“Staying in touch” has never been an effective sales strategy.
But I’m seeing a lot of sales teams doing just that.
They’re worried about being insensitive or tone-deaf.
So they send cold emails that don’t address their prospect’s priorities/challenges, or share helpful insights.
It starts with, “Hope you’re doing well right now…”
And has a link to a meaningless resource on how to work from home better.
Your goal when prospecting isn’t to make a sale. It’s to start a conversation.
Sending a bunch of cold emails to someone you don’t know, that doesn’t know you, and frankly doesn’t care about your company won’t start conversations.
It makes you a nuisance.
And that’s the opposite of what you want to do.
Instead of “staying in touch,” focus on being helpful. And use that as a way to start a conversation.
Here’s how you can be helpful:
✅ Get your clients together on a Zoom call. Help them facilitate a brainstorming session.
✅ Gather those insights into a blog post, LinkedIn post, or slide deck you can share when prospecting.
✅ Don’t ask for a meeting when prospecting. Instead, ask for permission to share the insights from your customers.
“Staying in touch” won’t grow your pipeline.
Be helpful. And start conversations.
- Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
- Join the Community. Prospecting is hard, but that doesn’t mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
- Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.