Excuses to contact prospects....

[Matt]

hi guys

OK we have a few leads for new clients, good ones, hot leads, and leads that I don't want to go cool on me...

Example - we have a verbal confirmation from a global company that they will use us, but they are waiting to get the local business license, which could take moooooonths. Basically the verbal agreement is that we will be employed around 2 mths before the license is approved to start the groundwork. Vietnam being Vietnam, that is potentially a lot of time for competitors to meet the guys, for winds to change, people to change and so on...and not that I am not trusting or they are not trustworthy, but we don't have a contract yet.

There are several other things in the pipeline, like I said, hot leads that I don't want to allow to cool.

So...I try to stay in touch with them where possible.

Some things I do include sending over relevant news clippings to client, we have a research firm as a client, so I send over any relevant research that I come across where appropriate. Depending on the nature of it, sometimes I'll write a note on a potential action item or something that they could take, opportunity to capitalise. Other times it's just FYI.

So...for those of you in agencies, consultancies, sales, whatever...what are some of the things you guys do to keep your prospects 'on-the-hook'?

Matt

 

[NH_Clark]

umm.. "the truth"! In all seriousness.... if they are 'serious prospects" they will appreciate you more if you respect their time and you want to make sure you are maximizing yours. If you've engaged and discussed your "value prop" and have agreed that there is a broken business process you can solve... put together a MAP "Mutually Agreed Plan" that defines steps, schedules, mutual responsibilities in the process, etc. And stick to the MAP.

If there really isn't an urgent problem needing fixed, or some broken critical business process that is impacting revenues or profits.. set them on a 6 month follow-up tickler and move on.

 

[globetrotter]

Originally Posted by Matt

hi guys

OK we have a few leads for new clients, good ones, hot leads, and leads that I don't want to go cool on me...

Example - we have a verbal confirmation from a global company that they will use us, but they are waiting to get the local business license, which could take moooooonths. Basically the verbal agreement is that we will be employed around 2 mths before the license is approved to start the groundwork. Vietnam being Vietnam, that is potentially a lot of time for competitors to meet the guys, for winds to change, people to change and so on...and not that I am not trusting or they are not trustworthy, but we don't have a contract yet.

There are several other things in the pipeline, like I said, hot leads that I don't want to allow to cool.

So...I try to stay in touch with them where possible.

Some things I do include sending over relevant news clippings to client, we have a research firm as a client, so I send over any relevant research that I come across where appropriate. Depending on the nature of it, sometimes I'll write a note on a potential action item or something that they could take, opportunity to capitalise. Other times it's just FYI.

So...for those of you in agencies, consultancies, sales, whatever...what are some of the things you guys do to keep your prospects 'on-the-hook'?

Matt

Matt,

I am not sure how many people you are talking about, but I would suggest taking them to lunch every now and again - shippers take me out to lunch about once a month, even though I hardly ever change shippers.

this probably doesn't fit what you need, but I used to stop by customers to "say hello" and say that I had a meeting with somebody else in the building. so I would set up an early morning meeting with somebody and then a late afternoon meeting with somebody, and spend the day walking the corridors having short talks with people in the organization, at a time when they weren't yet ready to buy from me.