Communicating Frequently through Multiple Channels
I developed a relationship with a COO at a mortgage company, which started off with an InMail (cold email) on LinkedIn. We met at a conference, and then later continued with a couple of initial discovery conversations over the next month or two. We determined that the timing wasn’t the fit for the company. Almost a full year went by before we talked again.
I saw him again the next year at the same conference where we met again. This time the process picked up and progressed. During one of the calls, he told me, “Give me a call next Tuesday, but if you don’t catch me at my desk, I’ll probably be in a meeting, so send me a text.” Then he shared his mobile number, which, from there, became our primary communication mode.
I recommend to clients who are progressing through a sale to migrate the conversation flow from formally setting up meetings and calls via email, to transition to calls and texts to their prospect’s mobile phone. When a sales opportunity begins to stall, then just pick up the phone and call your point of contact directly.
When the prospect takes your calls and responds to your texts, this is a good milestone to reach in your sales process.
[Excerpt from my new book — “Stop Hustling, Start Scaling.”]
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