Save my time and energy The prospect will: Discuss stress, frustration, and likely focus on process to the exclusion of all other factors You will: Prioritize automation features, use testimonials from others who have benefited from your services, and make sure you can accurately quantify the time you can save. Bring me sunshine The prospect will: Focus on team satisfaction, employee retention, and company culture. You will: Discuss similar prospects who have benefited, and use metrics like retention rates to support your examples 6. Chain Rule Before you begin your presentation, you must follow a chain of events. Again, the most important thing here is not to rush. If there isn’t a clear understanding of the need, and your prospect doesn’t agree that there is a pressing problem that needs to be solved, then the presentation is likely to be unfocused, o brazil mobile phone number list r at worst, focused
on the wrong things. Try a little discovery before the presentation. Keep the discovery session short and sweet, and intentionally leave time for both of you to work out the details. If it helps, you can think of the discovery session as a springboard and sounding board for the presentation. Work Rules By following these rules, you’ll get a much better understanding of your prospect’s needs. So roll out the mat, get off the carpet, and start counting the links in the chain. Sound silly? Try it, it works. to learn more about SoPro As for how fast is fast – that’s simple, too. You have to react as fast as possible. There’s no such thing as getting away with it – you need to act immediately. So far, so good. However, achieving fast lead response times is quite complex, because in the lead farm, as in the animal farm, “all leads are equal, but some are more equal than others.” It’s here that lead response times stop being simple and become strategic. Back to basics: Why is lead response time so important? Here are some facts and figures to help. Most of them are taken from a classic 2011 Harvard Business Review study.
The findings have been replicated many times since then. Ironically, sales teams are slow to respond to the obvious hint that they have to respond quickly. You are 100 times more likely to connect with a prospect within five minutes of their inquiry than after 30 minutes (after which the likelihood continues to decline). You are 21 times more likely to close a lead within five minutes of a customer’s inquiry than after 30 minutes (after which the likelihood continues to decline). Lead conversion is also heavily influenced by the speed of the first response. Responding within the first minute results in 391% more sales. In terms of competitive advantage, 78% of customers will buy from the company that responds to their inquiry first. Only 7% of B2B sales teams today achieve an average lead response time of five minutes or less. In fact, the average lead response time is only 42 hours,