“Here’s my tip for you today to increase how quickly you will get that reply from that prospect. Once you send the quote out, my tip to you is go on LinkedIn and try and be in front of them as much as possible.” – Shawn Finder in today’s Tip 107
What other strategies have you found work best for you to get a response from prospects who’ve gone quite?
Join the conversation below and learn more about Shawn.
Shawn Finder on LinkedIn
Autoklose on Twitter
B2B Sales Handbook
673 Years of Sales Excellence Book
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shawn Finder. Shawn has always been an entrepreneur at heart. At 24 he entered the entrepreneurial world after competing as one of Canada’s top-ranked tennis players. He started out importing from the Orient and selling to top retailers in North America. But knowing he always loved selling and list building, he founded ExchangeLeads in 2013 which helps his company build quality lists for reaching out to new prospects. That was followed by his new venture Autoklose in 2017 that Combes both sales engagement and list building all in one platform. Here he is with today’s tip.
Shawn Finder: So here’s the scenario. You have a will client that you’ve been trying to prospect for it for months. You finally get that demo with that well prospect and you go on the demo, you showed them your SAAS product or your product and they really liked it. They’re really interested. The next step you’re going to do is send them a quote. So you send the quote, be a Panda Dock, the a DocuSign, and they then receive the quote. So now you’re very interested because it’s a big deal and you wait a day, you wait two days and you wait three days and you just don’t get a reply from the prospect. So you continue to follow up via email and the prospects not reply. Here’s my tip for you today to increase how quickly you will get that reply from that prospect. Once you send the quote out, my tip to you is go on LinkedIn and try and be in front of them as much as possible. So what I mean by that is add them as a connection, like something that they recently posted. Comment on something that they’re in a conversation or commenting on and comment and give your suggestion feedback or provide value, even just endorsed them for a skill. Now you might be asking yourself, well, why am I going to do all that work? And when they haven’t replied. And the reason why is anytime you do something on LinkedIn, if it’s endorse, if share, if it’s like, if it’s comment, on that prospect’s news feed, it’s going to say, “Shawn Finder viewed your profile. Shawn Finder endorsed you for lead generation, Shawn Finder shared your latest post”. Now you’re going to become top of mind. Now when you do send that follow up email the next time or the previous time, they’re gonna say “Oh, Shawn Finder wrote me an email. I never followed up on that quote.” And it’s going to almost remind them to follow up on that quote even though you didn’t have to make that call to follow up or send the email. So what I’m trying to say here is use a little bit of social selling, a little bit of touching to try and get that prospect and that will prospect that you’ve been working so hard for to reply to your quote and reply to your emails. And the best way to do that is by using touches on LinkedIn. That’s my tip of the day on how to close those whales that you’ve quoted and you’ve prospect to recently.
Scott Ingram: What other strategies have you found work best for you to get a response from prospects who’ve gone quite? Share your own tips and ideas at DailySales.Tips/107. On that page, you’ll also find links to two different books that Shawn and his team at Autoklose are offering to you as a listener of this podcast for free. There’s the B2B Sales Handbook and 673 Years of Sales Excellence Book. Go check those out at DailySales.Tips/107
Thanks for listening, and make sure you’re subscribed to the podcast so you never miss a tip. I’ll talk to you tomorrow.