7 Powerful ways to woo your prospects without stalking them

How do you keep in touch with prospects, woo them, without stalking them? Keeping in touch is critical to maintaining a pipeline of prospects and building the long-term value of your company. Not all prospects are ready to buy from you, so it’s important to find ways to keep in touch, occupy their headspace, but not in a weird way.

Whatever you do, don’t call or email asking if they’re ready to consider your company, or talk about you or your new product. This strategy is me focussed. Would you keep calling someone asking them when they’re ready to be with you? No. exactly. Your objective with prospects should be to build a relationship, build trust, and give value. Here are 7 ways to help you do just that.

Set the Intention

List your top twenty prospects and their organisations you’d like to keep in touch with. You need to have them in the front of your mind so you can think of ways and means to add genuine value in their lives, just like you would any good friend. When you’ve made the list, review it daily, asking yourself, “how can I help and serve these people today?” and then let it go. This exercise has a magical way of attracting ideas and events to help them.

Get social

Follow them and their organisation on Twitter, Instagram or any other platforms they’re on. Engage with them in a meaningful and genuine way. This doesn’t mean liking every single Facebook post or RT’ing every Tweet as this comes across disingenuous and stalky. You wouldn’t like or RT every single one of your friend’s posts, so why do that with someone you’re getting to know?

Share Insight

Set up Google Alerts or RSS feeds for your prospect’s company, their industry keywords, or any major interests they might have. You can direct these into FEEDLY so they don’t clog your inbox. Make it a habit to invest 30 minutes a day sifting through this new resource. When you find an article or insight someone from your list might find interesting or useful, share it with them, explaining why it might be of interest. Be sparing with this tip, if you send too much they’ll start ignoring your emails, but more importantly, this practise forces you to pick salient topics.

Give ideas

Following on from the last tip, you could also use your new content aggregation to sift through and think of ideas that might help prospects. They’ll be pleased you’re trying to help them. And don’t feel the need to take credit for ideas. It’s all about them, not you.

Share connections

Are there people in the same industry you know you could introduce them to? Or people you meet day-to-day at networking events you could introduce them to? When you think of your top twenty regularly, you will find yourself meeting people you could connect them to. Ask yourself why the connection is useful to both parties. If it’s not, then don’t do it. Someone introduced me to a business owner who had no interest in my service, and neither did I with hers. It was awkward When you can think of a good reason why both parties could benefit from the connection, explain to both parties why you think an introduction might bring value to them and whether they’re interested in an introduction. When they’re interested, make the introduction.

Celebrate their success

One time a lady in an organisation I was hoping would become a customer, for my startup, has a daughter, who, at the time was revising for her high school graduation exams. During our first meeting the lady talked about her daughter’s revising, and how nervous she was. The day before the national exam results were announced — it was all over my Facebook feed and the national news, I couldn’t miss it — I sent her a good luck note, wishing her daughter well, as I knew she would be stressing about it, just like I would any friend. She was touched by the gesture, and proudly shared the results with me the following day. Her organisation become my first customer.

Solve peripheral problems

From previous conversations you’ve had with them, do you remember other problems they’re having beyond the one your product or service solves, that you might be able to assist them with? Are they having a hiring or supplier problem, or a personal issue you might be able to help? Sales is about problem solving, not just the solving the problems your product solves, but also exploring ways to make people’s lives easier.

But isn’t this all creepy?

Just like your personal relationships, you have to care about the people you want to and hope to serve, and genuinely deeply care about them and their success. When you actions come from a place of love, or service, a totally opposite energy vibration than pitching and selling, your actions will not feel creepy at all. Your prospects will know and feel you care about their success and their happiness, and soon enough will fall madly in love with your products and services.

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