How to get the most from a lead while prospecting
You’ve created lists, crafted personalized emails, and now you have a lead! That’s great news, but the lead responds with ‘send me some information.’ So how do you turn that into a deal? The answer is simple, you need to show you care about the potential client and the success of their business by following our tips, and an email back isn’t going to cut it!
1. Get them on the phone
One of the best ways to get in touch with a potential client is to get them on the phone. You'd like to continue the conversation that you started with the first email. Communicating over the telephone also humanizes you and your business and shows that you are taking the time to get to know this potential client. The end goal is to book a meeting, but you also want to uncover the client’s pain points and find out what piques their interest. This is also an excellent opportunity to answer any questions the client might have.
2. Send a video message
A creative way to show a potential client what services you can add to their business is by sending a video message. Sending a personalized message that includes how you have helped businesses comes across as caring and genuine. In addition, you can show and talk about past work you did with similar companies. Use the free software Loom to record your message and share screen.
We also suggest you write a note along with your video message. For example, the note can include
“Hey Eric! I wanted to make this short video to show how I can bring value to your business and give you a look at some of the previous work I have done for clients. Let me know when is a good time to review any questions you may have.”
3. Send a text message
Did you know that text messages have a 98% open rate and are typically read within three minutes of being sent? That’s a better open rate than typical emailing! Sending a personalized text message to a potential client can be a great way to show you are thinking about them and their business. Remember the end goal of the text is to set up a meeting or phone call. A message can say,
“Hey Eric, just got your email. I would love to answer your questions. Do you have time Tuesday afternoon for a quick Zoom?
4. Bonus: Send a handwritten card
In the tech age, no one usually gets a handwritten card anymore. It is a great follow-up strategy that helps you stand out amongst your competition! Sending a card shows you’ve given thought to the client. You can send a card thanking the client for taking the time to talk to you or send a card when you cannot connect with a client. Either way, don’t forget to take this critical step!