Recipe: Calling and Mailing
Sending mail or e-mail and placing calls are activities more typical of the following up stage than when filling the pipeline. This makes sense when you think about the whole purpose of your pipeline-filling activities: to find people you can call or mail, or to get people to contact you. So if you are working on filling the pipeline, you may not have a list of people to contact.
But there are two situations where you may wish to call and mail to help get your pipeline full: contacting new people to see if they might become prospects (more common in business-to-business marketing than when marketing to consumers), and contacting people you already know to stimulate referrals. You’ll find more information about both ...
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