3 signs that you're talking to the wrong prospects
Stop wasting time nurturing leads that are going nowhere
How often have you found a prospect that ticks every box for your offer but not been able to close the sale? It doesn’t matter how much time you spend nurturing the relationship, the moment you try to make the deal, they run a mile.
I’m not talking about when prospects don’t respond in the first place - that’s a whole different issue with your outreach approach. I am talking about all those hours you put into building a great rapport with someone only for them to never commit to your offer.
It’s easy enough to go around in circles with these types of prospects because, on paper, they fit the profile. However, there are clear signs you are overlooking that make it obvious you’re talking to the wrong prospects.
Sign Number 1: They’re asking too much or too little
There’s a difference between going the extra mile for your prospects and becoming their digital butler. Sure, you want to prove that you will deliver for them, but this doesn’t mean jumping through every single hoop they present you. There should always be a mutual understanding of the outcome and what needs to be provided to reach that outcome.
On the other side of this, a lack of interest isn’t your prospects playing hard to get. Sometimes it might be because they don’t fully understand the value of your service however, this can usually be overcome if this is the case. If they’re not asking enough of the right questions, then it’s because they don’t actually have an interest in what you sell.
Sign Number 2: Your service doesn’t actually solve their problem
Sometimes, people don’t know what they want and they can confuse services because of this. For example, let’s say you help people develop effective marketing strategies but what this prospect really needs is a design agency. You might be able to point them in the right direction, but overall, you won’t be able to solve their specific pain.
This is why getting to know your prospects on a personal level is essential. From their content or the content you have seen them interact with, maybe it seemed like your expertise was needed. However, once you get to know them, it becomes clear they need an adjacent service.
Sign Number 3: They’ll take the freebies but never commit to a price
Offering free value to people will help you build trust and showcase your expertise to potential prospects. It gives them a teaser of the service you provide and what their lives could potentially be like with it. If your prospects show an active interest in this value then it means they will most likely be willing to commit to a service that provides more.
However, you should only have to prove your expertise so many times before your prospects want to make a deal with you. It doesn’t matter how desperately they need the service you provide, you can’t force someone into a sale. So, don’t waste your time committing to someone who isn’t willing to commit to you.
Providing an outstanding service and putting your best digital foot forward should benefit you and your prospects. When this relationship is unbalanced, it becomes one that doesn’t benefit anyone. Don’t waste your time on the wrong prospects.
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