Hey, everybody. Today we’re going to be talking about five tips for engaging prospective clients that aren’t very eager to talk to you, necessarily. You know, it’s pretty rare that we reach out via email or phone or however to a prospective client and they immediately respond eager to purchase our services or buy our products. So, today we’re going to be talking about what we can do, five things specifically that we can do to engage prospective clients in a really great way so that they, so that the likelihood that they reach out and respond and want to talk to us about what we have to offer is greater than it would be if we didn’t use these five tips. So stick around and check them out. We’re going to go fairly quickly so pay attention.
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Hey, how are you?
Here’s tip number one: Don’t refer to the past.
You don’t want to make your client, prospective client feel guilty by sending him an email. For example, you don’t want to say, “Hey haven’t heard back from you in a week.” Or, “Hey it’s been three months since we’ve spoken.” You don’t want to make them feel guilty and guilt them into responding back to you. Instead, provide new, fresh, useful information for them, so you can re-engage with them. You want to make the conversation feel new. And again you don’t want to harp on why they’re not getting back to you. Could be just they’re scheduling, internal things within their company. So just remember tip number one, don’t refer to the past.
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So, tip number two has to do with changing and varying the things that you’re asking the client to do, prospective client, to do, at the end of your email or phone call.
So for example, a lot of us will send an e-mail or make a phone call and leave a voice mail for example. And we’ll ask the same thing over and over and over again. When would you like to have a meeting? When would you like to talk on the phone? When would you like to talk on the phone? When would you like to have a meeting? Same thing over and over again, it can really bother people. So if you want to be persistent without annoying the people that you’re trying to contact, one of the things you can do, is you can vary the things that you’re asking for. So instead of asking for a meeting five times in a row, once a week or once every three days, what you can do is you can reach out with different piece of information and ask them to do different things each time. For example, you can send an email that says, “Hey so and so, I was reading this blog post about how to blah blah blah and thought of you, you might enjoy it, so I figured I’d pass it along. Check it out. Give it a read and then call me if you have any questions about it or if you want to talk about it.” So now you’re reaching out for that particular reason. It’s a different reason than previously when you’d asked them to schedule a meeting three times in a row. You could make a phone call and say, “Hey so and so I was… I just read this white paper or I just saw this infographic and I think it really pertains to your business. I think it can help you out. You should give me a call I’d love to share with you what I learned, yatta yatta yatta or whatever the case may be.” But at least you’re reaching out with something different each time. And that in a sense justifies the multiple touches, the multiple e-mails or phone calls. So tip number two is really just about varying your closes and asking for different things instead of the same thing each and every time.
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Tip number three is, not only do multiple touches to one individual increase the likelihood of them reaching back out to, but multiple touches to multiple people within the organization increase the likelihood that somebody’s going to get back to you.
If you’ve been in contact with somebody who you think is the right person in that organization, but they’re not getting back to you even if you’ve tried different techniques to get them to respond, try reaching out to other people in the company. Those extra multiple touches will increase the likelihood that somebody’s going to reach out to you. So tip number three, increase those touches throughout the company to other people including that original contact that you’ve reached out to.
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So the fourth tip, and this is going to seem kind of obvious once you hear it, but the fourth tip is just to change up the time of day and the ways that you’re contacting a particular person who you’re trying to engage with.
So for example, if you’ve been calling every day or every Monday at 2:30 p.m. maybe start calling like Tuesday evening or Tuesday first thing in the morning. Who knows, maybe that person is watching their favorite TV show every day at 2:30 p.m. and they’re never going to answer your phone or maybe they have a standing meeting with someone at 2:30 p.m. So instead of always trying to contact them at the exact same time, give them a little bit of flexibility in the sense that you’re reaching out at different times of the day all the time. Tuesday evening, Thursday first thing in the morning, Friday around lunch. You never know when they’re going to be free. So tip number four is simply to vary the times that you’re calling and the ways that you’re trying to contact them.
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And finally, tip number five is to send a break-up email.
What do I mean by break up email? We’ve recently published a blog post titled How to Handle Being Ghosted by a Potential Client. It lays out specifically what to write, subject line and body content. What to write to a client whose ghosted you. Whose just gone off the map. This specific content produces a high response rate, a really high response rate. Specifically, we had two potential clients who didn’t respond to us about two or three weeks. We sent the emails within six minutes both of these ghosted clients got back to us. So for a last ditch effort, tip number five is to send that, you know, Hail Mary type of email.
Watch that ghosting video
Okay. So those are the five tips. We hope they work for you as well as they work for us. Let us know how they worked. Leave a comment. Like the post. Share the post if you thought it was helpful. And that’s it. We’ll see you on the internet. We’ll see you on our blog. And if you want to ask us any questions you can message us directly. So that’s it. See you next time.
♪ [music] ♪[most of the tips in this video are from this article]