3 Things to do Before Engaging with a New Sales Lead

So, you've harvested hundreds of B2B sales leads, and now you're faced with the task of following up with those prospects to see if they are interested in your company's products or services. Harvesting leads is only half the battle. Unless you actively engage those leads, it's not going to translate into revenue. But there are a few things you should do before attempting to contact sales leads.

Research the Prospect

The more you know about a prospect, the easier it will be to convert him or her into a paying customer. If you only know the prospect's name, you'll face an uphill battle in your sales efforts. On the other hand, if you know their project budget, business niche, potential goals/objectives, etc., you can tailor your approach for a stronger reaction and ultimately more sales. The bottom line is that you should always research prospective customers before pitching your products or services to them.

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Check for Previous Communications

Even if you personally have not had any prior correspondence with a particular prospect, perhaps another salesperson with your company has. And when a prospect is bombarded by countless emails or calls from the same company, it usually will create the perception of misalignment, and ultimately hinder your efforts. This should be easy if you're using a CRM, and if not, it's still good idea to check with other sales reps at your company to see if they've contacted the prospect before. You don't have to necessarily cross out a prospect just because another salesperson has spoken to them. However, you should tread carefully when reaching out to these prospects, using caution not to overburden them with too much promotional material.

Personalize Your Pitch

Now that you know a little bit about the prospect, you should personalize your message so it's tailored specifically for him or her. Numerous studies have shown that personalization  yields significantly more conversions than generic, non-personalized communication. Don't be afraid to use things like name, company name, news and press releases, business goals, common challenges faced; and any other prosect intel you can get your hands. Check out Linkedin, its a great tool for researching specfic contacts and their background.

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