The Journey From Prospect To Client

I’m sure that we’d all agree that a lot can (and usually does) happen during a prospect’s decision making journey.

Most sales reps are properly equipped to handle to The Discovery Call, The Demo, and even The Close but;

They seriously lack a communication plan when it comes to what should be done between meetings.

Their communication becomes very typical and can be summarized by the phrase;

“I’m calling to check in”

And before you give yourself a round of applause for never spewing that line;

Continually saying stuff like;

“I’m calling to followup”

“Wanted to see if you made a decision”

Rates pretty high on the “Sh*tty Ways To Nurture A Prospect” list!

“You Need To Add Value On Every Call” Is Nothing More Than A Cute Sound Bite!

I have to say, that I’m pretty much done with the line “You need to add value on every call”.

It’s become the go to sound bite and meanwhile;

Most people don’t have even the foggiest clue as to how you “Add value on every call” or;

They actually believe that by continually calling to “check in” “follow up”, etc, they ARE in fact, “adding value”.

For once, I’d like someone to actually give examples as to how we “add value”.

So there’s your challenge ladies and gentlemen;

Think about ALL the ways you can keep in touch, between prospect meetings;

Without “Calling to Check In“

To help prime the pump, here are a few ideas to consider;

Send a resource

Offer an idea

Introduce them to someone they should know

What else can we do to “add value” between meetings?

Sales Managers: Please make this the topic of your next sales meeting and make it your mission to NEVER let a rep off the hook who generalizes their tactics by saying “You have to add value”. Ask them for specifics.

And when you’re ready for some answers, please join us for our How To Nurture Prospects Into Clients webinar this Thursday at 11:30 am EST.

I’ll be sharing over 25 actionable tips and several templates to help you expedite, and if we’re being completely honest;

GET MORE OF YOUR DEALS ACROSS THE FINISH LINE!

Here’s what you’ll gain by joining us;

The 3 Items To Send IMMEDIATELY Once You Set An Appointment (Besides the calendar invite).
How To Create An Early Warning System So You Know When Your Prospect Has Urgency Or Has Lost Interest.
1 Powerful Tactic To Use When Things Get Competitive.
3 Non-Negotiable Action Items You MUST Do After Each Prospect Meeting!
The 3 Most Important Things To Reinforce Between Meetings.
How To Give Your Prospect A “Gentle Nudge” Without Being Pushy!
5 Action Items To Do When You Think You’ve Been Ghosted. I’m Going To Include 2 Templates That Work Like A Charm.
A 10 Point Communication Plan (With Templates) To Help You Stay “Top of Mind” and Gently Guide Your Contact From Prospect To Client.

When?

This Thursday, November 7th, at 11:30 am EST. Can’t make it? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.

What’s Included?

(1) 60-75 Minute Webinar

Webinar Replay

10 Nurturing Email Templates

Bonus PDF With A Communication Plan To Take Your Contact From Prospect To Client

How Much?

$99

Paul Castain's Blog