How can you help prospects recognize the value of product updates?

1 Highlight the problems solved

When you announce a product update, don't just list the features or technical details. Instead, focus on the problems that it solves for your prospects and how it relates to their goals and challenges. Use stories, examples, and testimonials to illustrate the impact of the update on your existing customers and how it can help your prospects achieve similar results.

2 Segment your prospects

Not every product update will be relevant or interesting to every prospect. To avoid overwhelming or boring them, segment your prospects based on their industry, role, stage of the buyer's journey, pain points, and interests. Then, tailor your product update messages to each segment and use the appropriate channels, such as email, social media, or phone calls, to reach them.

4 Ask for feedback and referrals

One of the best ways to engage your prospects and build trust with them is to ask for their feedback and referrals. Feedback can help you understand their needs, preferences, and objections better and improve your product and service. Referrals can help you expand your network and generate more qualified leads. You can ask for feedback and referrals in various ways, such as surveys, polls, reviews, testimonials, or incentives.

5 Follow up and nurture

After you share your product updates with your prospects, don't forget to follow up and nurture them until they are ready to buy. You can use different types of content, such as case studies, white papers, newsletters, or podcasts, to keep them interested and informed. You can also use automation tools, such as email sequences, chatbots, or CRM systems, to track and manage your interactions with them.

6 Measure and optimize

Finally, you should measure and optimize the effectiveness of your product updates in sales prospecting. You can use various metrics, such as open rates, click-through rates, conversions, feedback scores, referrals, or revenue, to evaluate how well your product updates are resonating with your prospects and influencing their decisions. You can also use A/B testing, analytics, or feedback tools to identify what works and what doesn't and make adjustments accordingly.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?