Q4...that special time after summer vacations and before the holidays where the pressure is ON to hit your sales goals. These sales tactics will help you think outside of the box to get more out of your outreach efforts.
- Follow up with old prospects
- Hone in on each buyer's specific pain points
- Create and share helpful resources
- Check your domain and email inbox health
1. Follow up with old prospects
Look back at the prospects who expressed interest in your business in some way during the last 9 months. Most people don't actually expect you to follow up, even if you said you would, so sending a quick check-in email can be a fast and easy way to fill up your meeting calendar.
You can use a simple message like:
Hey {{FirstName}}, we chatted last {{month}} and you said you might be interested in {{my solution}}. Curious if the timing looks better now to have an intro conversation?
Or, try contacting old prospects using a new medium. For example, if you've only sent them emails, look them up on LinkedIn and send a custom connection request. Or if you chatted back and forth in LinkedIn messenger and then they went cold, try sending a short video of yourself with some fresh reasons you should meet.
One of our sales reps just reached back out to 30 leads who never converted to a demo, and booked 3 new meetings!
2. Hone in on each buyer's specific pain points
Putting yourself in your prospect's shoes and thinking about what they are struggling with will help you write more effective sales copy. Especially during Q4, each of your buyers are probably worried about different things.
For example, a CMO might be thinking more about budgeting and strategy for the new year, while a Marketing Manager might be more concerned with planning holiday ad campaigns.
Asking timely questions about pain points will make them feel like you actually care and understand where they are at, and therefore improve your reply rates.
3. Create and share helpful resources
If you aren't getting results from sales material that pushes for a meeting or demo call, try a softer sell by putting together some resources that you can share with prospects.
Your prospect might not be ready to start with a new product or service before the year is over, but they may be open to reading a guide about how to do something better, or hearing some insights about their industry.
Think about the knowledge you have what would provide the most value for your busy prospect. If they say yes to viewing your content, you at least have a foot in the door and a reason to follow up at a later date.
4. Check your domain and email inbox health
You can have the best sales and marketing campaigns in the world, but they won't mean anything if you end up in Spam folders.
Check your domain set up using free tools like this one. You might be surprised to find that your domain isn't optimized for email deliverability.
Using an inbox warm up service is a great way to protect the reputation of your sales and marketing email accounts. There are tons of solutions out there (Warm Box and MailReach for example), and some email automation tools, like Reply.io and QuickMail, have warm up services built into their platform.
