What are the best ways to engage a prospect who is interested but not ready to buy?

It is all about relationship, maybe they are not ready ready now, but as soon as they get ready you must be in position to leverage yourself using the previous relationship that were achieve during early stages.

Focus on building a relationship and providing value. Nurture them through targeted content, such as informative articles, webinars, or case studies that address their pain points or interests. Implement a drip email campaign to stay on their radar without being intrusive, offering insights and solutions. Personalize your interactions, demonstrating a genuine understanding of their needs. Be responsive to their inquiries, providing helpful information rather than pushing for a sale. Gradually build trust by consistently delivering relevant and valuable content, positioning your offering as a solution when the prospect is ready to make a purchasing decision.

The first step is to understand where your prospect is in their buying journey. Are they aware of their problem and looking for solutions? Are they evaluating different options and comparing features and benefits? Are they close to making a decision and just need some final reassurance? By asking the right questions and listening to their answers, you can identify their stage and tailor your communication accordingly. You can also use tools like lead scoring or CRM software to track their behavior and signals. Many people are in the "just looking" stage which when shopping in person may be the retort they give a salesperson who asks, " may I help you". Often when they see what they want to buy, they want the salesperson's help pronto.

Una cosa muy importante no es solo ver si es un cliente potencial, es tener o sacar mas información de el mismo para ver si es el cliente potencial IDEAL, recordemos que no todos los leads o prospectos pueden ser nuestros clientes, y eso solo se logra teniendo la información necesaria para ver si ese prospecto se puede convertir en mi cliente IDEAL, no perdamos eso de vista.

There are countless times we're confused about a product/service and we keep getting the "No" or 'I’m not Sure" thought in our mind. Well either the value and benefits do not add enough value to us or its a hidden negative in our minds that we're just not able to put across, We can - 1. Identify the needs and wants again and dig deep to see if you missed out on any important details 2. Rehash your products and services and how it would add value to the prospect and focus on painting the picture. 3. Rehash the process and provide additional help if needed, Assume the deal and proceed too close with confidence. Sometimes its just "Assuming The Deal". If the prospect still needs time I would move to the next one and allow them the time.

La mejor forma de involucrar a nuestro cliente ideal pero que aún no está listo para comprarnos es crear contenido de valor que hable sobre: 🔷 Sus deseos, intereses, problemas 🔷 Contar cómo nuestros servicios pueden ayudarlos, qué situación va a poder modificar. Indicar el punto A (lugar inicial) y punto B (lugar deseado, que va a conseguir con nuestro servicio/producto) Así generamos autoridad en el tema y generamos confianza. Si hablamos sobre lo que interesa a nuestra audiencia, ellos van a reconocer nuestro conocimiento sobre su problemática 💫 ¿Vos ya le estás hablando a tu audiencia? 👇

Debemos de trabajar para que en cuanto el prospecto se decida nos tenga presente como la primera opción de resolución de su problema, no de compra, si no que vamos a resaltarle que nosotros somos los que podemos resolver su problema.

Always have a genuine and value driven reason to keep in touch. Be that with information videos/newsletters, “I saw this and thought of you” calls, invite them to events that you’re hosting for buyers, mortgages, etc. consider their interests and motivations as a good timing for calls - possibly around a sporting event, anniversary of their move, holiday, birth of a child etc.

Establish what their needs are requirements will be and then provide them with information, that will assist them to prepare and be well equipped when they are ready. You will then gain the know, like and trust at the same time as remaining in contact and being the for front of their kind when the time is right to make the commitment to use your service or. It your goods

Agregar valor ao prospect, sem ser intrusivo, é fundamental. Posicione-se como um conselheiro confiável, focado em ajudar a resolver problemas e atingir metas. Compartilhe conteúdo relevante, como posts de blog, estudos de caso e webinars. Ofereça consultas, demonstrações ou amostras gratuitas para educar, informar e inspirar, evitando abordagens excessivamente comerciais. A ênfase deve ser na construção de confiança e no fornecimento de soluções úteis. Essa abordagem sutil e centrada no cliente fortalece a relação, demonstra expertise e aumenta a probabilidade de conversão quando o prospect estiver pronto para avançar na jornada de compra.

Rester à l'écoute du prospect avec un contact post-achat (appel, enquête, mail ou sms). Tenir informé de vos nouveautés, inviter à des avant-premières ou ventes privées.

Las señales que mandemos a nuestro prospecto de que estamos ahí puestos para cuando nos necesite son muy importantes, compartamos información, novedades, ofertas, promociones, cosas extra que tendría si nos escoge como sus socios en esta relación comercial donde le ayudaremos a resolver su problema.

