Avoiding the Black Hole of Prospects – When to Walk Away

Yes, you have worked really hard on this potential deal. Yes, you have spent countless hours communicating with this prospect. Yes, it is hard to walk away. But, it may just be time to let this one go. Whenever you are developing a relationship with a potential lead, a lot of time and effort most likely goes into it. But sometimes it’s just not enough and this prospect is not worth your time. Here are a few signs that should tell you its time to walk away:

Focused Solely on the Numbers

Numbers and prices are obviously a big part of any sale. But, that should come after a relationship has been formed. If a prospect is asking about the price and costs of everything right off the bat that most likely means they are already leaning on a different product or service, or are not interested in learning about what might actually be best suited for their needs. They want a quick solution that won’t break the bank and are not ready to take the time to find the right one.

Not a Decision Maker

At the end of the day, it is a decision maker that will close the deal with you. While communicating with a prospect, ask yourself if this person can actually make the decision. Do they know everyone that is involved? Can they tell you what they see for the future, after this deal is made? Are they openly communicating with you or relaying messages to someone else in their company?

Choosing an End Date

Make sure the prospect can give you an end date or period of time where they would like to start utilizing your product or service. If it is too open-ended or they appear to be dragging their feet they will most likely not close a deal any time soon. The last thing you want is emails or phone calls going back and forth for months on end with no positive end result.

Do They Understand What They Want?

When forming the relationship with a prospect, part of it is the understanding what exactly they are looking for. Can this person, in detail, express the needs of his or her company? Talk is cheap when it is broad and unhelpful. To best fit their needs and yours, you need to know what exactly they are looking for.

Fail to See the Value

You know your product or service is of value, but do they? Sometimes a prospect might not see the true value that your product or service will bring to them. If they need constant reminders and convincing then just maybe it is not the right fit for them. If they fail to see the value, then there most likely is no value in continuing to sell to them.

Lack of Communication

One of the easiest signs to a sale going nowhere is a lack of communication. If they are simply ignoring all of your emails or phone calls, or there are large gaps of time between responses then odds are they are uninterested. In selling, persistence is key. But, after a certain point, the time spent attempting to communicate with an uninterested prospect, is better served building a relationship with someone else.

Are They a ‘Yes Man?’

Communication is a two-way street. At first, you want to listen and research as much as possible to make sure you understand their needs. But, when it comes time to demonstrate and explain your product and service, what is their response? Are they asking questions and clarifying details? Do they seem engaged? Or are they simply nodding their head and going along with whatever you say? If it is the latter, interest in your particular product or service is probably low. By asking questions and having a dialogue, the prospect is truly deciding if it is right for them. If they stop asking questions or agree with whatever you are saying, then they are most likely already thinking about a competitor and have become dispassionate.

 

Now, if you are witnessing some of these signs, it may be time to walk away. But, that does not mean cut off all future communication. Times change and down the line, they may in fact be in need of your actual product or service. Keep the relationship you have built whether small or strong and follow up once again down the road to gauge if things have changed.

In the meantime, do not waste your time falling into the black hole of prospect chasing. Stay on top of solid leads and don’t waste time with those who are not serious about doing business.

Drive The Sales Process With Marketing Automation

driving leads, marketing automation, the sales funnelA sales department can only sell to the prospects that the marketing department leads to their doorstep. Think about it…if the marketing department falls short and fails to deliver the marketing message to the target market, then the whole sales process crumbles. The marketing department finds the prospects and lures them in and the sales department seals the deal. With marketing automation, a sales department can rest assured that a campaign is working like clockwork to bring the target market to the doorstep. For sales, lead generation is essential.

We have all the info to selling marketing services in our handy guide. Download your copy by clicking here! > 

With marketing automation, everything is tracked and managed from one central spot. Instead of the right arm (sales) not knowing what the left arm (marketing) is doing, the two arms are working in conjunction, as a team. And with an automated marketing system, tasks and contacts are managed, and prospects can be touched multiple times without feeling overwhelmed and turned off by a pushy company.

For example, your sales team exhibits at the local home expo. Several people fill out the form requesting more information on your products. Day one after the expo, each are emailed links to the online brochures regarding the products the prospects were interested in. The sales team receives the information on which emails were opened, when they were opened and whether the link within the email was clicked.

sales funnel, lead generation, marketing automation, interlinkone

Two days later, an automated email is sent to each of the prospects asking them if they would like a trial of the company’s product. A couple days after that, thank you notes are sent out via snail mail to each of the prospects thanking them for stopping by the booth during the expo. On day seven, the sales team is notified of which prospects have clicked on the link requesting the product trial, and are assigned phone calls to follow-up. On day nine, those prospects who did not request a free product trial are emailed a survey about their expo experience and about their thoughts on the company’s products. On day 12, the sales team learns of the survey results and are assigned follow-up calls to any prospects who have indicated they still need more information about the products.

