IndustrialSage Logo
  • Shows
    • Bright Ideas by Acuity Brands
    • Executive Series
    • From the Floor: Trade Shows
    • Industries of the Future, Presented by Schneider Electric
    • Making Connections Presented by Brennan Industries
    • 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
    • Making Connections Presented by Brennan Industries
    • 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 callemailleadslinkedinnewsletterssalessales tacticsSalesLeads
ShareShareTweetSend
Previous Post

A Distributor’s Perspective

Next Post

Social Media Marketing

Related Posts

Blog

Blind Spots On the Road to Net-Zero Carbon Emissions

December 15, 2022
Mastering Mobile: How to Reach More Mobile Buyers
Blog

Mastering Mobile: How to Reach More Mobile Buyers

December 8, 2022
Blog

The Story of Enexor on Industries of the Future

September 26, 2022
Finding A Way to Achieve Sustainability Without Losing Profits, with Polypack
Blog

The Story of Polypack on Industries of the Future

September 5, 2022
Exploring Computer Vision and AI to Improve Material Handling, with MHS Global
Blog

The Story of MHS Global on Industries of the Future

August 15, 2022
156 New Plans for Industrial Manufacturing Investment – Top Locations for July 2022
Blog

156 New Plans for Industrial Manufacturing Investment – Top Locations for July 2022

August 10, 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