An introduction can be one of the toughest obstacles to overcome when it comes to converting a lead from a prospect to a client. The introduction is when you share information about your company and explain how you’ll be able to help the prospect’s company in ways that others have not. Sharing too much information can quickly drive away prospects from the conversation. The last thing you want to be seen as is an annoyance. Not providing enough information can cause confusion and a lack of understanding. Without clear communication, there will never be a sale. Relaying the perfect amount of information will yield the best results.
As an example, we’ll review the introduction phase of our Pipeline process. The introduction phase of our sales process has a set outline that allows us to clearly communicate the goals of our client’s. We begin with an email that contains a marketing asset, which is used to introduce prospects to your business. This is followed up with a several calls – this ensures your prospect has understood what they’ve seen. We then continue by sending another piece of marketing collateral to further their knowledge of our client’s company. Are you starting to sense a pattern? Follow-up, follow-up, follow-up. Your commitment to the process is what will make the difference in your success.
In a sales environment, knowledge is power. It’s your job to educate your prospects on all the ways you can positively impact their business. When you can show them a future with you in it, you will make that sale.