You’ve checked out the new leads your manager gave you. You called each one and left a message about how great your product is. Now it’s time to sit back and wait for the orders to come in. Wrong! If this is your sales strategy, it’s time to enroll in Sales 201 at your local university. If you don’t have time for that, check out the tips compiled by Micheline Nijmeh.
In a post on SalesForce, Nijmeh explains the importance of frequency with respect to prospect contact. Whether you’re trying to set up an initial phone call to demo your product or service, or a physical meeting, you’ll likely have to reach out more than once. The key is to get organized and develop a plan of attack that offers up more information to your prospect with each contact.
For example, in an initial phone call you might want to leave a voice mail message introducing yourself and your product or service. The next day, follow up with an email. Take this step after you’ve taken the time to research what the prospect’s major pain points are likely to be. That way, you can address those issues in a brief email that also details how your product can help the prospect fix whatever problem he is dealing with.
A day or two after this initial outreach, it’s time to follow up, either with another phone call or through social media, if the client is a heavy user. The idea is to keep making contact. Nijmeh points out a Demand Gen statistic as proof that this strategy works – “Nurtured leads can increase sales opportunities up to 20%.” Make sure you are using your CRM or another automated system to help you stay on track with managing your leads, too. Otherwise, you’ll end up dropping the ball on one or more of these prospects that could end up being a key account.
After you’ve finished laying the groundwork, it’s time for the most important step of all. Remember to ask for a meeting. This is not a time to be vague. Now that the prospect knows who you are and what you do, suggest that you connect by phone on a specific day in the coming week. If that day doesn’t work for the prospect, suggest another one until you manage to snag a few minutes of real time with him.
Using this process will help you successfully get in front of prospects and ultimately close more deals.