Make sure your messages are tailored to each prospect. Don’t rely on the standard “Hey, let’s talk!” Stand out by saying something relevant, like: “I read your post about the new initiative you led last quarter – how did that turn out?” Your prospects will be more likely to respond if you personalize your communication.
3. Qualification and discovery
You’ve made a connection. Now, you need to determine whether the prospect has a problem you can help solve and the resources to purchase your solution. This vetting process is commonly referred to as lead qualification.
After making introductions, ask to set up a call to learn more about the prospect’s business, needs, and goals. This is called a discovery call. You’re trying to determine whether they’re a good fit — based on demographic traits (company size and industry), the problem they want to solve, and whether they have decision-making authority.
If the lead isn’t a fit, remove them from your list of prospects for now. Keep in mind, however, that just because they’re not qualified now, doesn’t mean they won’t be down the road. Hold onto their afghanistan phone number list contact information and be prepared to reach out again if their role or company changes.
If you get a string of “yesses,” dig in to learn more about their business. What are their current pains and how your product can help? What does this problem cost the company? What happens if they do nothing? What solutions are they considering?
Also, be sure to identify any decision-makers who need to weigh in on the deal. If there are stakeholders that you need to meet, ask for an introduction and do discovery with them as well. This is called “multi-threading” and is key for larger deals where many stakeholders are involved.
4. Presentation and demo
You’ve uncovered a bounty of pain points and needs that align seamlessly with your solution. Hurray! Ask to set up time with your prospect and key stakeholders to walk them through your solution with a sales presentation or product demo.