Having a person or company interested in your product or service is pure gold. It means the prospects or sales leads spent time on your website, and possibly viewed a video or downloaded a brochure. They usually do a bit of homework before handing over their contact information.
However, it’s not always easy to reach the person once they’ve filled out a short or long form. The traditional means of contact is to call the prospect a few times… and then it gets pushed to the side as other sales leads or items take priority.
Absolutely, the first task is to call the prospect directly. Sounds a bit obvious? You’d be surprised to find out how many sales reps send an email instead of a phone call.
When you do make the phone call, it goes without saying to be prepared with your qualifying questions. It’s the most effective way to gain information so you know how your products or services can help. One of my favorite questions to ask is, “What’s going on in your business that you believe you need this solution?” It’s a powerful open-ended question if you’re trying to uncover their need.
But what if you don’t get the prospect on the phone? What if you have called at least 6 times in the past 10 working days with detailed messages…and nothing?
It doesn’t necessarily mean they are not interested, but it does mean you need to maintain visibility and persistence. Over the phone just may not be their medium of choice for you to do so.
LinkedIn, in our industry, is the best tool to use. Use the search bar to find the prospect and evaluate if they are active. This can be easily determined by postings, a picture or if they have their background listed. If yes, then ‘connect’ with them. But just don’t send an empty ‘connect’ invitation! Create a personalized message in the ‘add a note’ section. Here’s one to get you started:
“Hi (name), I understand you’re interested in (x). Let’s connect and figure out a day & time that works best for you. In the meantime, here’s a great video on (x). It’ll give you an overview of what we’ll be discussing. I’m certainly interested in understanding what’s going on in your business so I can be sure this is the right product/service.”
However, just don’t send a message once. Use LinkedIn as a means of communication. Send tidbits on how a customer recently used your product/service or a link to a press release or an article your company was in. These items are credibility building and will prompt them to reply.
Sending an email directly to the individual is another great way to communicate with the prospect. If you send an email directly to the contact person, chances of it ending up in the inbox will be greater than if it is sent in a one-on-one, personal email (not a multi-recipient newsletter). More and more mass emails are ending up in the junk folder or not even getting past company network security.
Be sure to include in the message how you received their information, and reiterate the products or services that were of interest. Now that you reminded them of their steps and actions, ask for their time to have a conversation.
Customer of SLI
- Project contact title, direct phone, and email address. Waste no time calling the contact to understand more about the project and why they are looking for a solution.
- Email the project contact with the supplied personal email address.
- We give you the LinkedIn icon next to their name. Simply click on it, and it will take you directly to their personal page.
There are 3 methods of contacting a prospect or sales lead interested in your product. Be sure to use all three methods if a phone call doesn’t produce on the first few tries. And remember, be patient. Just because they didn’t call you back in a day or two doesn’t mean the problem is fixed. Keep at it and when the timing is right… you’ll make the sale.