Prospecting Methods to Bring Your Buyers Back from the Dark Side
Like many people with sales in their job descriptions, Vengreso CMO Bernie Borges recently faced a common dilemma. A qualified prospective buyer completely fell off the grid. Since Bernie was already involved in conversations and the prospect showed an interest in working with Vengreso, he wasn’t willing to let them go easily. In this article and the video below, you’ll learn about prospecting methods to bring your buyers back from the dark side.
Two Prospecting Methods to Get a Silent Prospect Talking Again
The first thing Bernie says to do when a lead is non-responsive is to surround them socially. Vengreso’s CEO, Mario Martinez Jr. notes that there are 6.8 average buyers inside each opportunity. Identify and connect with those buyers who influence the decision. You can even take it a step further and ask the executives in your company to connect with the other buyers, so everyone is socially surrounding your prospect.
Another way to rekindle communication is to reach out and share a piece of helpful, problem-solving content. Use InMail, email, text, Twitter, or any other form of contact that the buyer will engage on.
Your message may elicit a response and validate if they’re still a qualified buyer. In the example Bernie references above, the buyer is very appreciative and lets him know he is interested, just busy. Bernie suggests staying in contact and sending a piece of content every few weeks to “stay in touch in a relevant way.”Here are 2 prospecting methods to get a silent prospect talking again. @M_3Jr @BernieBorges #DigitalProspecting #SocialSales #DigitalSalesClick To Tweet
Which digital prospecting methods do you find work the best to reignite conversations with silent prospects?
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