Sometimes you just can’t seem to connect with that prospect you’ve been trying to reach. You call, you email, you try social media and it’s not working. Here are four quick tips that will help you connect with hard to reach prospects.
Tip 1 – Be Persistent
Let me tell you a quick story. One of the salespeople I was coaching last year was trying to get into a major retailer. He called 42 times! I know the exact number because it became a game with him after the 5th or 6th try.
He had a place in his notebook where he put a check mark each time he called. He didn’t give up at 10 calls. Instead he kept going at 20. Finally on the 42nd call, he reached the person that was in a position to review his product. The good news was the company not only showed interested in his product they became a customer. His persistence landed him a very large new account.
Other Proven Methods for Connecting With Hard to Reach Prospects
Do you have a product that is typically reviewed by the Purchasing Department? If you are not having any luck talking to anyone in that department, then skip the buyer. Go directly to someone in product management, operations or marketing.
If they like the idea they can make the introduction to the buyer. 'Fred you need to connect with Nick and take a serious look at this new product'.
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Old School Still Works
If the person you are trying to reach has a company fax number listed on their website or product literature send them a fax. I have a client that uses faxes for lead generation regularly. Since no one is doing it anymore and most companies still have fax lines and fax machines, it's proven to be a great outbound lead generator for them. My client is amazed at how well this is working.
Connecting With Hard to Reach Prospects Means You Need to Get Creative!
As Jeb Blount from SalesGravy says, sometimes you just have to get creative when trying to connect with hard to reach prospects. One of my favourite ways to do that is to send the person a Tim Horton's gift certificate (it’s a Canadian thing) or other type of gift card in the mail. I used this technique a lot when I was first starting out.
The note with the gift card reads:
Hi Nick: It's very difficult to schedule the time to have a coffee and talk about how _________ may be of value to (your company name) So instead of trying to set up a coffee meeting I'd like to buy you a coffee and give you a call (date, time) and speak to you for 5 minutes. Alternatively if you have a crazy busy phone schedule you can email me at _____________ and I will send you the information directly for your review”.
The coffee gift card is a very inexpensive sales tool and I landed some of my biggest accounts with this simple ice breaker.
The Bottom Line on Connecting With Hard to Reach Prospects
Just remember that finding new customers can be one of the most difficult parts of building your business. Use a system, set aside time each day for prospecting and be persistent.
If you would like more ideas on how to build a better referral program, visit the B2B Sales Connections Free Download Centre and download a free copy of – 6 Steps to Building A Powerful Lead Referral Program in 30 Days.
Want more ideas on how to improve your lead generation results? Check out these 3 best B2B sales prospecting tips.
Aim Higher!
Robert J. Weese, B2B Sales Coach
“When you lead a struggling sales division from the brink of closing to over $7.4 million dollars in annual sales you can be confident, Robert knows how to engage customers and build sales.”
This article really stresses the importance of making personalized connections. For example, sending a gift card for a coffee is a great way to make a personal connection with a lead, to hopefully nurture them and move them into the sales funnel.