How to initiate communication with an unresponsive prospect?
In marketing, it is very important to stay in touch with our prospects. You don’t know when they decide to become a customer from just a prospect.
But it is a challenge to keep communicating one way. Many a times the prospects do not respond at all and it becomes difficult for the marketers to maintain the communication thread.
HubSpot writer Jeff Hoffman has published five tips to make an unresponsive prospect talk again.
Hoffman says, “If a prospect becomes unresponsive, don’t waste time beating yourself up or trying to uncover the reason — here’s how to follow up with a prospect to re-engage them and get the deal rolling once more.
1) Don’t refer to the past.
Although reps should continue to pursue prospects gone quiet, it’s important they don’t call attention to their buyer’s silence. By starting an email with “I sent a message on Tuesday, but haven’t heard back from you,” or “I called but have not received a return call,” you don’t spur your prospect into action — you just make them feel guilty. And what do people do when they feel guilty? Avoid the situation”.
Comments are closed.
