It was a quiet day today with most people just back from the holiday break, but I reached ten people in an attempt to schedule new business appointments.    Two of the prospects said no thank you, and eight people said they’d be interested in receiving more information before scheduling to meet.    Mind you, the requests came after some good back and forth dialog, and reviewing the web site.

The prospects, I believed, were truly interested in holding our paper in their hands, adding it to a file, and/or easily sharing the information with colleagues.   The request for more info is offering us another opportunity to tell them about our services.  If you told them on your conversation that you will explain further how your services will improve their business – then tell them how!  Don’t make it a generic letter.

If you do an electronic communication attach a simple power point presentation using real data with the prospects name & logo.  Show them you care about them by taking time to care about what you’re sending them.  If you don’t care, why should they?

Cold Call + request for information = the possibility of pulling them in closer for another dance

Up until now the “send me something” was interpreted as an excuse to get off the phone.   Consider this for a moment…prospects receive dozens of sales calls daily, talking to everyone is impossible, and that out of their day, they took some time to speak to you, acknowledging that they are familiar with what you are talking about, and would likely be able to use the service soon or in the near future – send them information.

In the current b2b climate, I would consider the request for more information to be similar, and quite possibly, as good as a face-to-face introduction.   One adds an appropriate personal note to the document being mailed, building another layer to the new relationship.  If you are from the same city or state, or even familiar with the same part of the country, reference a coffee shop or current hot spot and you’re practically best buds.

Consider the times, and know that a meeting might not be necessary to generate and nurture every potential partner.

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