pebble content
Published in

pebble content

Getting a response from your Prospects

Photo by Mostafa meraji on Unsplash

Sometimes a salesperson or freelancer strikes gold with an extremely responsive prospect.

Every time the representative sends an email, a response is received within an hour.

When they call, the prospect answers the phone and takes the time to speak with them.

The prospect will always respond quickly, no matter when or how the rep contacts them.

Regrettably, this is an exception rather than the rule.

It’s significantly more common for a prospect to stop responding after a while.

When this happens, you must think of inventive ways to restart the conversation before the deal falls apart.

In these cases, you must understand that a prospect’s quiet does not reflect negatively on how they’ve handled the sales process thus far.

It’s not your fault; it’s theirs. Their enthusiasm in the sales process has faded for whatever reason, and nine times out of ten, it’s due to something inside their firm.

However, if this occurs more frequently than you’d like, spend some time practicing your questioning and closing skills.

If a prospect becomes unresponsive, don’t waste time beating yourself up or trying to figure out why; instead, follow up with them to re-engage them and get the sale moving again.

Give them something useful.

Prospects today not only appreciate but also expect, to receive something of value from companies and agencies.

That is why, whenever you reach out to a prospect, you should always have something to offer them.

Of course, this can take the shape of information, and it most often does. The more tailored it is to the specific prospect, the more effective it will be.

However, guidelines, infographics, books, and white papers are frequently quite handy if you don’t want to approach someone empty-handed.

Change up your contact attempts.

We tend to fall into routines where we do the same things every day. Prospecting is not immune to our repetitions.

If you regularly set up a specific time of day to prospect, chances are you’re contacting a prospect at the same time every day.

When attempting to contact someone, make an intentional effort to change the time and day. Try reaching out in the morning after you’ve gotten your coffee, or in the late afternoon on your way home.

You’ll probably have better luck if you try something different.

Establish a personal relationship.

Prospects prefer to deal with people who make them feel at ease, and it’s no secret that personalized communication outperforms non-personalized communication.

Of course, getting an introduction to a prospect from someone you know is your best shot.

If that isn’t possible, you can focus on conducting a reasonable bit of research (without seeming creepy) on the potential before reaching out.

This demonstrates that you took the time to research the individual and will allow you to send a message that will resonate with them, boosting the likelihood of a response.

Make use of humor

Not everyone is capable of pulling it off successfully, but employing comedy can be an excellent approach to increase a prospect’s willingness to respond.

Whether it’s adding a hilarious and playful twist to your outreach emails or integrating comedy into your conversations, if done correctly, you’ll be able to stand out from the dozens or hundreds of other salespeople who are likely attempting to contact the prospect.

One thing to keep in mind is that comedy in this setting must be either harmless or self-deprecating. Never, ever make light of the prospect.

Tell them when you’ll be following up again.

When you contact or email a prospect, let them know when you’ll be following up with them again, and then make sure you follow up at that time of day.

This demonstrates that you are a planner and dependable person, as well as adding a level of transparency to your outreach efforts that some prospects may enjoy.

However, this can be a double-edged sword if someone is determined to ignore you, but if that is the case, they are unlikely to be a buyer in the first place.

Take chances

You have nothing to lose if everything else fails. It’s time to take some chances.

This can range from paying an unannounced visit to a location where you know the (important) prospect will be, to sending a hand-written note with a present, to trying something truly dramatic in an email or over the phone.

The worst thing you can do is not make every attempt to catch your prospect’s attention, especially if you know they’re a great fit for your company.

Just remember to be respectful and stay on the right side of the law at all times.

--

--

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store