KEY POINTS
- Look for new and innovative ways to engage your prospects and customers.
- Asking better questions and understanding their needs makes them feel understood.
- Develop a sending strategy to engage your prospects in a new and meaningful way.
Sales teams are always looking for new and innovative ways to engage with potential customers. It can be tough to stand out in a noisy world, but with the right strategies in your process, you can boost sales and grow your business. Here are five effective ways to engage with prospects and boost sales. We’ll also take a look at how direct mail can be an effective engagement strategy for businesses of all sizes.
1. Use Social Media Platforms
Social media platforms are a great way to connect with potential customers. They provide an easy way for buyers to learn more about your company and the products or services you offer. Additionally, social media platforms allow you to build relationships with buyers by providing valuable content and answering questions easily.
2. Be Approachable
The most crucial aspect of prospecting is establishing rapport. After all, why would potential clients want to do business with you if you don’t come across as genuine and courteous? Things to be mindful of during your first meeting with a prospect:
- Facial cues
- Mannerisms
- Body language
Keep the conversation going by using open-ended questions. This allows potential clients to share more about themselves and can help you build a relationship with them. Being approachable is critical when engaging with prospects, so always aim to put your best foot forward and project confidence! Let your personality shine through to the prospect and they’ll be more invested in listening to your sales pitch and giving you the time to review your product or service.
3. Ask Better Questions
People want to feel heard, respected, and understood. By asking better questions, you’ll have more meaningful conversations with your prospects and have a chance to get to know them better on a personal level.
Asking great questions will help you gain insight into how they think, how they make decisions within their organization, and how much influence they may hold when you’re trying to close the deal. All of this will help you better understand how to communicate with them and how to position your value proposition.
The more you know about your prospects, the more likely they are to buy from you. Try these open-ended questions to get the conversation going:
- What do you like best about your current solution?
- Why did you choose that solution over the alternatives?
- If there was one thing we could change to improve our product, what would it be?
- What other products have you considered as an alternative to ours?
4. Leverage Direct Mail
How do you build meaningful connections with prospects who won’t answer a phone call? The answer: through direct mail.
Direct mail is the most effective way to engage with prospects, especially if you’re trying to reach a highly targeted audience that’s been difficult to contact by phone or email. Direct mail allows you to stand out from other sellers with a memorable sending campaign, increasing your chances of success.
With Physical Impressions, you can get your unique message and value proposition directly into the hands of your prospects. They just can’t ignore it! And more importantly, it can build trust and give you an edge over your competitors.
Physical Impressions allow you to stay top of mind with prospects and leads that have gone cold. Leverage direct mail to create impactful campaigns that will encourage your prospects to respond in the ways you want them to. An effective approach is using a multi-touch strategy combining different promotional channels like email marketing and social media.
5. Reconnect With Prospects
Even the best-laid plans can fall through. How will you respond after a deal doesn’t close? Email marketing is an excellent tool for those situations and can help re-engage prospects. You can use it as an additional touchpoint in the customer’s journey or even as the primary source of communication.
Tips for email marketing:
- Make it relevant
- Keep it concise
- Time it right
- Be available and helpful
- Include video and example content
- Link to the website
Some sales reps may want to cut their losses and move on, but this would be a big mistake. According to the Harvard Business Review, it takes an average of five follow-ups to reach a buyer. That’s a lot of time and potential business you’re losing if you don’t take the time to re-engage your prospects!
The Best Way to Engage Prospects
If your goal is to get better results on response rates and create faster deal cycles, your best move is to invest in a sending strategy that will engage your B2B prospects.
The Direct Marketing Association (DMA) analyzed Bizo and Epsilon data and found that direct mail achieves a 4.4% response rate, compared to 0.12% for email. Overall, the DMA found that the number of direct mail response rates are actually anywhere from 10 to 30 times higher than that of digital.
Partner with Sendoso, the leading Sending Platform, to engage prospects faster. Here’s how it works:
- Develop a sending strategy that integrates with your current campaigns and initiatives.
- Send with just a click from the sales tools you know and love like Salesforce and Marketo.
- Reach out and connect with potential customers at the right time with Send Tracker.
- Watch your investment pay off in real-time by measuring company data on the Analytics Dashboard.
Sending memorable Physical Impressions is the best way to build brand awareness and connect with both new prospects and leads that have gone cold. Ordering and sending have never been easier. Partner with Sendoso, a sending platform that has the ability to scale.