If you’re looking for a way to stop prospects from ignoring your emails, voicemails, or other marketing messages, this blog post is for you.
In it, we discuss three creative ways to keep them engaged and interested in what you have to offer. The strategies are proven and effective!
1. Give Value Before You Ask For Anything
To give prospects a reason to want what you have, it’s essential that you provide them with something first.
The right way: Have your content director create an email series on how-to topics related to the industry or topic of interest. Include links in each one for people who would like more information about a particular subject matter. You can also send periodic newsletters with similar offers.
The wrong way: Send cold emails without any incentive or call to action at all – this is just irritating! Prospects will likely ignore it and delete it without thinking twice about why they received the message in the first place.
There are many benefits of providing free value before asking for anything (a sale, lead) back from your prospect. So start doing it today!
2. Research the Pain Points of Your Prospect Before Marketing To Them
For the prospect to care about you, they first need to know that you care about them. To show that you care about them, research their business pains and challenges you can help solve.
The right way: Research the pain points of your prospects before marketing to them. Type the following search string into the three search engines listed below – make sure to search for BOTH their industry AND their title:
Example: “top business issues affecting {fintech companies / accountants / CIOs / consultants / etc.}”
- Google: “top business issues affecting fintech companies”
- Bing: “top business issues affecting fintech companies”
- Yahoo: “top business issues affecting fintech companies”
Searching for the issues that your ideal customer is currently experiencing will help you to see the world from their perspective.
The wrong way: Send emails, make calls and leave voicemails telling them what you sell. They don’t care, and they won’t care until; 1. they know that you care about them, and 2. they believe that you can help them.
3. Show Up Differently Than Your Competition
As Seth Godin would say, be the Purple Cow – be remarkable. If you show up the same way every other vendor does in your market or space, then your prospects will ignore you, and you will be lost in the noise.
The right way: Find creative ways to get their attention and stand out from the crowd. Try using conversational videos as a way to communicate your value. We use Loom to send videos to our clients and prospects to “humanize” our communication.
If you are nervous about being on camera, then use Loom to record your voice and something relevant, meaningful, or impactful on your screen.
Another way to differentiate yourself is to use multiple platforms to provide value to your prospects. Rather than just sending an email alone, create a nurture sequence that includes a LinkedIn connect request, a call, an email, an invitation to an event (webinar, teleseminar, symposium), and a video summarizing the use cases and examples of client success you have had in the past.
The wrong way: Do what everyone else does because it’s “safe.” “Safe” generally means “boring” and non-remarkable.
Your prospects can be hard to reach and even harder to keep engaged. Luckily, we have some proven strategies that will help you get your message across without any hassle. These three tactics are tried-and-true ways to keep prospects from ignoring you and keep engagement high with little effort.
Would you like us to share our best tips for getting through to your ideal customers? Request a strategy session today and find out more details about how we can help you generate a consistent flow of new business opportunities for your company.