Is there anything worse than speaking with a potential prospect, who seems enthusiastic about your offering, only to find they suddenly lose interest and disappear? It can be disheartening and leave you questioning exactly how do you prime a prospect for a sale and yield results?
In today’s fast-paced and ever-changing world reaching out to just one decision-maker isn’t enough. You need to be connecting and enticing multiple prospects or you could run the risk of putting all your eggs in one basket and limiting yourself.
That’s why when it comes to social selling and keeping those potential prospects interested it’s important to take a slightly different approach…
Having tunnel vision and priming a singular sale prospect can restrict you, especially if the deal falls through suddenly. Nowadays buyers of all sizes have increased the number of decision-makers involved. Instead, to ensure you close more deals and mitigate the risk caused by a deal falling apart you should look to build relationships with multiple decision-makers at every target organisation in your sales funnel. This can be done in 5 simple steps:
- Who is your prospect
Understanding who your prospects are is a crucial element but with selling constantly changing they can no longer be limited to one single category. Now prospects have access to the same information and know exactly what they want. This can make it harder than ever to seal deals but having a clear understanding and in-depth knowledge of who your prospects are is paramount.
With so many variables and tools to help prospects stay in the loop with technology, the competition and expectations around cost you need to be sure you’re staying one step ahead. But how do you do this?
- Communication
Keeping prospects engaged and nurturing them is the key. Maintaining contact until your prospects need to buy matches with your desire to sell will keep you at the forefront of their minds. Whether it’s regular emails or social media interactions you want to be maintaining that stream of communication.
- Time
Time is of the essence when it comes to prospects, whether it’s acting quickly or providing a speedy response and service you want to be sure you’re always coming out on top. We live in a world of constant demand and the expectation that things will arrive instantly in hand. That’s why if you can remind your prospects that your product or service will solve their pain points quickly, providing instant gratification, it could be the difference between cementing a deal and them walking away.
- What you bring to the table
While it can be hard to stand out you have to prove your worth and value to your prospects. They need to know why they should buy from you, this can be through free advice or your content that you push across your social media. Whichever it is you have to build and maintain that relationship before enticing them to buy into your offering.
- What you offer
You’ve got the prospect this far but what exactly are you offering them? Is your sales pitch feeling a little lacking? It shouldn’t be an excuse to real off the features.
Instead, you need to hone in on what benefits you can offer your prospect and what differentiates your product from others. You need to answer the questions your prospects might have and reassure them that you are the best choice for them.
By incorporating all of these steps and social selling best practices into your routine, you will be able to establish several strong relationships and elevate your sales in no time.
