In Warm Leads

SDR, Warm Leads, The Sales EvangelistWhat if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process.

This is where I bring on a sales professional or an entrepreneur (or myself sometimes) so we can share our challenges to everyone and strategies we’ve implemented to overcome them so you can hopefully learn from them and apply them to your own process.

Strategies for Nurturing Warm Leads:

  1. Make sure it’s the right individual.

Focus your approach based on these individuals in the organization. Sometimes you have the end-users. You also have the influencers. Then you have the decision-makers. Sometimes all three are involved in the buying process, other times some of them have more pull than others.

  1. Sell the outcome, not necessarily the product.

Find the reasons your influencers like or dislike the product. Then utilize the top three reasons into your discussion with this new influencer. Your goal is to spark an interest.

  1. Don’t throw the lead away.

Whether they’re looking to purchase now or in the future, make each prospect feel that you care for them.

  1. Find out the outcome they’re trying to get.

Just because your prospect smile means you got the deal. You have to figure out the outcome they’re trying to get.

  1. Educate your leads.

There must be something they need that they haven’t recognized before and your goal is to educate them.

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