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Re-engaging Prospects Who Have Gone 'Dark'
FROM BULLETPROOF SELLING:
The top challenge in re-engaging prospects who have gone dark is not reaching them on the phone. It’s not getting them to open an email. It’s ensuring they don’t ‘go dark’ in the first place!
After coaching hundreds of salespeople, we’ve realized that prospects tend to go dark not because they stop engaging with us. Instead, it’s because we stop engaging with them! This happens when we forget to have a next step/follow-up step on each and every qualified prospect account. In the world of sales, these accounts with no next steps are called ‘orphans’, and happen because of leaks in our pipelines. Prospects ‘going dark’ is a phenomenon within our control, if we seal the three places prospects tend to leak out of our pipelines. Seal the leaks and we reclaim our power over prospects forgetting about us: We solve by ensuring we don’t forget about them.
From Chapter 7: