Why Care and Nurture IT Prospects?

Some prospects such as IT Managers, IT Directors, CIOs and CTOs are harder to reach than others. They are the busiest person within an organization together with C-level prospects, Presidents and Business Owners.

But despite their busy schedule, why do we need to care and nurture IT prospects? Is nurturing necessary? Is it worth your time chasing IT prospects?

 

Yes, it is! Around 27% of B2B leads are considered sales-ready on your first call or email attempt. If you don’t invest time and effort following up your IT prospects, you’ll lose good leads, forever. Sales conversion process often takes time. Why?

 

First, IT projects takes time and are costly. Thorough planning and evaluating is needed before they can decide whether to push through with the project or not. Second, different leaders within an organization are involved in the decision making process.

So how do you nurture and transform your prospects into solid leads?  Here are some effective ways to reach out and follow up on them.

Timing

  • Best day to call: Tuesday to Thursday. Never call on a Monday. Monday is meeting day for IT prospects.
  • Best time to call: IT leaders are more likely to work on odd business hours. It is best to call between 7:30-8:30.

Related: Marketing your VoIP Products to SMBs

Value

Send out contents that would make your prospect say, “tell me more…” Focus on the features and benefits of your product and base your value proposition to the needs and wants of your prospect.

Related: Provide True Business Value and Win More Telecom Sales

Persistence

IT leaders are hard to reach prospects. Don’t give up and get discouraged if prospects are not calling you back or returning your emails. Regardless of the reason, oftentimes, it takes 3 to 5 attempts to reach IT prospects because of their busy schedule. Don’t misinterpret their lack of response as a lack of interest. Just because they are not returning your calls or emails doesn’t mean there’s no opportunity to do business with them. 

Related: 10 Rules in Providing IT Services That Will Earn Your Client’s Trust

Reaching out frequently is not enough. Right timing on when to send an email or call IT prospects will help you lessen your frustrations in getting nothing.

Now that you found out why you need to nurture your IT prospects, follow the tips mentioned above and start getting higher response rates and schedule more meetings with your prospects.  

 

Get your cold prospects nurtured and Get qualified IT leads!

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