Kevin McCann says salespeople lose prospects with generic follow-ups. Instead, embed case studies and success stories that match the prospect's situation, like how a client helped school districts tackle mental-health challenges and saved hours for the community.
Some of your leads or prospects right now are on the fence trying to figure out whether or not they should buy your products or your services. Lots of times I see sales reps just hammer them with emails that say, are you ready now? Is today the day. Just checking in to see if you're ready to go. Could we get started? Things of that sort, but not providing any value. Here's another approach. Use use cases and case studies in your follow up communication. Really use it through your whole sales process, but specifically in your follow up communication to say, you know, I was thinking about your situation and it reminded me of how we help this other school district, company, hospital, achieve this outcome, right? And then walk through some of the situations that are relevant to the problems or the goals that they're currently facing or trying to achieve. One of our clients actually helps school districts solve mental health issues for not only for the school district, but also for the entire community. One of their approaches is to share those success stories and use cases and the number of people that they help and the hours that they're saving for these school districts to show that there's tremendous amount of value. And I think they even actually will provide them as testimonials or personal recommendations.
