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Revisiting Prospects
minti • 7 December 2013
Being a business owner can be a liberating and daunting experience for seasoned veterans and novices alike. The freedom to make your own decisions and tackle situations in your own unique way is what tempts many people to make the plunge into self-employment. However, the joys of flexible working and decision making are not the only realities of starting your own business. There will obviously be difficult times where you feel as though you are making sales calls, emailing prospects or pitching for new business and this is what makes running your own business so dynamic.
With that said the focus of today’s blog is to highlight how you can revisit a prospect further down the line who you may have neglected or fallen out of favour with during your initial pitch. Let’s get started…
• Angle – every business owner needs to have a good reason for getting back into touch with an old prospect after the last interaction which could have occurred some weeks/months ago. Trying to avoid the “big sell” at this point is what will allow you to pitch again to your prospect after your initial failed attempt.
This is where the angle kicks in, the reason for the call or email. It could be something like a new info graphic or maybe a hot new promotion. Make it compelling and a genuine reason why you have contacted the business again. This will allow you to open up dialogue with your prospect once again.
• Product – with channels of communication now gradually being restored, this is where you can highlight any advancement in your product since the first time you pitched. Maybe you are selling a technology product and you have developed some unique functionality or maybe you are selling a service and you have had a favourable press release. Really emphasise at this point how your current offering has evolved with the passage of time and how it is better suited to the prospects business.
• Expectation – having realistic expectations is also vital to re-engaging with prospects that are yet to convert into clients. For example, try to understand where the prospect is in the buying cycle. Will your product or service be adding real value to their business? It is important to manage your expectations and remain upbeat even if the prospect has not been converted into a client. The reason for the positivity is that by re-engaging with the prospect you have placed your business and offering back into their trail of thought.
Trying to re-engage and pitch to a prospect can seem like a difficult situation with little chance of success. However, if you approach each prospect with positivity, a compelling proposition and a view to the long term benefits of maintaining the relationship you will see results.
To find out how Eazi-Apps can help you start your own mobile app business and engage with businesses to deliver cutting edge mobile solutions, please contact us today.
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