Networking events can be a goldmine for sales prospects, offering a chance to connect with potential clients and partners. However, sometimes the leads you generate at these events can go cold, leaving you wondering how to rekindle those connections. The key is to approach this challenge with a strategic mindset and a touch of persistence.
When your networking event leads go cold, it's essential to reassess the quality and potential of each contact. Consider the conversations you had and the initial interest they showed in your product or service. Sometimes, the lack of follow-up might be due to a mismatch in expectations or interest levels. Determine which leads are worth pursuing based on their likelihood to convert into sales or beneficial relationships.
First thing first: if a lead go cold after a great event meeting, don't panic. Reassess the quality to decide if you have to put your efforts in it. For an example, I remember engaging with a prospect who was ready to sign after a presentation in a event and we only close the deal 3 months after that, due to managerial pressures for him. You will need to think about what he/she said exactly, and the potentials emergencies he/she may have. Don't forget to think about the competition present at the same meeting and its value! If you thought that the lead was a low hanging fruit, you may need to reavaluate your development strategy. At last, if the lead suddenly go cold, you will need a good ice breaker to outreach your prospect.
Transforme silêncio em oportunidade! ?? Quando os leads de um evento de networking n?o respondem, é crucial fazer uma análise detalhada de cada contato. Relembre as intera??es que teve e considere o interesse inicial em seus produtos ou servi?os. é possível que uma falta de acompanhamento seja o resultado de expectativas n?o alinhadas. Decida quais leads têm mais potencial para se transformar em vendas ou em rela??es proveitosas, e planeje uma nova estratégia de abordagem. Você já tentou reabrir a comunica??o com um lead que parecia ter perdido o interesse?
Stay consistent in your communication. I am in the process of rebranding my company. You have to feel confident in your product/service’s you have to offer. Believe in yourself,!everything else will follow.
I would first try confirm that the lead was from the right prospect source-did I qualify the right lead gen source. 2nd, I have an outreach cadence that I use, with the last being, “this might not be the right time, please advise when a good time might be to connect. I would also use common LinkedIn connections, if we have any, to establish a link. If we have none, I would seek to connect direct directly.
Quando os leads de eventos de networking esfriam, é vital reavaliar a qualidade e potencial de cada contato. Analise as conversas anteriores e o interesse inicial demonstrado, ajustando sua abordagem conforme necessário.
If you decide a lead is still valuable, craft a personalized outreach strategy. Reference specific details from your initial meeting to remind them of who you are and the value you can provide. This could be a shared interest, a problem they mentioned that your product solves, or a mutual connection. Personal touches can reignite interest and show that you're not just sending out generic follow-ups.
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Caro [Nome do Lead], Espero que esteja bem desde a nossa última intera??o no evento de networking. Foi um prazer discutir sobre [insira um tópico ou interesse específico discutido] e entender melhor suas necessidades e objetivos. Como prometido, gostaria de oferecer uma alavanca personalizada para impulsionar ainda mais o seu sucesso. Baseado em nossa conversa, identifiquei uma oportunidade única que acredito ser de grande interesse para você.
Personalize sua comunica??o, mencionando detalhes específicos da intera??o inicial para reacender o interesse. Isso mostra que você n?o está apenas enviando mensagens genéricas, mas que realmente se lembra deles e valoriza a conex?o.
Procure entender as necessidades de seu cliente e ofertar o que ele realmente poderá utilizar. A preocupa??o com a satisfa??o do cliente é fundamental.
To warm up a cold lead, offer them something of value. This could be an insightful article, a free trial of your service, or an invitation to an exclusive event. The goal is to provide them with a reason to engage with you again. By leading with value, you're demonstrating that you're not just interested in making a sale, but in building a mutually beneficial relationship.
J'ai été formée sur le win-win, donc j'essaie toujours de donner à mes relations l'importance qu'elles méritent, cela ajoute du plaisir et de la qualité aux échanges mais exige une réelle organisation de l'ordre du jonglage. Mais un bon artiste maitrise la technique et le fait en donnant aux spectateurs une illusion de facilité. C'est tout l'art d'un bon commercial. IL faut doser le don de soi en restant toujours très visible, actif, pertinent et surtout à l'écoute (veille concurrentielle, suivi prospect) et être original et authentique.
I’ve found it useful to consider a specific customer need, that may have formed part of the first conversation, then provide a great case study or testimonial. It may be helpful for a business with a degree of hesitancy to understand how value has been delivered successfully is a similar scenario, with customers of the same size or in a similar sector. It offers value, demonstrates attention to detail and delivers trust.
Si tu acercamiento al prospecto está basado en tu producto o servicio y no en las necesidades de tu cliente es probable que te enfrentes a un enfriamiento de su parte. Recuerda cual es tu propósito y este debe ser siempre ayudarle a tu prospecto a comprar de manera profesional. A?ade valor acerca de sus necesidades y de como tu producto a servicio puede ayudarle a resolverlas. Esto solamente lo lograrás si haces las preguntas correctas. Si el prospecto no encuentra algo de valor es probable que volteé hacia otra parte. Es tu labor lograr encontrar ese valor y ofrecerlo.
Ofere?a algo de valor, como um artigo perspicaz, um teste gratuito de seu servi?o, ou um convite para um evento exclusivo. Demonstre que seu interesse vai além de uma venda, buscando estabelecer uma rela??o mutuamente benéfica.
