Why (And How) to Add Value to Every Prospect Interaction
- “Hey, Jessica. Hope this message finds you well. I’m just checking in to see where you are on your discussion with this quote.”
- “Hey, Jessica. Hope you’re doing well. I’m just checking in to see how things are going.”
- “Hey, Jessica. I hope this message finds you well. I’m just curious where you’re at in your decision-making process.”
- “Hey, Jessica. I hope you’re doing well. I’m reaching out to see if you had a chance to review the documents I sent over.”
- Hey, Jessica. I hope business goes well for you. I’m following up to see what your thoughts are on the final quote.”
Did you get annoyed reading THAT?
Either you did, or you’re the world’s most patient person. THAT’S what the majority of business decision makers have to go through every day, all year long.
Follow-up e-mails all sound like the ones you just read above.
You CAN’T bore, irritate, or beat your prospects and customers into action. And that’s what repeatedly sending these types of e-mails attempts to do.
So instead, you need to add value to every single interaction.
But How Do You Contact Prospects and Customers Repeatedly…So They Look Forward to Hearing From You (Instead of Dreading It)?
There’s no perfect way to do it. And some of what you do depends on your knowledge of your customer/client.
Here are some ideas to become the contact your customers WANT to hear from:
- Remind Your Prospect How You Help Them Solve Their Problem
Let’s say your solution could help your prospect reduce operating expenses 5-10%. Mention that in your follow-up e-mails and voicemails. Also, give them a timeframe for when that happens.
It increases the urgency that your customer has to act.
- Remind Your Prospects of the Pain They Experience by Doing Nothing
Be compassionate in your e-mails and voicemails, though. Say something like, “Chris, I don’t want to see you continue to waste 5-10% of your budget. I’d like to show you how we can help you reduce these expenses so you can divert the capital to other areas of your business. When’s a good time to talk about this further?”
- Share How You Solved the Same Problem with A Similar Company in a Similar Situation
It goes something like this: “John, I know you struggle with excessive operating expenses. We helped ABC corporation solve the same problem, and they’ve grown by 30% year-over-year. Does it make sense for us to have a conversation?
With all these approaches, you’re being more relevant to your customers and prospects. The more they feel like important people, and the less they feel like numbers, the better response you get.