On Your Mark, Get Set, Go!
Once you’ve done that, there are a number of methods to captivate prospects and start a sales-winning relationship.
Always use a series of ongoing communications—postal mail, e-mail or phone—to keep pace with the prospects’ needs to make decisions about your products or services.
Be sure to include multiple offers that appeal to all stages of a prospect’s buying process. For example, if prospective customers are still early in their buying process, they will be more receptive to offers for free information in the form of how-to guides, white papers or e-mail newsletters. As prospects approach being ready to buy, they will be more receptive to such offers as longer, in-depth seminars, needs assessments or meetings, and getting proposals or quotations from salespeople.