IndustrialSage Logo
  • Shows
    • Bright Ideas by Acuity Brands
    • Executive Series
    • From the Floor: Trade Shows
    • Industries of the Future, Presented by Schneider Electric
    • Sales & Marketing Insights
    • Sales & Marketing How To
    • Webinars
    • Create Custom Content
    • Sponsor A New Show!
  • News
    • Industry News
    • Submit a Story
  • Articles
  • Members
    • Login
    • Member Dashboard
    • Add Agency to Directory
    • Profile
    • Create Account
    • Press Submission
  • Services
  • About
    • About Our Team
    • About IndustrialSage
    • About the Studio
    • Reviews
    • Agency Directory
    • Our Sponsors
      • Optimum Productions
    • Careers
    • Subscribe
  • Contact
Menu
  • Shows
    • Bright Ideas by Acuity Brands
    • Executive Series
    • From the Floor: Trade Shows
    • Industries of the Future, Presented by Schneider Electric
    • Sales & Marketing Insights
    • Sales & Marketing How To
    • Webinars
    • Create Custom Content
    • Sponsor A New Show!
  • News
    • Industry News
    • Submit a Story
  • Articles
  • Members
    • Login
    • Member Dashboard
    • Add Agency to Directory
    • Profile
    • Create Account
    • Press Submission
  • Services
  • About
    • About Our Team
    • About IndustrialSage
    • About the Studio
    • Reviews
    • Agency Directory
    • Our Sponsors
      • Optimum Productions
    • Careers
    • Subscribe
  • Contact
Search
Close
Home Sales
Best Practices for Maximizing Sales Leads

Best Practices for Maximizing Sales Leads

by Evan Lamolinara
March 16, 2021
in Sales
3 min read
1
SHARES
Share on LinkedIn Share on FacebookShare on TwitterEmail this Article

 

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.

So how can we maximize our sales leads?

Direct Call

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

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.

Email

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

If you are a current subscriber to SalesLeads Inc., you have a few tools to use directly on your Project Report.

  • 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.

Evan Lamolinara
Author: Evan Lamolinara

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

http://salesleadsinc.com

Tags: blogblogsdirect callemailleadslinkedinsalessales tacticsSalesLeads
ShareShareTweetSend
Previous Post

A Distributor’s Perspective

Next Post

Social Media Marketing

Related Posts

How to Turn Lost Opportunities Into New Sales
Sales

How to Turn Lost Opportunities Into New Sales

June 2, 2022
Are You Selling the Way Prospects Want to Buy?
Sales

Are You Selling the Way Prospects Want to Buy?

February 23, 2022
134 New Industrial Manufacturing Planned Industrial Project Reports – December 2021 Recap
Construction

137 New Planned Manufacturing Industrial Projects Identified – Report for January 2022

February 4, 2022
What Retailers Should Consider Before Implementing a Micro-Fulfillment Solution
eCommerce

What Retailers Should Consider Before Implementing a Micro-Fulfillment Solution

January 19, 2022
134 New Industrial Manufacturing Planned Industrial Project Reports – December 2021 Recap
Construction

134 New Industrial Manufacturing Planned Industrial Project Reports – December 2021 Recap

January 13, 2022
How Often Do You Sell to Your Top 200 Prospects?
Lead Generation

How Often Do You Sell to Your Top 200 Prospects?

January 12, 2022
Please login to join discussion
Industries of the Future, Presented by Schneider Electric: Watch the All New Monthly Series Now!
No Result
View All Result
We Create & Distribute Custom Branded Content for You

Want to reach more Industrial & Manufacturing Professionals? Learn More »

A dynamic, open platform, publishing compelling content for industrial professionals.

Shows

  • Sales & Marketing
  • Executive Series
  • Agency Success Podcast

Members

  • Login
  • Create Account
  • Member Dashboard
  • Press Submission
  • Be A Guest On A Show

Resources

  • Downloads & Video Guides
  • Partner Agency Directory
  • Become a Contributor

Grow

  • About Us
  • Advertise
  • Careers
  • Contact Us
  • Subscribe

© 2020 IndustrialSage, Inc. All rights reserved

  • Terms of Use
  • Privacy
  • UGC Terms
Linkedin Facebook-f Twitter Youtube Instagram