Can you see where the marketing automation leads the prospects by the hand and directly into the sales team’s waiting arms? It’s automated but still personalized every step of the way. Everything is tracked so no lead will fall between the cracks. Prospects receive the information they need according to their responses. And by the time the sales team contacts them, they are already interested in what they have to offer. Automated marketing making life easier. For everyone.

Schedule a no pressure demo of our marketing automation software > > 

Webinar Announcement: 5 Best Practices For Inbound Marketing

On Thursday, December 13, at 2:00 pm EST, Tom Barry and myself (Lou Cimaglia) will be hosting a webinar entitled, “5 Best Practices of Inbound Marketing – And How Grow Socially Can Help.”

Register Today!

 

Date: Thursday, December 13

Time: 2:00 pm to 2:40 pm EST

Who: Sales Executive Tom Barry and Content Marketer Lou Cimaglia

Topics covered will include:

  • How to turn your website into a lead-generating machine
  • Creating engaging and original content and boosting your SEO
  • Next generation and responsive web development and design
  • Strategic outbound marketing, email marketing and social media
  • The importance of analytics

Register Here!

Free Education in Graph Expo's Marketing Theater

Picture of the podium inside of Graph Expo's Marketing Theater Pavilion

There is no doubt that people attend Graph Expo for a variety of reasons.

Some are there to invest in new hardware; others are looking for software solutions. Some attendees strive to meet people to make partnerships, while others may be looking for employment. The list certainly could go on and on.

One other big item that could be added to that list is this — to get educated on trends in the worlds of marketing and technology!

One Great Place to Find Education at Graph Expo

To help deliver what those folks are looking for, Graph Expo provides an excellent opportunity with their Marketing Pavilion Theater.

At no cost, attendees can spend time in this highly-interactive, show floor learning center to receive business-building strategies.

We are quite fortunate to be able to participate as speakers in this year’s line-up.

Below are the details… we’d love to see you there!

Must-Attend Theater Presentations (Yes, Ours!)

Monday, October 8, 2012
Time: 2:00PM – 2:30PM
Session Title: Social Media for the Printing Industry: Strategies, Tactics and Tips to Help You Grow
Presented By: John Foley, Jr.

Tuesday, October 9, 2012
1:00PM – 1:30PM
Session Title: 5 Ways to Generate More Leads from Your Website
Presented By: Jason Pinto

We hope to see you there!

Click here for more information on the Marketing Theater Pavilion >>

 

List of Graph Expo Speaking Engagements

Graph Expo 2012 Logo: interlinkONE and Grow Socially are exhibiting at this event, and our CEO John Foley, Jr. is delivering multiple presentations.

Graph Expo 2012 is just around the corner! In addition to exhibiting at Booth #’s 1071 and 1072 in the Marketing Pavilion, we also have the privilege of delivering a number of speaking engagements at the show.

We’d love to see you there!  We promise that we’ll sharing a lot of valuable information.

Event: Executive Outlook

Date: Saturday, October 6th
Time: 4:45 PM to 5:30 PM
Title: Integrating Social Media into your Marketing Mix
Presenter: John Foley, Jr.
More information >>

Event: Educational Seminar

Date: Monday, October 8th
Time: 10:30 AM to 12:00 PM
Title: Mastering the Triad: Social Media, SEO, and Your Website
Presenter: John Foley, Jr.
More information >>

Event: Marketing Pavilion Theater

Date: Monday, October 8th
Time: 2:00 PM to 2:30 PM
Title: Social Media for the Printing Industry: Strategies, Tactics, and Tips to Help You Grow
Presenter: John Foley, Jr.
More Information >>

Event: Global Channel Partners Summit

Date: Monday, October 8th
Time: 4:00 PM to 5:00 PM
Title: How Social Media Works in Channel Sales
Presenter: John Foley, Jr.
More Information >>

Event: Canon Booth Presentation

Date: Tuesday, October 9th
Time: 10:30 AM to 11:30 AM
Title: Content anywhere, Implementing a Cross Media Strategy
Presenter: John Foley, Jr.
More Information Coming Soon >>

Event: Marketing Pavilion Theater

Date: Tuesday, October 9th
Time: 1:00 PM to 1:30 PM
Title: 5 Ways to Generate More Leads from your Website
Presenter: Jason Pinto
More Information >>

Event: Educational Seminar

Date: Tuesday, October 9th
Time: 2:00 PM to 3:30 PM
Title: The Cloud and Mobile Demystified: Good For YOUR Business
Presenter: John Foley, Jr.
More Information >>

If you have any questions about these events, or anything else regarding Graph Expo, please contact our team today!