Advertising
Advertising

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

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:

Advertising

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.

Advertising

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.

Advertising

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:

Advertising

  • 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.

More by this author

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

Trending in Marketing

1 8 Life-Changing Skills You Can Learn in Less Than 6 Months 2 Tips for Designing Your Plastic Surgery Website for Optimal Marketing 3 SEO Tools Every Business Should Be Using in 2017 4 8 Qualities To Become An Excellent Lawyer 5 5 Simple Ways to Increase Your Walk-In Traffic

Read Next

Advertising
Advertising
Advertising

Last Updated on November 5, 2019

How to Use Visual Learning to Work More Effectively

How to Use Visual Learning to Work More Effectively

Knowledge is essential to become successful in life, your career and your business. Without learning new concepts and becoming proficient in our craft, we cannot excel in our chosen careers or archive knowledge to pass down to the next generation.

But content comes in various forms, and because how we learn influences how much we know, we need to talk about learning styles. This article will focus on how to utilize visual learning to boost your career or business.

The Importance of Knowing Your Learning Style

Knowing your learning style enables you to process new information to the best of your ability. Not only does it reduce your learning curve, you’re able to communicate these same concepts to others effectively.

But it all starts when you’re able to first identify the best way you learn.

As a college student, I soon figured out that taking online courses without visual aids or having an instructor in front of me led to poor retention of concepts.

Sure, I got good grades and performed excellently in my online exams. However. I discovered that I couldn’t maintain this performance level because I forgot 80 percent of the course content by the end of the semester.

There are several types of learning styles known to mankind. To give an idea of how visual learning stacks up against other learning styles, here’s a brief mention of some of the different types of learning styles we have.

The four most popular types of learning styles are:

Advertising

  • Visual learning style (what this article talks about).
  • Aural or auditory learning style (learning by listening to information presented).
  • Verbal or linguistic learning style (learning that involves speech and writing).
  • Tactile learning style (learning by touching and doing)

But for the purposes of this article, we will be focusing on using visual learning to boost your career or business.

How to Know If You’re a Visual Learner?

When it comes to boosting your career, business (or education), a visual learner is one who would most definitely choose shapes, images, symbols, or reading over auditory messages.

I’m talking about preferring to read an actual map when navigating to a new place over listening to verbal directions. I’m talking about discovering that you actually have trouble remembering what your manager said at the meeting because there were no graphs or illustrations to support the points raised.

Most people who struggle with learning probably aren’t leveraging their best learning styles. The earlier you identify how your learning style can boost your success, the less struggle you will encounter with processing new information throughout your career.

However, visual learning in particular CAN 10x your career or business whether it is your preferred learning style or not. And here’s why:

Several studies have arrived at the conclusion that the brain retains more information with the help of visual aids. In other words, images are directly processed by our long-term memory which helps us store information for longer periods of time.[1]

While some lessons can be performed orally, several concepts can only make sense if you have an image with an explanation of sequences (i.e learning about the human DNA).

Visual learning does use a different part of the brain and visual cues are processed by the part of the brain known as the occipital lobe.

Advertising

By engaging more parts of the brain during learning, you’re able to have a fuller understanding of concepts and facilitate better interaction with your immediate environment.

How to Use Visual Learning for Success

Here’re 4 ways to use visual learning to boost your career or business:

1. Bring back the to-do list. Then add shapes and colors to boost productivity.

We live in an age where computers have taken over virtually every aspect of productivity and most human functions. But written lists are making a comeback, and with an endless number of important tasks to complete, having a to-do list of tasks in order of importance can improve your productivity.

While coming up with a list is initially challenging, adding colors and shapes to written lists that you personally write and manage gives you an extra layer of assurance and boosts aids recall so that you actually get stuff done.

I have tried this technique in my work as a registered nurse and discovered that adding shapes and colors to to-do lists helps me delegate tasks, recognize where more work is needed, and makes it easy to cross off completed tasks at the end of the day.

2. Add graphs, charts and symbols to your reports.

Yes, it seems like more work cut out for you. However, graphs enable you monitor the heartbeat of your business.

Graphs and charts help you trend your finances, budget, and pretty much any data overtime. With the help of free and premium software available on the market, it has become easier to take plain data and in a matter of seconds, have relevant information displayed in different shapes and images.

As an entrepreneur, you can make predictions and allocate funds wisely when you’re able to see whether your efforts are rewarded. You can use colors and charts to delegate actions to members of your team and track performance at the same time.

Advertising

And when broken down into monthly, quarterly, bi-annual or annual goals, graphs and charts communicate what ordinary text cannot.

3. Effectively brainstorm with mind-mapping.

Mind-mapping is not new but I don’t think it’s been talked about as often as we do to-do lists.

With mind mapping, you’re organizing information accurately and drawing relationships between concepts and pieces from a whole.

Think of a mind map as a tree with several branches. For example, the tree can symbolize healthcare while each branch stands for nursing, medicine, laboratory science, and so on. When you look at nursing, you can further branch out into types of nursing; pediatric, women’s health, critical care, and so on.

It’s an interesting relationship; the more ideas you’re able to come up with for your chosen subject, the deeper you get and the stronger the association.

Mind maps really show you relationships between subjects and topics, and simplifies processes that might seem complicated at first glance. In a way, it is like a graphical representation of facts presented in a simple, visual format.

Mind mapping isn’t only limited to career professionals; business owners can benefit from mind mapping by organizing their online learning activities and breaking down complex tasks into simple actions so that you can accurately measure productivity.

4. Add video streaming to meetings.

What if you could double the productivity of your team members by video streaming your meetings or adding flash animation to your presentation at the same time?

Advertising

When you offer video as an alternative method of processing information to colleagues, there is a greater chance of retaining information because we recreate these stories into images in our minds.

For organizations that hold virtual meetings, it can also be an effective way to enhance performance during if people can see their colleagues in addition to flash animation or whatever form of video is provided during the meeting.

Is Visual Learning Better Than Other Learning Styles?

No, that is not the point. The goal here is to supplement your existing dominant learning style with visual learning so that you can experience a significant boost in how you process and use everyday information.

You might discover that understanding scientific concepts are much easier after incorporating visual learning or that you’re able to understand your organization’s value when projected on a visual screen with charts and graphs.

The overall goal is to always be learning and to continue to leverage visual learning style in your career and business.

More About Learning Styles

Featured photo credit: Unsplash via unsplash.com

Reference

Read Next