Typically, there are two main factors that cause prospects to go dark and stay there. The first is that you may not be hitting on a prospect's most important priorities. The second is because they simply may not be ready.
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Anne Egros's comment,
June 17, 2013 9:48 AM
David, you are right in the virtual world and in curating in particular you can see clearly the people who support you by quoting or sharing your sources rather than just go to the article and take credit for discovering it :-) Thanks David for being supportive !
Anne Egros's curator insight,
June 17, 2013 9:55 AM
I think I am a generous person but I am fed up with people sending me canned linkedin messages. I need to know why people want to connect with me and take the effort to articulate it in a personalized message. |
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Kendra in her blog article talks about a great idea of nurturing unresponsive prospects. Just because they don't jump at returning your call or biting on your immediate offer - doesn't mean they are not going to be great prospects down the road - especially if they are dead center for your target client/customer.
Do you have a nurturing program in place that you leverage through LinkedIn?
Are you leaving a high volume of sales opportunites on the table because you're unwilling to engage, nurture, and move those currently unresponsive prospects down your sales funnel? If you could achieve a 5-10% conversion rate, would it be worth 15 minutes a day?
Barry Deutsch
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