Quelle est la meilleure façon de maintenir une relation avec vos prospects après un appel à froid?

IF you had a decent call (over 2 minutes, nice conversation) and you unearthed some problems you may be able to help with, ensure there's a next step. I typically ask the prospect: "If you were in my shoes, how would you follow up to increase the chances of the next step being a positive one?"

The first thing you need to do is set the scene for the prospect. No point in lying. Say this is a cold-call, and ask for 7 seconds to explain why you are calling. This interrupts the usual pattern of cold-calling, during which most salespeople would try to 'sneak' their way into a conversation. Then, proceed to explain WHY you are calling, and more importantly, why they should care. The prospect is always thinking: 'Whats in it for me'? Answer that, by providing a clear insight into how you can help them. Then, Do not pitch during the first call, unless you are selling a low-ticket item that can be bought immediately. Otherwise, set up a second call during which you dive deeper into your products' strengths. Hope this helps! Alek

I prefer to be upfront about it being a cold call right from the start. No misleading information, no confusion. This upfront approach tends to catch the prospect off guard, establishing an authentic connection and capturing their attention. I've found that trying to create confusion by pretending we've spoken before only leads to agitation and doesn't serve the conversation.

I think at the end of what seems to be receptive cold call is a courageous and smart point to 'stress test' the future and literally in a easy, chilled way get them to use their own words and defend their intentions: "Mind if I run a bit of a weird question by you before we hang up?" "uhhh..sure" "What do you think the chances are in about 10 minutes from now that you suddenly realize "OMG, I just agreed to a 30 minute call with a sales guy and look for a way out?" Let them defend it, or maybe give the meeting a second thought. Give people 'off-ramps'. Sifting not selling.

Let them know before the end of the call that you will be following up. Ask them for their preferred method of communication and if there is any specific content they would be interested in. Setting clear expectations will warm up every subsequent interaction.

Don't send case studies, testimonials and come on, who really reads whitepapers. There are 'prospects' and there are 'buyers'. Buyers are in Decision mode and ready to buy - thats when logical touchpoints like ROI, Testimonials and case studies make sense. But 95% of the time, they are prospects and logic-based drops will arrive dead on arrival. You need thing that trigger curiosity and intrigue - a hypothesis, a new angle, something they can try on their own without you hovering over their shoulder. Prospects aren't buyers. And treating them with 'value bombs' that are logical is well.....illogical.

Instead of just being a "sales rep" you're a "small business consultant" Give more than you ask and you'll be top of your customers and prospects minds.

Stay Consistent: Regularly check in with your prospects without being overly persistent. A well-timed follow-up call or email every few weeks can help keep your company top of mind. Use a CRM System: A CRM system can help you track interactions, set reminders for follow-ups, and segment your prospects based on their interests and engagement level. Personalization is Key: Always personalize your communication. Remember details about their business, pain points, and previous interactions to demonstrate that you value their individual needs. Listen and Adapt: Pay attention to the prospect's responses and feedback. If they express concerns or objections, address them professionally and adapt your approach accordingly.

If, as it often will, the call doesn't lead to a meeting you should gain permission to keep in touch. You then want to have a structured process to keep in touch. This could include: - LinkedIn connection - Sharing material on LinkedIn - Added to a nurture email sequence And obviously schedule a follow up call.

Offer Solutions, Not Just Products: Focus on solving the prospect's problems rather than just selling your product or service. Understand their pain points and demonstrate how your solution can alleviate them. Engage on Social Media: Connect with prospects on LinkedIn or other social platforms where appropriate. Share relevant content, comment on their posts, and engage in meaningful conversations. Provide Exceptional Customer Service: Even before they become customers, treat prospects with the same level of respect and care as you would your existing customers. Promptly respond to their inquiries and provide exceptional service.

Typically there are two very positive scenarios in cold call outreach 1. Prospects books and meeting 2. Prospect wants to stay in touch 1. If they book a meeting with you or your AE you should set clear expectations for that call and follow up with them as the meeting date approaches. This can be a simple cold call and email. 2. If they want to stay in touch you should ask them for the time frame of when to reconnect this way you are aligned. Push to set up a calendar placeholder for 10 minutes to reconnect.

Personalize communication with more than an email (which ends up deleted anyway) In-person visit is great however if your remote just make a phone call. If you're sending an email, attach a PERSONALIZED video.

This is the main main point! Because what personalising your approach REALLY means… is there is no right answer to the question posed and also no wrong answer. Where they are at in buying journey What their role is What their personality is like What you are selling What your personality is like How interested they 1st sounded How long your sales cycle might be I could go on… How you keep prospects engaged, depends! Don’t be a robot. 🤖

Offer Exclusive Opportunities: Occasionally, provide prospects with exclusive offers or opportunities to incentivize them to take the next step in the sales process. Measure and Analyze: Continuously track the effectiveness of your follow-up efforts. Analyze which strategies and messages are working best and adjust your approach accordingly. Remember that building relationships takes time, and not all prospects will convert immediately. By consistently providing value and staying engaged, you can increase your chances of turning cold leads into warm prospects and, eventually, loyal customers.

Once you are done with the call: Drop them what you have discussed Ask them, what you can correct! Engage with their content Ask for a follow-up meeting this is more like after the interview and here you will do same and sell