![]() What happens, though, when you can’t actually reach the prospect at all? Unreachable Prospects Some leads expect daily updates while you are working the deal, while others may not need to hear from you unless something has changed. Once you make contact, avoid “obnoxious” levels of communication by establishing the prospect’s communication expectations. Do you leave voicemails if you cannot reach a lead by phone? Do you send text messages to mobile numbers? Do you default to phone or email? The line between aggressive and obnoxious is thin, moving, and easily crossed. How frequently do you reach out to prospects? Response time is a small window – according to Dave Elkington of, your chances of reaching the prospect decrease exponentially after five minutes. A Leads360 report from late 2012 concludes that you should place the first phone call within one minute of receiving the lead information. In any case, it’s typically beneficial to reach out quickly. Your response speed may depend on the industry or industries you serve, or on the time the initial inquiry comes in. Are you on the phone by 11:02 or do you wait until after lunch to follow up? Are you equipped to meet your target response time? Can you retain a lead if your response time lags? Initial Factors to Consider How quickly do you respond to a contact?Ī contact form arrives at 11 am. With that in mind, below are several questions (and a few suggestions) to consider when following up with your prospects. Sales strategies vary greatly between different companies, between prospects working with the same company, and even at times in working with a single prospect. However, once your marketing is successful – as measured by a prospect reaching out by phone or contact form – how do you transition from marketing to sales? It follows that most articles on marketing focus firmly on getting the most benefit from your marketing methods – should you purchase pay-per-click ads? How should you incorporate social media? Do email blasts really work? Marketing is the key to generate leads, identify future prospects and convince others of the value of working with you.
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