How to Stay Top of Mind with Your Prospects

Making your prospects think of you first

Good Morning. According to a new report, Apple employees are being trained to give customers a 25-min sales pitch when buying their new Vision Pro’s. Considering the average adult attention span is just 47 seconds, this could be a tough sell for Apple sales reps. Not to mention the $3.4K price tag for a pair of goggles. 🥽 

In today’s Follow Up:

  • Staying top of mind with prospects 🧠

  • A follow up meeting tip 🗣️ 

  • Sales around the internet 🗞️ 

  • Sales jobs, LinkedIn & a sales meme 😂 

Staying Top of Mind With Your Prospects

In sales, timing is everything.

Your first conversation with a prospect typically isn't when they're ready to buy.

The challenge? Staying top of mind until the moment is right.

And with a lengthy sales cycle, this becomes even more crucial.

So today, we’re coving three ways you can stay top of mind with your prospects so you’re their first thought when it’s time to buy:

1. Have a Purpose With No Ask 🎁 

The art of ‘staying in touch’ is about reaching out with a purpose, not just making contact.

And you can get creative with this one…

  • Share news you ‘saw’ about their city or sports team. This shows you pay attention and you’re thinking of them.

  • Update them on product releases or company news— both yours or theirs. Make it clear what the news means for them.

  • Send relevant industry news or events. This helps position yourself as a resource, rather than just a salesperson.

Ex: Reach out to prospects that got hit by the snowstorm this morning. “Hey - I saw {insert city} got hit with 2ft of snow this morning and thought of you. Hope you’re hanging in there!”

2. Be “Everywhere” 📱 

Meet your prospect everywhere they are. Not literally, but digitally.

Use a combination of email and social media.

Connect with prospects on social platforms they’re active on (LinkedIn, Twitter, etc.), and use them for casual touch points like sending relevant posts or articles.

Every piece of valuable content you send them should help build goodwill. And when you build enough goodwill with your prospect, they’ll feel inclined to return the favor.

The more channels you connect on = the better.

3. Collaborate With Marketing 🤝 

We know… collab-ing with marketing isn’t ideal for most sales people.

But using marketing dollars to push a deal can be extremely powerful.

According to the mere-exposure effect, people develop a liking to things they are heavily exposed to. In one study, scientists had college students read an article with banner ads flashed at the top. After they were done reading, they asked the students to rate the ads on how much they liked them. Students who saw the ads more often reported liking them much more.

The more you see something, the more you tend to like it.

So, how can we work with marketing to replicate this? With hyper targeted ads.

Platforms like LinkedIn allow marketers to target specific roles at specific companies. If your prospect see’s an ad from your company more often, they’re more likely to feel positively about it, and keep it top of mind.

What is your favorite way to stay top of mind with your prospects?

Login or Subscribe to participate in polls.

Sales Tip of The Day 💡 

If you’ve got a follow up meeting with a prospect, try starting it with:

🗣️ So, what’s changed since we last spoke?

This will open the meeting with information or changes you should be aware of. Even if it’s not good news, the more you know = the better.

Sales in the News 🗞️ 

Cool Jobs at Cool Companies  

Checking in on LinkedIn 👀 

Millionaire Uber driver? 🚗 

Sales Meme of the Day

Want to advertise in The Follow Up? Click Here