Sales 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.
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.
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