Drip campaign Archives - The Sales Evangelist

Category Archives for Drip campaign

Halloween, Prospecting, Losing Prospects, Donald Kelly

TSE 954: Sales From The Street: “Scary Cat”

Halloween, Prospecting, Losing Prospects, Donald KellyWhen you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding.

On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what you can do to get past it.

It really isn’t so scary.

Loss aversion

The truth of loss aversion is that we’re often more concerned about losing something than we are about gaining something.

Sometimes that fear can be detrimental because we don’t change. We stay with the status quo because it’s safe. It’s human nature.

I struggle the same way in that I didn’t want my prospects to reply to my communications when I wasn’t there.

I sold document management software to city and county governments, and the buying process is long when the government is involved.

If I sent out emails to all the IT people and I didn’t hear anything back, I continued sending the same emails over and over. It was easier to keep sending those repeat emails to people I knew than to find new people.

I was afraid that if I didn’t email them today, I might miss the day when they actually wanted to commit.

If it’s not the right fit, move on.

Market share

Out of the thousands of people who are in your market share, you’re probably communicating with about 60. You’re probably also guilty of thinking you have to keep them because they are the only ones.

If that’s where your head is, you have a mad dose of loss aversion. You’re afraid of giving up stuff and moving on and trying something new.

You’re afraid of trying something new and pursuing new prospects.

Sometimes we have to let go of the things that are holding us back. There’s a fine line between persistence and hoarding. 

Cold campaigns

I use prospect.io for my cold campaigns because it’s simple. I can send a sequence of personalized emails that go out automatically on a scheduled sequence based upon certain conversion metrics.

At the same time, I’m doing phone calls as well as taking advantage of snail mail. By the time I complete the process, if no one answers, then something isn’t right. It probably isn’t a good fit, so I move on.

If I’ve exhausted everything I could humanly do but they aren’t raising their hands to say they are interested, I’ll push them aside to make room for others who might be interested.

The world doesn’t end.

If those people do eventually come around, they know how to reach me because I’ve contacted them by every way possible.  In the meantime, I’ll put them on a drip campaign.

Now think of how many I would lose if I kept focusing on these customers instead of looking for new ones.

One of my sales trainers told me you can never lose something you never had, and I’ve never forgotten that.

“Scary Cat” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Inbound Leads, Donald Kelly, The Sales Evangelist, Prospect.io

TSE 927: Don’t Be Too Desperate

Inbound Leads, Donald Kelly, The Sales Evangelist, Prospect.ioSales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate.

On today’s episode of The Sales Evangelist, we’ll discuss how you can address the loss of inbound leads, and why you must operate by one rule: don’t be too desperate.

We discussed last week the importance of treating every lead as though it’s the best one we have. Avoid skipping steps, and treat that lead as though it’s as important as all the others.

We summed it up this way: When you change the way you look at things, the things you look at change.

Follow-up gone wrong

When a lead suddenly goes cold, it’s tempting to second-guess what went wrong, and you can use that curiosity to drive your follow-up efforts. Make sure you have multiple follow-ups in your process.

There’s a fine line, though. Be sure you recognize the distinction between follow-up and stalker-type behavior.

If you’re allowing your concern for the prospect to drive your efforts, you’ll avoid crossing that line. If you’re focused on delivering value, you’ll be better able to focus on things that are relevant to your prospect.

  • What did he download from your site?
  • Can you determine from his own website what challenge he might be trying to overcome?
  • Look at his LinkedIn profile and engage with him there.
  • Determine what kind of content he’s sharing with his audience to see where his focus is right now.
  • What content can you provide based upon the information you gathered?
  • What question can you ask about that content that will encourage him to respond?

I’m sharing value without appearing desperate. I’m providing information based upon what he needs.

Time to let go

Once you’ve done your due diligence and your follow up and you’ve completed your flow process, it might be time to let go.

If you let it go, and if it’s meant to be, it will come back. When you nurture the prospect well, there’s a good chance he’ll come back when he’s ready to buy.

If we have given the resources and provided the information and he still isn’t interested, then we have to focus our attention on the prospects who are ready to buy.

Nurturing well

All of our followup efforts should include a drip campaign that connects with prospects who haven’t yet committed to our product or services.

If we have a specific procedure to follow, we’ll remind the prospect that we exist while he determines what decision is best for him.

When he decides to make a purchase, he’ll remember how well you treated him because you built a relationship. You didn’t simply chase him; you addressed his needs.

Sales is a longterm game, and buyers don’t generally want to deal with desperate sellers.

Don’t simply follow up. Follow up effectively.

“Don’t Be Too Desperate” episode resources

I am a strong believer that prospect.io is a powerful sales automation platform for the outbound side.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.