In sales, it’s common to encounter a situation where communication with a prospective client suddenly comes to a standstill. You might have had active sales conversations, perhaps even sent a proposal, but now there’s silence. So, how do you re-engage a prospective client when this happens? Learning this three steps are part of a smart sales strategy.
1. Embrace the Power of Prevention for Better Sales Prospecting
One of the most effective strategies to avoid this predicament is prevention. Whenever you’re in a conversation with a client, always schedule the next meeting before ending the current one. By having the next discussion on their calendar, it creates a commitment that they need to respond to, helping you maintain momentum in the relationship.
2. Utilize Their Preferred Communication Channels
Understanding and utilizing the client’s preferred communication method can also be crucial. In today’s fast-paced world, many clients prefer quick and concise communication via text messages. Texting is convenient because clients often have their phones within reach, making them more likely to read and respond promptly. Ensure your texts are professional yet concise, making it easy for them to reply and keep the conversation moving forward.
3. Respect Their Current Priorities
Sometimes, despite your best efforts, a prospective client may not be able to engage with you immediately due to unforeseen priorities in their business. In such cases, it’s essential to acknowledge this possibility. Reach out to them, express that you’re thinking of them, and inquire if there’s a more convenient time to continue the conversation. By showing empathy and understanding, you not only maintain professionalism but also demonstrate respect for their time and current circumstances.
By implementing these strategies, you can increase your chances of re-engaging prospective clients effectively. Remember, the key lies in maintaining momentum, leveraging preferred communication channels, and respecting their current business priorities. With these approaches, you’ll be better equipped to navigate the often unpredictable journey of sales communication.
Help Your Team Implement Better Sales Prospecting Techniques
If you’re looking to enhance your sales strategy and effectively re-engage prospective clients, contact me for to learn about my sales consulting and sales training offerings. Let’s work together to transform your sales approach and achieve outstanding results.
Frequently Asked Questions
An effective sales strategy to prevent communication stalls is to always schedule the next meeting before ending the current one. This creates a commitment on their calendar, helping to maintain momentum in your sales conversations.
Ask your prospective client how they prefer to communicate, and pay attention to their responses. Many clients today prefer quick, concise communication via text messages, which can help ensure prompt replies and keep the conversation moving forward.
If a prospective client stops responding, reach out to them with understanding and empathy. Let them know you're thinking of them and inquire if there’s a more convenient time to continue the conversation, respecting their current business priorities.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.