Hurry up and slow down

Do you ever find yourself short on patience, hoping to sell on the first phone call? It would be great if it could be done! A fisherman’s best quality is patience, and like the fisherman, you need to wait until the right moment, and then act quickly when you have the fish on the hook.

The time it takes to close a lead varies depending on the product and/or service and it takes a lot of patience to hurry up and slow down. The best strategy is to follow the customers’ and prospects’ sales cycle. We start the dialogue before companies begin the process of evaluating options for a need that our product or service can fill. It is often too late to book a meeting when they have already finished the evaluation and decided on a short list. Better a cold lead than one that is too hot!

When is the right timing to contact a company within our target market?

IT’S ALWAYS THE RIGHT TIME! By contacting them before they begin their evaluation, we get an understanding of their needs. We ask about their challenges and the changes they are contemplating, and we learn how they would like their future to be. We really get a chance to establish a relationship and understand them!

Don’t start with a new list every time you begin a new campaign. Keep working on the relationships you already have while you also cultivate new ones. Show that you care! Call back again when the timing is right, when the customer better knows what their needs are. Only then will you find the perfect time to book a meeting or a demo to show them how your product/service can create value for them. Listen, explain and be available.

Building Trust

This process means that you have created another value in your sales process – TRUST. When you have had a meeting or demo, the customer will not forget you and your chances of being on the short list improves. Make sure you continue to nurture your leads! Invite them to webinars and workshops, and send them white papers. Get in contact with more people at the company so that everyone knows you.

You don’t have to go it alone

It can be challenging to do all this by yourself. My advice is to outsource the lead generation to trained professionals who will provide leads that are hot enough to book a meeting, or even book the meeting for you. Having someone on your team who is highly trained in the sales process and can convert lists into leads will make your process even more professional. You will strengthen your team and together you will score the goals needed to come out on top!