700 unread emails, 20 voicemails and over 50 unanswered text messages – that’s what one of our semi-busiest buyers’ phone looks like every day. I use semi-busy buyer because Veloxy’s busiest clients were obviously too preoccupied to even bother with the tally (tally here meaning the IT guy).
But what came as a surprise was that a healthy percentage of those missed calls and ignored messages were from the clients own friends, family, and people he actually likes! He was just too tied up to respond to everyone. So ask yourself this Mr. Salesman – if a loving wife can barely get her husband’s attention, how can an outright stranger even hope for a few honest minutes?
What would it take to get through to prospects so busy that landing their accounts sounds like an urban myth?
Breaking through to busy buyers
Here’s something we all know – buyers are swimming in an ocean of information. They’re being constantly bombarded with new marketing stunts and sales messages every single minute. By the time a rep is reaching out to a prospect, you’re most likely the 10th generic sales robot to try your luck.
Needless to say, you’ll find the prospects agenda full. And not just for the day or week, but pretty much for the rest of your life if the secretary were to be honest with you. After all, only 3% of buyers trust reps (trust here being used very loosely). Even the best of sales reps gets discouraged if all their attempts are greeted with utter silence, indifference, or complete mistrust.
What most people don’t realize is that these bumble bee buyers are still want to hear from new sellers. They’re still accepting meetings and changing suppliers quite often. Statistics show that 50% of these buyers will respond to out of the box approaches. As such, sales teams need to be extra creative in pursuing busy leads without moving into stalker territory.
We’ve compiled a handful of tips and ideas that seem to be effective when looking to grab the attention of extremely busy clients.
1. Filter and summarize all crucial information for busy buyers
A strong sales strategy is always backed by content marketing assets or sales enablement content. This content will help make a much needed connection between the buyer’s biggest pain points of interest and what your company is offering. However, even the most compelling asset might seem like too much work for extremely busy buyers.
To deal with this issue, reps need to act as a kind of editor on behalf of the prospect and slice up the info as follows:
-Take the executive summary or conclusion of your best white paper and ebook. Condense it heavily to the top three bullet points which clearly show why the buyer should even take notice.
-Repeat the procedure above with a video tutorial. Aim for the type of brevity you’d see in movie listings.
-Make your own personalized version of an email newsletter. Write a specific headline about your three best posts and why the buyer should read the entire thing.
In all the above cases, you’ll still want to maintain relevant calls to action. However, the main point here is just to get the busy buyer interested enough to move things to the next stage.
2. Appropriate social media tags
One trend you’ve no doubt noticed is that no matter how busy a prospect might be, they seem to have enough time to comment or post things on social media. If you’re dealing with such a buyer, then there are much easier ways to ensure your content gets in their notification feed. If your prospect frequently uses Twitter, just add their name with the @ symbol at the front.
For Linkedin connections, just start typing at the very end of a post where you’re asked who would be interested in whatever it is you’re posting. However, there are certain unspoken rules when reaching out on social media. For instance, relevance needs to be high. Remember, your post will be seen by an entire network, not just the person you’re tagging. Basically, you’re asking the buyers to like or comment on your post.
Secondly, be very careful when tagging several people at once. It might look like a new form of spamming. And lastly, use this strategy sparingly. Once or twice a year is great to avoid getting blocked by the very prospect you’re after.
3. Mobile meetup with busy buyers
In the old-school approach to sales, the dream was getting a live session with a busy buyer. But just as sales reps have moved away from a world where they’re stuck to their desks, so have customers and prospects. Today, most of our actions and information is managed via smartphone.
By using apps like Salesforce and Veloxy, reps can easily conduct a demo. They could walk through a pitch desk to show video content. All your sales team needs is a little creativity. A little ambition to prove to busy buyers the legitimacy of their pitch even in a taxi or en route to the office. If they can do this, there’s no shortage of new opportunities to win.
4. Use analytics to organize optimal outreach
When dealing with bumble bee buyers, there’s never a dull moment. Long term studies on purchase habits show exactly how often a sales rep needs to engage with a prospect. At least before they can make enough time to learn about the service or product being offered.
Problem is, not many sales teams are actually equipped to do this kind of study. However, applying AI tools such as VeloxyMobile and Veloxy Engage helps make all the difference. Veloxy helps stitch all the data together with information from many other peers. As such, reps get a more holistic picture of what exactly it would take to effectively connect with busy buyers.
Final word on busy buyers
It’s no secret; prospects that make for the best buyers are usually the busiest people on the planet. If any sales team hopes to smash all their quotas, they better learn how to reel in these elusive whales the right way. Fortunately for you, getting the right tools for the job means a battle half won.
Start by getting Veloxy Mobile which takes the grunt work out of Salesforce so your team can focus on more productive tasks. It also uses geo location to map your leads so you can plan our route and calls on the road. Time savings are highly essential if you’re dealing with busy prospects.
Similarly, Veloxy Engage is hands down the best email template builder currently in use. Not only does it save you loads of time with ready templates, it also adds a myriad of added benefits. These include mail-merge, email tracking, engagement analytics, and most importantly, CAN-SPAM compliant bulk email.
And finally, Veloxy Analytics is the icing on the cake which will allow your sales teams to make the most out of Salesforce by keeping track of customer activities, behavior patterns, needs, expectations and forecasts that will help improve the overall experience of your services.
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