BRX Pro Tip: 5 Ways to Capture B2B Sales Prospects Online
Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, we’ve had some success with this, and I’d like to share whatever ideas we can on capturing B2B sales prospects online.
Lee Kantor: Yeah. Your sales prospect’s attention is fleeting, and it’s hard to elegantly get in front of people online because we’re just kind of jaded now. We’re just getting hammered by people that are spamming us. And it’s so important not to do this as a blunt instrument. Just because you can access people online doesn’t mean that you just hammer them with communication.
Lee Kantor: So, here’s five ways to get your sales prospect’s attention online that’s not by spamming. First is you got to personalize your outreach. I mean, these mass mailing spams that are talking to everybody, they just don’t work. And I’m just tired of seeing contact to me that’s saying “Hey, first name.” You know, they don’t even know my name. Like I’m in some sort of a mail merge that they’ve incorrectly formatted. So, the only thing I’m seeing is first name because they don’t know who I am.
Lee Kantor: So, you got to personalize your outreach. Don’t spam anybody. Talk to people individually to try to build a relationship. I know this stuff, it’s getting away from using automation and scaling. But sometimes when you’re starting out, you have to do things that don’t scale. So, don’t be afraid to just be patient and methodical and personalize your outreach if you want to reach people.
Lee Kantor: Secondly, you got to reply quickly to any inbound lead because speed matters. Speed shows that you care. Speed shows that you’re not using automation, that you’re actively monitoring things, and you’re jumping on opportunities when they present themselves.
Lee Kantor: Number three, the deeper you have an understanding of your niche’s problems, the quicker you can address their pain points. So, it’s important to really understand and talk about your prospect’s actual problems.
Lee Kantor: Four, use anecdotes and stories to paint a picture of what their future would look like using your solution. The more social proof you can use and create that actually identifies pain points and ways you’ve helped solve those problems for others, the quicker you’re going to get to a sale.
Lee Kantor: And lastly, make actionable recommendations about their problem and your solution if possible. And tell them the truth about the best solution, whether it’s with you or somebody else. You shouldn’t be really trying to sell hard your solution. You should be trying to help people solve their problem. And if they can use your solution, fantastic. But if they can solve their problem without you, let them know that, too, because then you’ll be helpful and you’re going to get referrals from them down the line.
Lee Kantor: So, you’re not always trying to sell somebody something. You’re trying to help somebody solve a problem. And if it’s with your solution, great. If not, great, too, because you’re just going to be helping somebody and that’s always a good thing.
