So your prospect has responded to your email...now what?

[Canadoz]

So you've sent an introductory email about your product or service to a company CEO.
You follow, again via email, saying "did you get it?"
Prospect CEO says "yes, thank you, I'll pass it on to my XYZ manager"
How do you stop leads going dead like this?

 

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[Kid]

Create relationship.

 

[Canadoz]

Create relationship.

Can you give an example?

 

[Stargazer]

Phone xyz manager, what is so complicated?

Dan

 

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[Canadoz]

yes, Dan I know but with VM systems and gate keepers this is becoming increasingly difficult.

 

[Stargazer]

Hi

Maybe my post was a bit flippant.

Presumably you have the name of the CEO from your initial email.

Phone Reception one day and ask who he xyz manager is, eg Production manager so you can email him/her.Mention you don't want to be put through, you have a question about whatever..

Next day phone and ask Reception to put you through to Robert (for example)

If she asks what is it about say correspondence you were having with George (CEO) about abc

And when/if you get hold of him say George suggested you talk to him.

Yep cold calling is a bugger but you only have a few seconds to make them pause and listen. Names help buy those seconds to make them think...

Dan

 

[BizyDad]

yes, Dan I know but with VM systems and gate keepers this is becoming increasingly difficult.

VM systems and gatekeepers are not some new technology. What is increasingly difficult about that?! Hahahaha.

If you are going to let something like that stop you, where do you expect to end up?

Seriously, there have been books written about how to deal with gatekeepers and get your foot in the door. Here, read these...

Top 10 Sales Books of All Time

These classic sales books should be in every business library.

www.inc.com

It sounds like you are starting your sales journey, so read all of them.

 

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[Canadoz]

Thanks for the responses.

I guess what I'm really trying to figure out is that do you try to build up some rapport or some sort of relationship via email first?

Should the phone be reserved for when things get a bit more serious?

 

[GPM]

That is perfect! You now have the name of the manager. You can now contact manager and say "Hello Jim, Steve recommended that I talk to you regarding blah blah blah".

It doesn't matter if you don't know the manager or the CEO from a hole in the wall, you can still say that the CEO told you to talk to him and you are right. Manager doesn't know anything, but as soon as you say that he will instantly listen to you.

You have struck GOLD!

 

[GPM]

Thanks for the responses.

I guess what I'm really trying to figure out is that do you try to build up some rapport or some sort of relationship via email first?

Should the phone be reserved for when things get a bit more serious?

Why not do both? Send them an email and then follow up with a call a few days after and ask him if he has had a chance to review your email, if not here is what it was about. Most calls last like 2 minutes anyways.

 

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[Stargazer]

Hi

It is not that easy to build rapport via email as it is when speaking/meeting someone so I would look to get to speaking quite quickly.

I presume the product/service you provide warrants a long term strategy.

ie If it is cheap and cheerful with large market, High Probability Selling is a better bet.

If it is higher value, smaller market then your SPIN Selling, Chet Holmes 100 etc come more into it.

Dan

 

[SEBASTlAN]

View: https://www.youtube.com/watch?v=DEEwb1coDFc