Old-school prospecting methods are making a comeback, and in this episode, I'm going to share three unconventional ones that you can take advantage of. Oh yeah, don't forget to check out my LinkedIn prospecting course at the bottom.

Why Are These Prospecting Methods Coming Back?

·  These techniques are returning due to the world of AI. People want to connect, and it's getting harder to do that through technology alone. 

·  Also, don't think methods like cold calling and email are dead. Instead, these methods are becoming the preferred ways to build trust and find a trusted source.

1. Industry Events

·  One thing I've noticed about Reddit is that people love to connect with like-minded individuals to learn more about their industry. 

·  Just about every industry has trade shows, which are ideal places for you to connect with trusted sources. 

·  However, the key thing to remember is that you must become an insider of the trade show—not just a random attendee—to establish yourself as a trusted source.

2. Referrals

·  I've said this over and over again: referrals work. People love to introduce others to each other; it gives them a sense of importance. 

·  It also helps establish trust and increase client acquisition.

3. Channel Partners

·  This method isn't as hard as you might think. The same amount of energy you spend finding one prospect, you can spend finding a channel partner. These are partners who have access to many prospects that you can work with.

"9 out of 10 prospects like to give referrals, and only 11 percent of sellers ask for them. Go back to LinkedIn and ask for an introduction." - Donald Kelly

Resources

·  If you like more guidance with improving your prospecting skills, join my LinkedIn Prospecting Course.

·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. 

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.