Initiating the First Conversation with a Prospect is Always the Hardest Step

Posted by Pete Caputa on Jul 12, 2008 6:02:00 AM

If part of your job involves initiating conversations with prospects, you need to read this email chain that Dave Kurlan has shared between him and a prospect:

Lesson - Even if you fail to get a response or you get a negative response, keep at it! The key is to get a response - to something - to get a dialog started.

Dave's example is about contacting a referral. However, the same principles apply for following up on web generated leads. Do what you need to do to just start "any" conversation.

With referrals, I usually keep at it until I figure out whether I can help the prospect. However, with leads, it is two strikes and their out. Dave's example makes me think that I'm not doing enough before I abandon that lead. The main reason I don't is because I'm looking for low hanging fruit in a humungous orchard. In plain english, I have more leads than time.

Anyone have this problem? How do you make sure you do the things necessary to get people into conversation with you?

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Topics: lead follow up, web leads, sales

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