21 Compelling Reasons to Reach Out to Your Prospect

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Let's dive in.

When I train sales teams on my Unstoppable Sales Machine methods, one common theme arises every time.

Sales professionals struggle with their outreach to prospects.

They don’t struggle with the activity itself, but more on how to be creative. For example, what should they say when the reach out?

I call this “compelling reasons,” and having a bunch of them at hand is key to being able to engage prospects without sounding pushy, boring, or too “salesy.” (I have to admit, I’m not exactly sure that that last one means, but I’ve heard it used many times.)

Here is a list of compelling reasons WHY you might reach out to a prospect:

1. You will be in their area on [insert date]
2. You want to share an additional resource/report/strategy with them
3. You forgot to share something during your presentation/discussion
4. You have a relevant client testimonial you thought they’d appreciate
5. You wanted to introduce them to one of your (satisfied) clients
6. To wish them a happy birthday or holiday
7. To check in after their vacation (to see how it went)
8. To offer some new ideas you think might help their situation
9. You spoke with someone recently who had a similar situation (and you thought of them)
10. To book a follow-up meeting
11. To book a follow-up meeting and have someone else (e.g., your boss) join you
12. You came across something on LinkedIn you thought they’d appreciate
13. To provide an assessment for them to complete
14. You have new information that you thought they’d find relevant
15. You have an update based on changes in the market, your pricing, etc.
16. You have a new offer to provide them
17. To invite them to an event
18. To offer them tickets to (something) as your guest
19. To follow up with them to get their thoughts from your recent discussions
20. To share a new offer, product, or service (that is relevant)
21. To ask why they haven’t followed up on any of the above

I’ll admit that some of these are very close to one another. But the key is this – always have a compelling reason to reach out.

If you ask deep questions, and listen carefully, you’ll walk away from every meeting with at least a half dozen ideas for your follow-up or outreach.

What ideas can you add to this list?

Comment below.

Best,

Shawn

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