When prospects start asking you questions about your product or service you get excited! This is a great sign, right? Well, not necessarily. The new wave of information connects sales with more potential customers, but also connects buyers with alternate competitive solutions. Now, buyers can easily understand how you differ from your competitor and how you are going to earn their business. Having a one on one conversation with your qualified prospects is essential for delivering what your prospects need.
Here are some tips on knowing who is just browsing and who is ready to buy:
1. Communicate With Marketing
There is a big dividing disconnect between how marketing scores leads and how sales ranks prospects. Inbound marketing leads behave differently than outbound prospecting leads. Both teams need to identify what is and is not working. They can use this knowledge to correct marketing programs and to identify which prospects are worthwhile to follow up with.
It is imperative to understand the needs of your prospect to determine if there is a fit for your product. Truthfully, if there is not a good fit then simply let your prospect know as it saves both parties time and money. By being transparent and genuine it will help you build trust and connect with your prospect. In return your prospect is more likely to share company information, challenges and concerns. Be forthright with them, as it will help them build their business case.
3. Decision Makers and Influencers
Make sure you ask who needs to be part of the buying decision. This will not only progress the sales process, but it will help you fully understand the buyer’s needs and stakeholder concerns. Engage decision makers and influencers as early as possible. Their level of engagement may vary depending on relevance and influence however, try to keep key parties informed about developments.
Once you have built affinity, inquire about budget. Be clear and concise. Remember there is nothing wrong with asking about their budget. You do need to determine if your solution is something they can afford. It is vital to understand if they are budget conscious or value driven as this can alter the path of how you position the product.
By understanding timelines you can determine the priority of implementing your solution. Often times, shorter the timeline the better because it shows a true motivation to implement the solution. If they are not ready to buy, do not let long term timelines deter you. If there is a clear need then it is important to keep moving forward with the prospect.
6. Emotional Connection
Does your prospect trust you? After building rapport it is important that you focus on building an emotional connection. Talk about use cases. Provide customer successes. Share case studies. Pivot your prospect into a brand champion within the decision making circle.
After each prospect interaction, do follow up with pertinent information about your value proposition. Continue to add to their business case. Enhance your brand and create trust with them. Keep in mind a good prospect will make time and show interest in helping you better understand their needs.
Don’t simply ignore and forget prospects who don’t immediately have time or show interest. Sales cycles are at times very long. Use your judgement. If you believe that there is a real need for your product then continue to follow up and nurture. Only eliminate the prospect when it is quite evident that they will never buy from you. Until then nurture, nurture, nurture!
CloseFox is a sales tool that helps sales teams hunt their targets, read prospect minds and win more deals. We utilize sales and marketing content to better track prospect engagement and deliver easy to use analytics. Our dashboard helps sales teams know what is important to their prospects by tracking engagement and strategic data. Allowing them to follow up with the right prospect at the right time with the right message. Unlike other tools CloseFox increases revenue and lowers costs for businesses by allowing sales teams to sell smarter with easy to use day-to-day insights.