Keeping in front of your prospects is essential for sales success. It often takes between 10-12 emails or phone calls before you actually connect. Then, in most cases, they’re not ready to make a change.
So how can you nurture prospects and keep in touch without becoming a pest? And, better yet, how can you contact prospects in a way that elevates your credibility?
The key is to be a content curator — a person who sifts through the morass of available information to find resources that your prospects would find value in.
So, how do we do this?
You need to be constantly on the lookout for good information. Each day, or certainly every week, you need to take time to read & educate yourself. Sign up for industry newsletters. Watch relevant videos. Check on the business press. Browse magazines your prospects are likely to read. Find quality content that will interest and inform your prospects.
You’ve put in the time and done the research, so the next step is to send your prospects an email. For example, you could say, “Based on our previous conversation, I thought you’d be interested in this.” or “If you’re like most sales VPs I work with, this article could be of interest.”
Don’t forget –you can send the same titbit of information to multiple prospects too. Chances are, if the content you’ve found is good, many of your prospects will be interested in what you have to offer.
And do it often — weekly for hot prospects, monthly for longer-term opportunities.
By assuming the new role of content curator, you become a trusted resource and the go-to person when it’s time to make a purchasing decision.
GLProUK is a digital marketing agency based in London and Surrey fulfilling the digital content requirements of market-leading brands throughout the southeast of the UK, the US and beyond. Whether your vision consists of podcasts, graphic design or professional video and photography, GLProUK has the expertise and enthusiasm to help get your message out there.