Use This Little Known Strategy to Acquire and Retain More Clients, Close Bigger and Profitable Deals
(Even the Very Difficult or Impossible Deals)
22nd September 2021 by Bunmi Jembola
There was a decision-maker in a leading microfinance bank that one of my reps reached out to early this month, and all was going well until it’s impossible to get through to him.
She tried reaching him using various channels but no response.
I picked up the lead and decided to engage with him this last weekend. But before I called him, I decided to use a strategy to immediately catch his attention.
The truth is, it’s easy to sell to prospects who are already interested in your product, but it is often tough to sell to a warm lead that suddenly turned cold.
So ask me what I did?
I used the “connect, then lead strategy.”
This strategy was shared in a Harvard Business Review article called “Connect the lead.”
It states that, after a lot of research on thousands of leaders and salespeople, they found that the two most distinctive traits of top leaders and salespeople for influence are competency and empathy.
With this strategy, you can build trust and build influence quickly.
So I had to look for ways to connect faster without his professional experience and organization.
I went to his LinkedIn profile to make more findings of him, and boom, I discovered that he is the president of an NGO organization here in Nigeria.
Even though the intention was to revive this deal and sell it to him, I did not prioritize that. Now the main goal is to connect with him as fast as possible at the initial level of the conversation.
I introduced myself and switched the conversation quickly to focus on the NGO organization and asked how they are coping with in this COVID time?
He was very open, his response led to several questions, and we talked for almost one hour like we’ve known each other for years.
In the end, we discussed the deal briefly, and he assured me that he would book a meeting with the board and also do all he could to move the deal until closure internally.
If you trace it, most challenges with stagnant deals are a result of the inability of the salesperson to get the prospect’s interest, first in his or her personality and then in their offering.
Most people handle the first conversation shabbily and waste the opportunity to build an impressive impression.
If you really want to master how to always get prospects’ attention in every engagement shorten the sales cycle of the deals in your pipeline, then I strongly recommend you jump on the limited time discount offer to enroll in the Executing High Value & Strategic B2B Prospecting course.
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In this course, Bunmi Jembola unveils a detailed process to effectively handling the prospecting (first engagement) phase, particularly for high value and big-ticket deals.