The Sales Evangelist How can I connect with a prospect who is not responding? | Donald Kelly - 1950
1950 | How can I connect with a prospect who is not responding?
In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.
Understanding the Prospect's Perspective
● Recognize that busy prospects may overlook messages, not outright ignore them.
● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.
● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.
Diverse Communication Channels
● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.
● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.
● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.
Effective Follow-Up Strategies
● In emails, pose clear questions in the subject line to prompt quick responses.
● Utilize voice messages to add a personal touch, making your follow-ups memorable.
● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.
Homework Challenge or Action Steps
● Reach out to a non-responsive prospect using at least two different communication methods.
● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively.
"Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.
Timestamps
● 00:00 ● Introduction
● 00:20 ● Understanding the Prospect's Perspective
● 02:42 ● Diverse Communication Channels
● 05:03 ● Effective Follow-Up Strategies
● 12:39 ● Closing thoughts
Resources
- Which side are you on? Connect with me on LinkedIn and let me know.
- Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.
- If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help.
- We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
- This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.