5 Steps To Avoid Losing Prospects

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You are losing present buyers; you are trying to reach out to prospective customers, but they seem indifferent to your product or service. You think something is wrong with your marketing strategy; or, perhaps something is wrong with your sales process? Or maybe it is neither of the two? Or is it both?

Here are a number of common methods Marketing and Sales teams drive their potential clients away:

Are you spamming them ? You have a drip campaign in place and your sales teams are calling your prospects relentlessly. You’ve also diversified into text messaging and automated calls. What you’re failing to consider is that no one enjoys being stalked! Make sure to present your potential customers with useful content they will find handy. Share your thought leadership; don’t just send them junk.

Are you just attempting to sell to your prospects ? Yes, your ultimate goal is to sell to them, but are you engaging their attention appropriately? A number of folks need nurturing, while other people make faster decisions. You have to let your prospects go on several dates with you before they agree to make a commitment! Provide them with free resources, one-month trials, solicit their feedback through polls and keep them engaged. Offer them a taste of your product or service just before jumping the gun.

Are you listening to your prospective customers? Apart from a basic idea about the demographics of your prospects, do you know what drives them to opt for a product over another? What marketing channels do they rely on to find out about a provider? What particular times or events set off their urge to buy? You need to do a quick customer survey to ask your customers all these questions, which can tremendously enable you to understand their buying process.

How good is your follow up process? Don’t let your prospective client inquiries go in to the general inbox, getting misplaced in the pile of hundreds of other emails. Your potential clients expect good service from the very start, so make sure to have a process in place that lets you identify your prospect emails and take care of them immediately.

Are you misleading your prospects? Don’t attempt to over-market your product or service; be truthful and pitch your product to your prospects by stating what it really offers. Remember that advertising isn’t the only way your potential customers come into contact with your product. They discuss among themselves; they inquire from their peers; they use social media to ask other thought leaders. So, keep it real!

Faria Rahman assists our portfolio with research initiatives.

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