As marketers, we know for a fact that prospects are the lifeblood of all our business activities. After all, growth is never possible if it weren’t for the leads that enter the sales pipeline and come out purchasing a certain product or solution.
With that said, we will have to make a great deal out of the interactions we have with our prospects. Starting from defining our marketing strategies down to the way we implement them, there is always a need for us to create messages that are engaging and attractive with the hope of transforming cold hard leads into hot and spicy sales.
The process is, however, notably daunting in the realm of B2B. Unlike consumers, businesses operate on a more complex basis. Decision-makers from this crowd are more meticulous when it comes down to choosing the right solutions that will bring a lot of benefits to the table.
With that said, B2B marketers should always go the extra mile when engaging prospects no matter how difficult it would be reaching them. Regardless of the industry you are in, you will still need to figure out the best ways to communicate with your audience and keep them interested in your brand – regardless of how “busy” or “uninterested” they are.
To give you a good sense of what we usually do here at Callbox when it comes to that, let’s look at some familiar situations:
When a prospect live chats you but, for some reason, he or she was unable to give her contact details.
To B2B marketers, this is something that’s close to getting friend-zoned. But let’s be real here by saying that prospects have their reasons why they weren’t able to give you their telephone numbers or even email addresses through live chat. Maybe they only wanted to confirm a few observations they have about your product. Or maybe they are reluctant to share you their contacts for reasons concerning security and privacy.
Whatever it is, you know all too well that you have to keep the bridges intact because these will eventually lead to better opportunities. If you have been experiencing such a scenario lately, then consider getting their email addresses from the web. Do a simple search on LinkedIn and it will yield the addresses that you are looking for.
Once you are through with it, you can send follow up emails using these addresses. Include the discussions you have had during the live chat and encourage your prospects to send inquiries if they want to know a lot more about you. Read 5 Pieces of Advice for Live Chat That you Can Never Live Without.
When a prospect leaves a number but is unreachable
During your live chat, you will obviously have to ask for the prospect’s telephone number so you can continue where you have left off in the chat. Of course, this is to make sure you avoid the first scenario. But what if a prospect does leave you their number, but won’t pick up no matter how many times you try?
For that, you can do the same thing you did in the first scenario. You can start by doing a quick online search for names and telephone numbers. Once you have the profiles of your prospects at hand, look for email addresses and send follow-up messages from there.
We always encounter this issue time and again, but we are still able to reach out to our prospects by doing a great deal of research based on what little information they have given. A name as well as the affiliated enterprise, for instance, are already enough to get us started.
Aside from that, we also revive engagements using social media. During our live chats, we often provide prospects with links to our main social media profiles such as LinkedIn and Facebook. We also encourage them to follow our Twitter feeds for the latest updates on the world of B2B. We don’t really have an issue with it as we publish content every day, giving our prospects something to look forward to every week.
But at the end of the day, we realize that the most important value that we always strive for is consistency. Being in constant communication with our prospects eventually helped us nurture a very loyal client base and with positive testimonials and reviews to boot.
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