4 Tips For Wooing Your Prospects


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With Valentine’s Day around the corner, love is in the air and it’s time for single men and women to show their interest and pursue that special someone. As it turns out, the rules for nurturing a relationship are not that different than the rules for converting a lead into a customer. Before a commitment is made, proper steps must be taken to demonstrate an understanding of your prospect’s needs, establish trust and ensure satisfaction. In honor of Valentine’s Day, here are four proven tips for wooing your prospects.

#1 Don’t Make Your Prospects Wait
Being prompt and on time doesn’t apply to just dating. Responding to an interested party is critical to establishing an early sense of trust. In addition, if one party does not hear from the other for a significant amount of time, they will likely lose interest and explore other options. Velocify’s research found that many reps actually keep a new inquiring buyer waiting for more than 48 hours before attempting contact. In a high-velocity sales environment, one would think that sales teams would be more focused on the simple act of prompt follow up, especially when research shows conversion gains of 62 percent when responding to a new lead within 30 minutes of receiving it.

#2 Don’t Give Up Too Soon
Persistence is key when courting a potential date. In general, people like to feel wanted, so the “chase” is generally recognized as a catalyst to most relationships. The same goes for your sales prospects. Velocify has found that many sales reps give up after making the first call, a common and costly mistake that could be due to the lack of sales process and training as well as the sheer number of leads one has to contact. Research shows that making even just two well-timed contact attempts can increase conversion rates by as much as 25 percent and make up to six opportune calls can have a significant impact on conversion. Be careful though, persisting beyond six calls can potentially turn off a prospect, or worse tarnish your reputation.

#3: Make the First Connection Count
First impressions can dictate the direction that a relationship will take. In both sales and dating, making the first connection a positive one is vital. In the sales process, you now have your contact strategy working like clockwork with reps following up promptly with new leads and making the correct number of contact attempts. The next step is matching the savvy seller with the right rep to ensure a positive and informative experience.

#4 Create an Exceptional Experience
Relationships of all kinds require both parties to feel special. That said, there is a fine balance between making someone feel special and putting him or her off by making and sending too many or too few follow up phone calls and email messages. In sales, getting customers the information they need and following up at the right times can make all the difference. Creating an exceptional experience means knowing when to contact your lead as well as having a process to ensure your prospect is getting what they need throughout the sales process. Much like dating, this requires a keen sense of timing and attention to detail.

These four factors, if followed accurately, can result in a beneficial and healthy relationship both personally and in sales. It is important to always remember that it is a process, so be patient and soon your sales team will be forming and fostering relationships that will lead to great success.

Nick Hedges
Nick Hedges is a 15 year veteran of the Internet and SaaS industries, has spent the last five years helping organizations accelerate sales performance, and is currently President and CEO at Velocify. Nick is a Fulbright Scholar, holds an MBA with Distinction from Harvard and a bachelor's from Manchester University.


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