What can you do when your ideal client is near impossible to reach?
Let’s first identify what is “impossible to reach”. If you can’t physically get to them, get them on the phone. If you can’t get them on the phone, get them in an email. If they won’t respond to your email, try better email content. If that still won’t work, reach them through LinkedIn or Twitter even. If none of that works, try this!
In some cases you can’t exactly get your ideal leads, but you can get to someone. You can’t get to the head honcho, but maybe you can get to the head honcho’s friends, employees, gatekeepers, or peers. It’s up to you to find the proximal point of entry applicable to your scenario.
- Become a buddy with the gatekeeper. This is not to be taken lightly. Most salespeople won’t even put in the effort to get the name of the gatekeeper. Get the name, and get other point of “talk” too. The second time you call you name can address by name as well as have something else to say. If you really wanted to be prepared, you’d Google them for a bit more information about them and find some common ground. Be a human, don’t treat people like robots, it’s rude.
- Reach out to the friends of the lead via social media. This doesn’t need to be cynical. If you legitimately feel as though you have something your lead will be interested in, take a shot at this.
- Interest the peers of the lead with your content. Time and time again we have heard that people care more about there peers opinions than anyone else’s. By this rationale, it makes sense to get those peers talking about you to induce your lead to respond to you.
There’s always going to be some way in, and by taking this type of approach you might catch that qualified lead that keeps on slipping.
P.S. Furthermore, and I’m breaking the common marketing rule of one idea per post on this, there is no one you absolutely can’t reach. Let’s say you have this potential client. There’s a huge potential sale for you. He has a budget. He has a need. You’re solution is superior to all else in this particular application. However, the lead doesn’t know you exist. What would you do? What could you do? We live in a world where information on anyone is accessible. There is no doubt you could track down someone by knowing a bit about them and doing some active detective work if the price is right.
♣ Qualified Lead Generation with Proximity Leads ♠