So, we decided to host a party. We’ve already chosen our guest list (found high-quality prospects), and now it’s time to invite everyone! Once you’ve established some sort of connection with a prospect you don’t want to come out swinging with a sales pitch. In the old days of B2B, selling your sales pitch was everything. If you didn’t have a good sales pitch, and you didn’t let your lead know exactly what you offered then they wouldn’t listen to you. Although having a good pitch is still important, leads aren’t interested in what you offer. People want to know HOW you’re going to solve their problems. The best way to learn about their problems is by having a conversation with them!
Once you make a connection, focus the conversation on them. Ask what projects they’re working on, ask how things are going, or even just start out with a joke relating to their industry. Keeping it short and sweet is another really important part of having a conversation. Think about when someone reaches out to you. You don’t have time to read a novel. Your time is valuable and so is their time. Make sure to feel out the conversation. If they start to type longer messages, then you can take the conversation to the next level. Remember, personalize everything, and be human in your communication with them.
It’s also important to make notes during the conversation. If you have an opportunity to present a solution to their problem, do it tactfully. Don’t blurt out, “HEY! MY COMPANY CAN SOLVE YOUR PROBLEM!” You want to say things like “I totally understand finding quality leads can be a pain! If you want some insights, check out this article my team wrote about finding quality leads!” This will do a few things for you:
It shows what service your company offers
It shows you’re credible in your niche
It gives them information about you without being sales-y
It gets content you created out there
It makes you a valuable resource for your lead
Remember to always end your conversation with a call to action. It doesn’t have to be “book a meeting with me at your convenience,” every time. It can be other calls to action like, “check out this video,” “I’d love your thoughts on this article,” “I wanted to pass along this free resource for you, check it out when you have time.” All of these things add value to you and your service or product. That’s exactly what the conversation is for — adding value.
Yes, having a conversation with your lead is inviting them, but you want to think about the conversation as your physical invitation. If you get an invitation that doesn’t have your name and some background information, you’re less likely to attend that party. But, if the invitation looks good (adding value in the conversation), has your name (personalization), and has all of the information (offering solutions to a lead’s pain point), then you’ll keep the invitation and go to the party.
Don’t forget, Boundless Media can help you with your lead generation, and message campaigns. We have a team of experts ready to help you find high-quality leads, and with our RFC model, we can even get you leads that are already warm!