Outbound Sales- What's the Next Step

The initial goal of our outbound sales projects is to get people in the pub so we can meet them, show them how great the pub is and UNDERSTAND THEIR NEEDS.

The measure of a good pub tour is simple: have you agreed on the next steps?  Never leave a conversation with a new prospect without defining the NEXT STEP.

This goal is easy if someone has an event planned and is actively evaluating your pub.  Getting the NEXT STEP is harder if the prospect isn't actively looking for a venue.  The key to figuring out the NEXT STEP is to ask great questions to uncover future needs.  Questions like:

- Who makes the decisions?

- What types of events do you do?

- When is your next one?

- What has worked for you in the past? What hasn't?

- Do you do a holiday event, when do you decide?

The list of questions is endless so get creative. There are a few listed on every Lead screen inside salesforce.com.

After you meet with someone in the pub (and there isn't some big burning need you can address right away) ask this question:  "I've heard what you've said and I have some ideas.  Can I follow up with you in the next couple weeks with some ideas on how we might be able to address some of your needs?"

Finally, take what you have learned and generate ideas on how we can serve a need for a future event (in other words, propose some ideas to keep the conversation going and get a commitment!).

The worst thing that happens is you make a good impression and you connect again in the future.

 Make sure you track all your activity in Salesforce for future reference.