When is the best time to call a lead?
Bill asked the question in his blog http://blog.marketo.com/blog/2010/07/perfect-timing-%E2%80%93-when-to-call-a-prospect.html/comment-page-1#comment-5180
Here is my response to his discussion:
To me the answer was ASK. Before I scrolled down to your recommendations, that what was screaming in my mind. More and more the trying to parse someones specific needs based on all sorts of psycographic indicators is like trying to fish without radar. It may work in the aggregate, but if you are concerned about the individual day’s catch, it is a poor strategy. An individual purchaser’s will be different at different times. I was thinking how I purchase, and more and more, when I find a potential solution resource is varied from where I am in the sales cycle. I may find a new solution as I am checking the references of a final candidate, and having legal reviewing the contract, or I may find a resource as I am considering the category.
Besides, if you ask, it builds relationship and shows that you are more concerned about the clients needs rather then your own. And that will certainly help improve the sales cycle.
What are your thoughts?
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