Are you sales team speaking to the people most likely to buy from you?
“A-I-D-A… Attention — do I have your attention?
Interest — are you interested? I know you are because it’s f%ck or walk. You close or you hit the bricks!
Decision — have you made your decision for Christ?!!
And action.
A-I-D-A; get out there!!”
– Blake (Alec Baldwin), from Glengarry Glen Ross
In order to succeed on any sales call, the prospect needs to have a critical mass of engagement with the offer you are about to make and also with your brand. This level of engagement will buy you the precious time to pitch.
Dataphoria offer 2 key ways to build a head-start in terms of engagement level:
Warm leads
- They are the small % of engaged consumers that reviewed your marketing message and opted to learn more about your offer
- You have their attention (they have opted in)
- They are interested (they have self-selected to hear more about your offer)
- They might have even confirmed they fit your target criteria even before opting in to your communications (e.g. “Yes I do own a home and I am 30 years old, with 2 kids…”)
Behaviourally targeted lists
- These enable you to select people that have demonstrated on more than 1 occasion that they act on offers from cold direct marketing efforts
- This is a leading indicator of a mindset that is open to responding to cold marketing efforts
