Let me start by saying that if you are trying to land big accounts there is no one better to listen to than Jill Konrath.
Jill Konrath, Author of Selling to Big Companies
I recently reread Selling to Big Companies (affiliate link) and I am amazed at the contrast between Ms. Konrath and the average sales recipes books stuffing the stacks at the local bookstore. She strips away the average and gets you to think specific, but remarkable in you approach to landing better deals.
Lead Nurturing, Get Prospects Back By Letting Go
Konrath gives us another gem with this “true story” on how she got a non-responsive prospect to reengage with her “let them off the hook” strategy.
I love this story because it highlights an objection we rarely acknowledge and overcome–the “this isn’t a priority” objection. Konrath gives us a clever little tactic to flush out the ones that are interested, but where the pain for the solution has not quite bubbled up to the top.
Sending a quick email letting them know that it is obvious this is not a current priority, but you are available when it becomes one could be the right spark to revive the conversation.
How to Write Great Emails
This is just one example of how Konrath creatively thinks about using communication techniques to motivate prospect response.
Her ideas on crafting better performing emails is one of my favorite sections of Selling to Big Companies (affiliate link). That section alone will return your $11.00 (probably in the first day).
Other Sales Tips for Non-responsive Prospects?
I am sure you all have other tricks and tips you use to re-warm cold leads. What are they?