keeping your prospects engaged or how to manage customers who are not ready to buy yet

Keeping Prospects Engaged: 13 Best Practices

who this class is for

Sales managers and representatives

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

About this micro-class

Keeping prospects engaged increases the chances of sales success with customers who are not ready to buy yet. The key is to build a relationship based on trust and mutual understanding.

Best practices for keeping prospects engaged

1. Understand Your Prospect

Research your prospects thoroughly to understand their needs, challenges, and goals.

Tailor your communication to resonate with their specific pain points and interests.

2. Clear Value Proposition

Clearly articulate the value your product or service provides.

Focus on benefits rather than features to demonstrate the impact on their business or life.

3. Active Listening

Pay close attention to prospect responses.

Ask open-ended questions and listen actively to gather insights for a more personalized pitch.

4. Timely Follow-ups

Establish a follow-up cadence without being too pushy.

Use a mix of communication channels (email, phone, social media) to stay on their radar.

5. Provide Valuable Content

advice and permission

Share relevant content that educates and adds value to their understanding of the industry or their challenges.

Position yourself as a trusted advisor.

6. Personalization

Customize your communication to reflect the prospect’s industry, role, and preferences.

Avoid generic pitches; make it clear you’ve done your homework.

7. Build Relationships

Connect on a personal level without sacrificing professionalism.

Attend industry events or engage on social media platforms to foster a more personal connection.

8. Create a Sense of Urgency

Introduce limited-time offers or exclusive deals.

Highlight potential missed opportunities to create urgency.

9. Storytelling

Use compelling stories that resonate with your prospect’s challenges and demonstrate successful outcomes.

Storytelling makes your pitch memorable and relatable.

10. Handle Objections Effectively

Anticipate common objections and prepare persuasive responses.

Turn objections into opportunities to provide further clarification.

11. Leverage Multiple Touchpoints

Diversify your communication channels to reach prospects where they are most responsive.

Leverage email, phone calls, social media, and in-person meetings strategically.

12. Demonstrate Expertise

Showcase your industry knowledge and expertise.

Position yourself as a thought leader in your field.

13. Positive Persistence

Persistence is key, but maintain a positive and respectful tone.

Know when to gracefully bow out if the prospect isn’t interested.

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

related micro-classes