“I know we just met…BUT WILL YOU MARRY ME? I am everything you need. Even though I’m not 100% sure what you need yet.”
Could you imagine someone saying this to you? What would you think? What would you do?
Me? I would RUNNNNNNN!
I know I’m just being silly, but this is exactly what so many salespeople do.
They rush right into the proposal (or the close). They run in the room and pitch, pitch, pitch.
But they don’t know you or your concerns. They haven’t built a relationship. They have not established trust.
So why do they do this?
- They don’t realize they are doing it.
- They are scared / desperate.
- They are dingalings.
So if you don’t want to be THIS person and you want to build a pipeline of customers, what the heck do you do? You generate leads of people that raise their hand and ask for help. And when you get to these people, you nurture them. You don’t pitch (don’t try to get engaged on the first date).
What does the process of nurturing look like? It’s about staying in touch, providing value, establishing trust and letting the prospect get to know you, your product, and your company.
For more information on nurturing a lead and developing your follow up system, go to my blog article at Follow Your Arrow Marketing!