, these lists are nothing but a name of prospects I get from the newspaper. And I am not exaggerating but in the last financial year, 6–7 million (INR) sales came from the prospect we identified from the newspaper. In brief, this is what I did, I came across news where an Indian philanthropist wanted to revolutionize the Indian education by making the curriculum content digitally available and his social enterprise has approved grant ready from biggest Non-profits of the world. Using our sales brain, we quickly went to their website and realized that they have invited content agency one like us to help them build digital content. I was overwhelmed. Following the process, we did get selected and now, we are one of their preferred content agencies and they are part of the premium clientele.
Moral of the story? Yes, please navigate the below-mentioned points.
1) If you have access to non-business newspaper, go to the business page, read in general and anticipate if you can use any news for your sales, for example, if you come across a post of startups raising some amount, add them to your LinkedIn connections and send them personalized congratulations email, if you get a response reply back with your company offerings and sample.
2) If you have access to a business newspaper, that is even great, make sure you go through all the pages and make a note of the vital points such as.
Noting the list of companies/startups raising the investment, send the LinkedIn request followed by personalized congratulations email to their founders.
Having raised the amount, they will plan to invest in marketing, sales, product development, launch, operations, etc, hence make your pitch as per your offerings.
Keep a keen eye on company launching product or going through trouble, you might have services related to risk management, banking, loan, cyber-security, etc — you can proactively work and make a soft pitch as a solution provider.
As a salesperson, you will have to articulate the information for your own how you do you it, it depends, upon, I have given you an example of how we did it.
So please go ahead, get today’s newspaper right away!
Now, as a real SALESPERSON! We can do three things from here.
1) Ignoring the opportunity and blaming the situation for revenue loss.
2) Taking important notes and going back to revisit your sales strategy with the growth mindset.
3) Reaching out to us if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like a Ben Friedman quote, “Prospecting — find the man with the problem.”