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5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy

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5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy

One of the most difficult tasks a salesperson faces is handling leads that show a bit of interest, but aren’t ready to buy right away. You need to carefully balance reaching out to them too often versus not keeping in touch enough to stay top of mind. Considering that the average prospect now requires six to eight touches before converting, this is a problem you’ll likely run into on a daily basis.

The solution is finding ways to reach out to these leads in a natural, low-pressure way. Here are five great ways you can do just that:

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1. Connect with them on social media

The first thing you should do with a prospect who shows interest but isn’t ready to buy is to have them connect with you on social media. That way, you can engage them in different environments, at their leisure. And the benefits can manifest in multiple ways:

  • B2B buyers who feel a connection with you are 60% more likely to purchase and to pay a premium for your services.
  • 80% of B2B decision makers are already using social media at least once per month for business purposes.
  • Companies with a strong social media presence have over 30% better revenue growth than brands lacking an impactful social presence.

2. Create lots of content

Like social media, a strong content marketing plan is a great way to keep in contact with warm leads while providing them with value at each touchpoint.

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Take a look at the things that most of your warm leads care about and develop articles, ebooks, and webinars that help solve those issues or provide a bit of additional background information. Then, periodically send your prospects content that may help them accomplish more personally and professionally. By nurturing leads this way, sales reps typically gain a 20% increase in sales opportunities.

3. Send thoughtful non-sales messages

Your conversations with customers do not always have to be sales- or product-related. Every couple months, for instance, you may send potential clients a warm note that wishes them a happy holiday or a few questions just to see how they are doing. As long as you are genuine in your outreach, you will receive positive feedback that’ll strengthen your relationship with the customer.

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4. Follow their company

When you have a sales lead that’s shown interest for future projects, you’ll want to monitor their company’s progress. Follow your customer’s employer on social media and set up Google Alerts to track brand mentions around the web. If, for example, you see that they just had a new successful product launch or reached a company milestone, send them a genuine congratulatory message. For your own benefit, this is also a great way to keep track of when they might be ready to make a new purchase or when they have a new need.

5. Optimize your emails for deliverability

Emails are a low-pressure way to implement some of the techniques already mentioned. It’s critical for you to make sure these emails aren’t getting marked as spam or overlooked. Here are some tricks to making sure your emails don’t go ignored:

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  • Avoid sales-heavy words such as ‘free’ or ‘promotion,’ especially in the subject line.
  • Keep your message size small, avoiding unnecessary graphics, attachments, or HTML.
  • Do not use excessive capitalization or punctuation in your subject lines.

Keeping warm sales leads from cooling off is extremely challenging. By following the advice above and focusing on things like social media, content marketing, and sending well wishes, however, you should be able to hold their interest without coming off as pushy. Once they’re finally ready to pull the trigger and make a purchase, the relationship you’ve nurtured will come in handy.

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Giving Gifts to Clients: How to Avoid a Generic Choice Should Your B2B Sales Team Use Video for Sales Calls? How To Future-Proof Your Website 5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy 4 Compromises to Offer When Clients Ask For a Discount

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Last Updated on November 15, 2021

20 Ways to Describe Yourself in a Job Interview

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20 Ways to Describe Yourself in a Job Interview

“Please describe yourself in a few words”.

It’s the job interview of your life and you need to come up with something fast. Mental pictures of words are mixing in your head and your tongue tastes like alphabet soup. You mutter words like “deterministic” or “innovativity” and you realize you’re drenched in sweat. You wish you had thought about this. You wish you had read this post before.

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    Image Credit: Career Employer

    Here are 20 sentences that you could use when you are asked to describe yourself. Choose the ones that describe you the best.

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    “I am someone who…”:

    1. “can adapt to any situation. I thrive in a fluctuating environment and I transform unexpected obstacles into stepping stones for achievements.”
    2. “consistently innovates to create value. I find opportunities where other people see none: I turn ideas into projects, and projects into serial success.”
    3. “has a very creative mind. I always have a unique perspective when approaching an issue due to my broad range of interests and hobbies. Creativity is the source of differentiation and therefore, at the root of competitive advantage.”
    4. “always has an eye on my target. I endeavour to deliver high-quality work on time, every time. Hiring me is the only real guarantee for results.”
    5. “knows this job inside and out. With many years of relevant experience, there is no question whether I will be efficient on the job. I can bring the best practices to the company.”
    6. “has a high level of motivation to work here. I have studied the entire company history and observed its business strategies. Since I am also a long-time customer, I took the opportunity to write this report with some suggestions for how to improve your services.”
    7. “has a pragmatic approach to things. I don’t waste time talking about theory or the latest buzz words of the bullshit bingo. Only one question matters to me: ‘Does it work or not?'”
    8. “takes work ethics very seriously. I do what I am paid for, and I do it well.”
    9. “can make decisions rapidly if needed. Everybody can make good decisions with sufficient time and information. The reality of our domain is different. Even with time pressure and high stakes, we need to move forward by taking charge and being decisive. I can do that.”
    10. “is considered to be ‘fun.’ I believe that we are way more productive when we are working with people with which we enjoy spending time. When the situation gets tough with a customer, a touch of humour can save the day.”
    11. “works as a real team-player. I bring the best out of the people I work with and I always do what I think is best for the company.”
    12. “is completely autonomous. I won’t need to be micromanaged. I won’t need to be trained. I understand high-level targets and I know how to achieve them.”
    13. “leads people. I can unite people around a vision and motivate a team to excellence. I expect no more from the others than what I expect from myself.”
    14. “understands the complexity of advanced project management. It’s not just pushing triangles on a GANTT chart; it’s about getting everyone to sit down together and to agree on the way forward. And that’s a lot more complicated than it sounds.”
    15. “is the absolute expert in the field. Ask anybody in the industry. My name is on their lips because I wrote THE book on the subject.”
    16. “communicates extensively. Good, bad or ugly, I believe that open communication is the most important factor to reach an efficient organization.”
    17. “works enthusiastically. I have enough motivation for myself and my department. I love what I do, and it’s contagious.”
    18. “has an eye for details because details matter the most. How many companies have failed because of just one tiny detail? Hire me and you’ll be sure I’ll find that detail.”
    19. “can see the big picture. Beginners waste time solving minor issues. I understand the purpose of our company, tackle the real subjects and the top management will eventually notice it.”
    20. “is not like anyone you know. I am the candidate you would not expect. You can hire a corporate clone, or you can hire someone who will bring something different to the company. That’s me. “

    Featured photo credit: Tim Gouw via unsplash.com

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