An important condition for being successful in sales is to empathize with your (potential) customer . Knowing what is going on. Empathy often starts who your leads with reading. However, in daily practice this is often neglected. The result is that you approach a lead insufficiently prepared.
Therefore, take the time to investigate. Does the lead perhaps already have a history with you? What products/services does he/she already purchase? What projects have you done and were they successful? Or did a project fall through and why not?
LinkedIn, Google and the company website
Often also offer a solution. See what you can find about both the organization and your potential customer. Are there recent events that you can use in your conversation? Think of a move to a new building, a takeover or an award won. Sign up for the organization’s newsletter so that you stay informed of any developments. And who exactly are you going to call? What position and responsibilities does this person have? Has he/she been working there for a long time or just recently? What challenges might he/she face and is your product or service the solution for that?
If you know what is going on, you make a more reliable impression. This also shows that you are genuinely interested in your conversation partner. Plus, it gives you advance insight into the possible needs of the organization.
By conducting preliminary research you can have a more relevant conversation and better predict how the sales process will proceed.
By doing preliminary research and analyzing the data, you can not only have a more relevant conversation with your lead, but also better predict how the sales process will go. And remember: integrity and authenticity make the best sales.
3.Pay attention: focus on the relationship and not on the deal
Everything you give attention to grows. So don’t call to give a sales pitch and don’t send newsletters full of ‘news’. The fact that you are introducing a new service is not germany phone number library newsworthy to your lead. But trends, tips and developments regarding his/her industry or field of expertise are. Build a relationship with the intention to help, not to score a deal right away.
Use holidays like Valentine’s Day, Easter, Sinterklaas or Christmas to visit hot leads or prospects. Bring something tasty or a present. Or send it. Make sure the recipient feels examples of completed documents seen and appreciated. Because every touchpoint and contact moment is an opportunity to build trust with your potential customer.
4.Agree on when you will call again who your leads
Have you had telephone contact with your lead, but the time was not yet ripe for an appointment? Agree to keep in regular contact, by telephone or e-mail. Preferably with a deadline. If you agree to call again in a month, for example, the follow-up call will not come as a surprise. Making clear agreements prevents irritation.
5.Feed your lead with the right content who your leads
An excellent way to create contact moments with your leads is to distribute content. For example, send an email with a link to relevant content, invite someone to an interesting event or webinar, share a tip, forward a useful customer case, etc. Do not do this via a bulk message, but personally.
- For example, under a LinkedIn post from someone:
“Useful figures Jeroen. You may school email list already know about it, but also take a look at the XYZ event. There will be several speakers there who I think will be interesting for you.” - Or via email/InMail :
“You recently indicated that you are considering starting with XYZ. My colleague Klaas wrote the blog ‘The 5 benefits of XYZ’ this week. Perhaps interesting for you. Do you have any questions? Please let me know.”