L'humain doit rester au coeur de nos transactions aussi bien pour le prospect que pour le plaisir de les suivre. Un commercial, poussé à faire "du chiffre" peut oublier cette notion primordiale. Chez Keller-Williams, une des valeurs principales est le Win-Win et l'intérêt du client avant tout. Pour le client, mais une vision du client en tant que relation humaine d'abord et pas uniquement un "porte-feuille" ! Prendre le temps d'établir une vraie relation enrichira sur le long terme le business, et le piège du débutant est justement d'être trop pressé...
Social media platforms can be powerful tools for re-engaging cold leads. Connect with them on professional networks like LinkedIn, where you can share relevant content, comment on their posts, and keep your name at the top of their mind. This approach allows for a more casual reconnection that can lead to more formal business opportunities.
Social media is a fantastic way to keep in touch with a client’s business. By reading and interacting with their posts, it develops rapport and it’s also a way to pick up on their growth and expansion plans, their views and frustrations. This may reveal undisclosed pain points that can be overcome with a specific service. It’s a great way to build rapport over a longer period and be part of a shared journey.
Utilize as redes sociais para manter contato. Engaje com seus posts e compartilhe conteúdo relevante. Essa intera??o mais casual pode levar a oportunidades de negócios mais formais.
Cette approche nécessite une bonne ma?trise rédactionnelle adaptée au sujet abordé pour captiver l'attention. Par exemple en simplifiant, en rendant fluide les textes... Surtout en se rendant disponible pour interagir avec l'audience.
Establishing a follow-up cadence is crucial. You don't want to come off as pushy, but you also don't want to be forgotten. Space out your communications strategically—perhaps an email one week, a social media interaction the next, and a phone call the following. This persistent yet respectful approach can gradually warm up the lead and may eventually lead to a rekindled interest in what you have to offer.
Early on in the conversation, I tend to ask questions to establish the priorities of the business and if there is a preferred timeframe for follow up. This means we’re speaking at precisely the right time. We can often assume that client interest means ‘right now’, when in fact it’s at some point in future or maybe a higher priority takes over. This question is well received as it shows respect to the prospect and it means that time can be used more effectively supporting another customer with more immediate needs.
Implementing a follow-up process is crucial; without it, your efforts could be wasted. Even a simple process can be effective. Make follow-ups a part of your daily routine. Once it becomes a habit, it will feel like second nature, and the benefits will be significant. Consistent follow-up has to be the priority.
Estabele?a uma cadência de acompanhamento que n?o seja invasiva, mas que mantenha você em evidência. Varie entre e-mails, intera??es em mídias sociais e chamadas telef?nicas para aquecer gradualmente o lead.
Lastly, if your lead remains unresponsive, consider asking them for referrals. They may not need your services now, but they could know someone who does. This request can be framed as a way for them to provide value to their own network, which can often be an appealing proposition. Plus, it allows you to expand your network even if the original lead doesn't pan out.
If you approach the customer with a desire to help, develop a great relationship, they like your product or service and for whatever reason the deal is not concluded at that point, firstly, it could be a ‘not now’. That door must be left open. Also, everyone has a network on whatever channel. Many are on WhatsApp or attend industry groups. Perhaps consider a formal referral scheme. I’ve found prospects are often willing to send out a quick message on your behalf. It’s sometimes possible to get a speaker opportunity at a regular meeting. The key is to ask. You have nothing to lose.
Se um lead permanecer inativo, considere pedir referências. Mesmo que n?o precisem de seus servi?os no momento, eles podem conhecer alguém que precise. Isso n?o só pode expandir sua rede, como também manter a porta aberta para futuras oportunidades com o lead original.
Your networking list is never complete. You cannot work and rework those same leads over and over again. Lead lists are constantly moving, changing, entering and exiting. An ongoing process. Therefore, networking must be a frequent and regular part of your business routine. Not some event you attend every month or social media platform you belong to. It's like fishing. You must have bait on your hook and a line in the water all the time. Better yet, use a net to gather many fish. How do you use a net to find leads? Join several networking groups. Volunteer to help the leader put on events. Work on the membership committee. Meet members of the group. Become visible to everyone in the organization. Miracles will happen.
Dig a new prospect in the same company and build upon your last conversation with the previous prospect, sometimes not wasting your time on a prospect who's not connecting with your product offering and utilizing the learnings about that account you got in the networking event on a fresh prospect with different POV can get you far. It has worked for me, feel free to try.
Nunca subestime o poder de um acompanhamento persistente e respeitoso. Pode ser que o timing n?o seja ideal inicialmente, mas manter uma comunica??o constante e útil pode transformar um lead frio em uma conex?o valiosa no futuro.
Something else to consider is instead of leading with your needs, switch it around and be curious about them. Only after this curiosity turns into conversations (more than one), will it become an actual relationship and that is what you need.
The harsh reality of trade shows and other networking events is that people are usually flooded with new contacts, conversations, and solutions. It's a lot to process, especially when they return to a full desk back at the office. One way I like to stay on someone's radar is to use digital business cards that link them to my LinkedIn, instead of using old business cards, which are likely to be lost or tossed anyway. That way, my content is top of mind when they open LinkedIn. I'll also add them to regular cadences, whether it be new updates, hosted webinars, or relevant scoops I found on their company.