4 Strategies To Keep Your Prospect Engaged

Keep Your Prospect Engaged

Keep Your Customer Engaged

Keeping your prospect engaged and interested in your products is a constant challenge salespeople face. But it’s a challenge that can be conquered with the right approach. In this blog post, we’ll explore four proven strategies to ensure your customers stay engaged and enthusiastic about what you have to offer.

1. Specify Your Call Times  

One of the cornerstones of customer engagement is transparency. Start by specifying precisely when you intend to contact your prospects. Choose a specific day and time, and be sure to provide them with a clear reason for the call. For the ultimate engagement boost, encourage your prospects to save your contact details. This not only alleviates the mystery of “unknown number” calls but also empowers them with knowledge. This strategy cultivates trust and raises the likelihood of your call being answered.

2. Personalize Your Approach

Remember, your customers are not just faceless entities; they are individuals with unique aspirations and concerns. To maintain their engagement, you must center your approach around their story, mission, and pain points. Strive to comprehend how your product or service can genuinely enhance their lives. Ditch the feature-heavy monologues about your offering and adopt a listening and empathy-driven approach that is more akin to helping than commission hunting.

3. Shift the Focus to the Customer

It’s paramount to realize that it’s not about what you’re selling; it’s about the customer. If you wish to prevent customers from disengaging, you must recalibrate your presentations to be customer-centric. The 4:2 Formula encourages you to direct your attention towards your customer’s objectives, needs, and aspirations. Show them how your offering can tackle their specific challenges. This approach instills trust and ensures that your conversations are not easily forgotten. It’s a strategy that resonates with helping, not commission hunting.

4. Take Ownership of Follow-Up

One common pitfall in sales is leaving the onus of next steps on the customer. Instead, be the proactive guide in the process. Don’t close a conversation with phrases like “Here’s my card. Give me a call if you have any questions.” Step into the role of the initiator and elucidate what lies ahead in the sales journey. Invite them to take those steps with you. This demonstrates your commitment and actively maintains their engagement. 

Put Your Customer First 

Maintaining customer engagement in sales requires clear communication, personalized interactions, customer-centric presentations, and proactive follow-up. Implementing these four strategies will not only keep your prospect engaged but will also result in stronger relationships and more closed deals. 

Always remember, you are the sales counselor, and it’s your duty to offer guidance and support throughout the sales process. By following these four strategies, you’ll not only revolutionize your sales approach but also make a lasting impact on your customer’s world. 

Pick up a copy of The 4:2 Formula to learn how to further develop your customer-centric approach to selling! 

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About the Author: Michelle Bendien

With over two decades of diverse experience in the new home building industry, Michelle Bendien brings her intellect, world-class communication skills and passion for real estate to help sales teams across the country to achieve mastery level selling skills.