Keep Those Prospects “Engaged”
By Divya Malik on Feb 04, 2010
I wrote a blog post a couple of weeks ago on Finding a Needle in the Haystack, disussing Oracle’s Sales Prospector solution, which enables sales reps to focus and find more productive leads. And once you find those prospects, how do you actually keep them engaged, and get them to eventually sign the deal?
Here are some excerpts from an interesting article that I read on some follow up strategies that you can use to keep your customers engaged.
- How do you follow-up with your prospects after your first conversation or after your first appointment?
- Sometimes we get so tired of chasing people down that we lose focus and take the lazy approach of “calling to touch base,” or “calling to check-in,” both of which bring little value.
Eight recommended strategies:
- Share new information
- Answer their questions
- Share success stories
- Provide a reference list
- Send them targeted customer testimonials
- Share relevant articles
- Give them a related case study
- Give THEM a referral
Click here to read more about these 8 follow-up strategies that you can use to bring constant value and keep prospects moving forward through the buying cycle. As you work through each of these, keep asking for the business!