Find out more about who they are, what they do, and possibly what their interests are. This will allow you to customize your sales pitch from start to finish, making it easier to close the sale.
2. Know what your prospect does with your message and when.
Have you ever had something happen at just the right time to set things in motion that otherwise might have never happened? With the right tools, you can close sales by getting in touch with your prospect at the right time. Yesware allows you to know how your prospect interacts with your message and when.
This allows you to respond to them exactly when you need to. For example, let's say you sent an email with the top five benefits of your product, and included corresponding links to landing pages. If you know they only clicked on one of those links but they didn’t use your call to action, during your follow up you can ask if they want to schedule a demo. Show them how they can get that benefit for their business right now with your product.
Or, let's say it's been a couple months since you last emailed a prospect, and you get an alert that they just reopened your email and downloaded the attachment. You can send out a friendly "just checking in" email a few minutes later; they will be astounded because they were just considering your benefits. What a coincidence!
Great salespeople work hard to make sure “coincidences” happen. And not only does Yesware work with many email platforms, it also syncs with Salesforce so you can get all your data when and where you need it most.
3. Put in some face time.
Chances are your prospects are doing some comparison shopping. If you’re in an industry where most follow-ups are done via email and phone calls, and you're not in a position where you can schedule an in-person meeting, it's time to one-up your competition by getting in some virtual face time.
Let your prospect know you would be happy to jump on a Skype, Facetime, or Snapchat session with them at any time to answer any questions they might have.
Why these platforms, you ask? Whether you deal with business professionals or general consumers, there's a 99 per cent chance they have at least one of these apps installed on their desktop computer, tablet, or smartphone. They are easy to use and connect with, and don't cost a thing.
You could also use Google Hangouts, a meeting service, or a webinar platform, but those can be buggy, require you to install additional software, and be hard to use on mobile devices. Plus, they may make prospects think you're trying to get them into a demo, and then a sales pitch, and that can turn them off right away.
The goal with putting in virtual face time is to make it easy for your prospect to connect with you wherever they are in the moment, just for a simple video chat: No strings attached. And hopefully, once they see your smiling face and get that personal touch, it will be harder for them to say no. You'll no longer be a faceless voicemail on their phone or an address in their inbox. You'll be a real person!
4. Target them with ads.
Over 1 billion people use Facebook on a daily basis. There's a good chance your prospect, as well as people your prospect works with, will be on Facebook every day. Hence, you need to be reaching out to them with ads about your products or services. Every single day. And not just the person you're trying to convert, but everyone they work with.
Here's why: Imagine if you were thinking about buying something, and you heard someone else in your office talking about it. Whether it was a personal or business product, it would reinforce the thought of buying that product.
Use Facebook and LinkedIn to Target Prospects with Ads
- For companies with a strong Facebook presence, target everyone who linked their personal profile as an employee of the company
- Create your ad using a Saved Audience set up in Ads Manager
- Go to Tools > Audiences
- Minimum audience size: 2,500
- Filter by interests to reduce audience size
- Include additional companies to increase audience size
- Create a LinkedIn ad
- Target by company
- Filter by skills or another field to reduce audience size