Connecting with Prospects

How do we connect with prospects faster and more effectively? As a business owner, salesperson, marketing specialists or anyone else responsible for bringing in new business, this is typically high on our list.

I ran a poll on LinkedIn last week and asked which one of four common issues was the most difficult in acquiring new business (see poll results). The number one issue was Connecting with Prospects. There are two parts to this issue I would like to explore with you.

One is the initial connection with the Prospect. How do we best connect with them to start the conversation?

Second is how to build a deeper connection with them so you have an better chance of helping them solve their issue.

Studies have shown that our chances of reaching an inbound lead diminish greatly if we don’t connect with them in the first 5 minutes of them contacting us.

Also, studies have shown the first company to reach the inbound lead has a much better chance of winning their business. Here are a few ideas on connecting faster and more effectively.

If you are often in meetings and can’t receive calls or check your email, have a backup plan.

You can forward your calls to an assistant or someone who you trust and even have someone monitor your emails. If you don’t have someone internally, you can hire an answering service to answer your calls.

There are AI powered solutions now available which can assist you with taking messages, qualifying prospects and booking appointments for you. Try to get their cell phone number as well because most people see their texts and respond faster with less stress than returning a phone call.

If you are unable to reach your prospect and you choose to leave a message, you don’t want to pitch them in your voice mail, text or email. Simply leave your name and best way to reach you in a calm relaxed manner. If you know what outcome they are looking for, it’s more effective to do so. For example, if prospect stated they are looking to replace their windows before winter, you can mention this and say so you can stay warm and save on energy costs.

Okay, so initial connection is made. How do we connect with prospect so they are more likely to buy from us? The biggest issue is to disarm the prospect so they are more open to providing you with information others weren’t able to uncover.

One way to do this to dig deeper, when a prospect says they want a certain outcome ask them for more details. Don’t assume you know. Ask why this is. And, why this is important to them now.

See if you can build a gap between what they have now and the outcome they want. Inquire how this gap makes them feel. And, what the consequences are for them if don’t get it done now.

By going deeper, you have a better chance of winning their business. You’ll spend less time chasing and have more time to connect with more prospects.

Let me know your thoughts. What have you used to connect better with prospects?