Acompanhar o prospect regularmente é o terceiro passo essencial. Mantenha-se presente para demonstrar cuidado com suas necessidades, evitando ser intrusivo. Utilize e-mails, mensagens ou chamadas personalizadas e oportunos. Interaja nas redes sociais, comentando e compartilhando conteúdo. A abordagem deve ser respeitosa, prestativa e amigável, evitando qualquer forma de pressão, spam ou incômodo. Manter uma presença consistente reforça a conexão e permite ajustar a abordagem conforme a evolução do prospect na jornada de compra. Esse acompanhamento diligente contribui para a construção de relacionamentos sólidos e aumenta a probabilidade de conversão quando o prospect estiver pronto para avançar.

Punto clave, estar siempre presentes, porque cuando tenga la necesidad, nuestro nombre es el primero que le vendrá a la mente.

Follow up requires you to know your clients. You should know if they are in an office, remote, the hours they have meetings or time to take kids to soccer, hockey. There is nothing more annoying than getting a call when you’re busy to be sold something when the person on the other end of the phone doesn’t care about your life. Be mindful of social media and other platforms unless the client reached out to you using that as the first contact point. If not it becomes little overbearing.

¿Estas presente en la mente de tus clientes? ⚡️ Nutrir la relación con nuestra audiencia y clientes aumenta la posibilidad de estar presentes en sus mentes cuando ellos deseen consumir el servicio/producto que vendemos. - Creá contenido relacionado a sus intereses, problemas, deseos, aspiraciones y fortalezas - Comentá e interactuá con su contenido - Interactuá con el contenido de colegas que hablan sobre la temática que le interese a tu audiencia La interacción debe aportar valor y ser constructiva Para mi, la mejor forma de vender es creando relaciones de confianza y credibilidad ¿para vos cuál es?😊

Engaging with a prospect should always revolve around their needs. It doesn't matter what you sell; the focus should be on how you can help your client achieve their goals. Keep in mind that the value your client is seeking doesn't necessarily mean what you do, but rather what they personally can gain for their career if they choose you to be their partner.

Closing a deal requires 5 things 1. Knowing the buyers GOALS and outcomes with your product. 2. Is there a mutual benefit and can you meet the timelines without over promising and under delivering. 3. Relationships with the buyer and seller. People don’t buy from someone they don’t like. 4. CARE for post closing and client service value. 5. Actually asking for the business. Sign on the dotted line. Limited time offers and 99% off things work but create trust problems later on for future client retention. Would you rather have 100 closed deals with 90% retention or 1000 deals with 9% retention? Same number of clients right? The cost to get the 1000 is marketing dollars being burned. Repurpose that money and pay the salesperson more.

Building trust is paramount in any client relationship. Resorting to artificial urgency or scarcity can jeopardize that trust instantly. If you genuinely need to communicate a booked-up schedule or a time-sensitive opportunity, prioritize transparency and genuine value. Instead of pressuring, educate. Explain the potential benefits of acting soon and present clear timelines. Remember, lasting success comes from honest, mutually beneficial partnerships, not manipulative tactics.

On peut s'inspirer du concept des 3 momenys de vérité initié par Procter & Gamble : 1. Le "First Moment Of True" ou premier moment de vérité est la 1ère interaction acheteur et un produit en rayon du magasin au cours duquel le consommateur va choisir un produit parmi ceux des concurrents. La présence de certains stimuli permet de déclencher la décision d'achat est la 1ère interaction entre un acheteur et un produit au sein du rayon et le consommateur choisira grâce à la présence de stimuli déclenchant la décision d'achat. 2. Le "Second Moment of True" évalue le produit et forme l'expérience client 3. Le "Zero Moment Of True" fait suite aux retours d'expériences clients sur les réseaux et crédibilisent l'espérience pour les prospects

Just because you don’t close the deal today, it doesn’t mean you will never close the deal. Be a professional, leave people with a good taste in their mouth when they say no. Read the book The Go Giver for more perspective on this. Never bad mouth the competition.

Forget "after-sales." Think "community building." Delight clients by creating an ongoing journey, not just another transaction. Surprise them with relevant insights, exclusive content, or community events. Show you care beyond the sale, and loyalty blossoms.

Es más fácil venderle a alguien que ya nos conozca 😲 Si siempre buscamos clientes nuevos, nos perdemos la gran oportunidad de venderle a quién ya nos compró, nos conoce y confía en nosotros. Establecé un ecosistema de servicios para que tus clientes puedan seguir acudiendo a vos cuando necesiten nuevas soluciones 😎 Por eso, hacé seguimiento sobre las ventas ya realizadas, preguntá a tus clientes cómo les está yendo, y siempre mantené el contacto. Esto nos permite ahorrar tiempo y energía en siempre estar queriendo atraer una nueva audiencia ¿Vos estás cuidando a tus clientes? 👀

Well irrespective of how good the quality of product/service is, certain things takes time. In this case it is the timing. Maybe the solution is right but the timing isn't. It consists probably multiple complex micro factors in the entire process. Everything has to be in right place to go ahead and get the deal done. At this stage it is very important not to be pushy which would definitely tamper the trust that was build over a point which would would surely reduce the chances for the deal. The core central idea here would be to be relevant with informative contents/articles. Be responsive with their further queries. So once the right time arrives, they should remember our name first.