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How can you create memorable experiences for prospects?

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Creating memorable experiences for prospects is one of the most effective ways to stand out from the competition, build trust and rapport, and increase the chances of closing a sale. But how can you do that in a way that is authentic, relevant, and impactful? In this article, you will learn some practical tips and strategies to make your prospects feel valued, engaged, and excited about your solution.

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1 Understand your prospects

The first step to creating memorable experiences is to understand your prospects' needs, goals, challenges, and preferences. You can do this by asking open-ended questions, listening actively, and doing your research before and after each interaction. By showing genuine interest and curiosity, you will demonstrate that you care about them as individuals, not just as potential customers. You will also uncover valuable insights that will help you tailor your message, offer, and follow-up.

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Lee O'Brien-Riley

Senior Account Executive @ HackerOne
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It's great to research your prospects to understand them, but always confirm if your research is correct with them to ensure you don't lose credibility. This shows that you've made the effort before you've contacted them but want to make sure the research you have done is correct and you're understanding of it is correct. This approach has opened a lot of great opportunities for me as it shows the prospect I'm OK to be corrected, I'm open to learn and most importantly listen.

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2 Add value at every touchpoint

The second step is to add value at every touchpoint, whether it is an email, a phone call, a presentation, or a meeting. Adding value means providing useful information, advice, resources, or solutions that help your prospects solve their problems, achieve their goals, or satisfy their desires. You can do this by sharing relevant content, case studies, testimonials, or demos that showcase your expertise, credibility, and results. You can also do this by offering free trials, discounts, bonuses, or guarantees that reduce their risk, increase their urgency, or enhance their benefits.

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3 Personalize your communication

The third step is to personalize your communication, both in terms of content and style. Personalizing your communication means using your prospects' names, preferences, interests, and pain points to make your messages more relevant, specific, and compelling. You can do this by segmenting your audience, customizing your templates, and using dynamic fields. You can also do this by adapting your tone, language, and delivery to match your prospects' personality, communication style, and mood.

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Lee O'Brien-Riley

Senior Account Executive @ HackerOne
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Personalisation is key but they've got to open the email first. Try personalising the subject line to grab their attention and ensure they read you're amazing personalised email.

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4 Surprise and delight your prospects

The fourth step is to surprise and delight your prospects, by going above and beyond their expectations, making them feel special, or creating positive emotions. You can do this by sending handwritten notes, thank-you cards, or gifts that show your appreciation, recognition, or gratitude. You can also do this by sharing jokes, stories, or compliments that make them laugh, smile, or feel good. You can also do this by creating wow moments, such as unexpected discounts, upgrades, or referrals that make them feel valued, rewarded, or surprised.

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Gaurav Bhatia

Sales Head & Marketing Professional | Business Development Expert | Project Management | Real Estate & HR Industry Specialist
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You are right in identifying that the first step to creating memorable experiences is truly understanding your prospects' needs, goals, challenges, and preferences. This foundational step is pivotal to customized and effective service provision.

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5 Leverage social proof and reciprocity

The fifth step is to leverage social proof and reciprocity, two powerful psychological principles that influence human behavior and decision making. Social proof means using the opinions, actions, or testimonials of others to persuade your prospects that your solution is trustworthy, popular, or effective. You can do this by displaying ratings, reviews, logos, or endorsements from satisfied customers, influencers, or experts. Reciprocity means using the principle of giving and receiving to create a sense of obligation, gratitude, or loyalty. You can do this by offering free value, referrals, or favors that make your prospects feel indebted, appreciated, or obliged to return the favor.

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Maximilian Rexroth

Sales Director @ Regnology. Connecting Regulators & Regulated.
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Make sure you provide social proof which is actually relevant to your prospect, i.e. customer examples from the same industry, or companies facing a similar challenge so your prospect can relate to it.

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6 Follow up and follow through

The sixth and final step is to follow up and follow through, by maintaining regular contact, delivering on your promises, and exceeding your prospects' expectations. Following up means checking in, providing updates, asking for feedback, or overcoming objections. You can do this by using multiple channels, such as email, phone, text, or social media, and by using automation, reminders, or scheduling tools. Following through means fulfilling your commitments, delivering your solution, and ensuring your prospects' satisfaction. You can do this by setting clear expectations, communicating effectively, and providing support, training, or guidance.

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Neil John Kenyon - Sales Executive

I have built various books of business in different types of industries including Real Estate, Customs Clearance, Commercial Collections, Facilitation, Recruiting and Specialty Products. 714-348-3656
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Just make sure it is real and honest. People can tell when you are half baked or BSing them just to keep in touch. That is why when I make my follow up calls I first say: "This is Neil Kenyon with Chase and this is my once a month follow up call to check in".

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Maximilian Rexroth

Sales Director @ Regnology. Connecting Regulators & Regulated.
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Follow up for the sake of following up is often perceived negative and sometimes even annoying by the prospect. Instead, what you should do is add value at every touchpoint after the initial conversation. For example, you could send a relevant whitepaper or maybe invite your prospect to webinar or event that relates to the challenges they mentioned to you. You still remain top-of-mind and it adds value at the same time.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Maximilian Rexroth

Sales Director @ Regnology. Connecting Regulators & Regulated.
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Be bold, be different. Your prospect will likely have certain expectations towards how a sales rep interacts with them. Interrupt the pattern and see your conversion rates go up. Send a video, recommend a book, provide small gifts, even send them a handwritten letter.

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Michael Cronan ??

Keeping Workforces Safe, Skilled & Compliant with Sibbald Training
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Creating a memorable experience (as nonsensical and ego driven by the sales person as that sounds, should be about doing the right thing and just being different to every other salss person that person has encountered. Most sales people are needy, pushy, desperate to get a deal done. Buyers don't trust sales folk, rightly so. So, if you can just behave different by being radically honest, not being needy or desperate to get accepted at every stage then you'll be half way there. Issue is most sales folk are filled with too much head trash to change their habits and beliefs.

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How can you create memorable experiences for prospects?

1

2

3

4

5

6

7

1 Understand your prospects

2 Add value at every touchpoint

3 Personalize your communication

4 Surprise and delight your prospects

5 Leverage social proof and reciprocity

6 Follow up and follow through

7 Here’s what else to consider

Sales

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How can you create memorable experiences for prospects?

1

2

3

4

5

6

7

1 Understand your prospects

2 Add value at every touchpoint

3 Personalize your communication

4 Surprise and delight your prospects

5 Leverage social proof and reciprocity

6 Follow up and follow through

7 Here’s what else to consider

Sales

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