What Excites Your Prospects

What excites your prospects?

In business and socially, people like to talk about what excites them. When you know where your prospect’s interests lie, you will make the sale or discard the prospect.

When the prospect tells you what is exciting, you can tailor your response to focus on the prospect. You’ll also know if the prospect is likely to be qualified.

Asking the right questions at the right stages of your sales cycle helps identify real prospects, shorten your sales cycle, and close more sales.

Early Prospecting
Asking questions about what is exciting occurs early in the sales cycle. It can occur the first time you meet someone depending on the source (i.e., networking, referrals). When you market in the right places and generate qualified leads, the next step is being liked and remembered. What is the best way to do that?

Get the Other Person Talking and Listen
When the other person dominates the conversation, they feel important and want to meet again.

Moving the Conversation
When networking or meeting someone for the first time, what is your opening line?

We’ve written about asking our favorite question:

What do you like to do when you are not working?
It’s amazing to see smiles and hear answers and easy to move the conversation forward.

As a follow up, ask:

In business, what part of your role do you enjoy the most?
What excites you the most about your business?
What results excite you when you are working?
Tailor your questions to the context and watch your results.
Is Your New Contact a Prospect?

Qualify new prospects using 4 criteria: Budget, Authority, Need, and Timeline.
BANT helps rank your prospects so you can allocate your time based on your Most Valuable Prospects (MVPs). – Prospects most likely to close.

Qualify, Rank, Stages
As a business owner with 50 employees or a solopreneur, making sales is the goal. Moving qualified prospects through your sales funnel requires tactics and follow up. It is hard to do it alone and more complicated with a sales team. Communications explode exponentially as you grow. The solution is to use a CRM.

A CRM segments, automates, and tracks better than you and I. Why not combine your high touch and a CRM’s high tech to close more sales with less follow up fatigue?

Getting It Done
When marketing and sales teams use a CRM to manage lead generation and lead management, several results emerge:

Sales reps close more sales, spending more time with their MVPs.
Client acquisition costs decrease.
Clients receive greater attention.
Prospects receive specialized outreach based on demographics, geographics, and psychographics.
Sales teams close more sales with less follow up fatigue.

Making a Difference
When you meet your next prospect, ask “What excites you in your business? You’ll get big smiles and find your next client, referrer, or good friend.

Close More Sales with Less Follow Up Fatigue…

Let’s Meet

When you stack magnets, their power is exponential.

Stacking Magnets

Think about your best clients and what actions they took when first buying from you. Build magnets based on these actions. Here are examples of how to stack magnets:

Fractional CFO Service Company

TOFU – Cash-Flow Forecast Template for Founders.
MOFU – 3-part email class on “Scaling from 500K to 5M using videos.
BOFU – Free 30-minute “Financial Check” with a 90-day pilot option.

. Residential HVAC / Plumbing Contractor

TOFU – Seasonal Maintenance Checklist to Avoid Breakdowns
MOFU – Educational videos on “What To Check Before Calling For Help.
BOFU – Free home system inspection plus a discount on annual plans.

Specialty Retailer or E-Commerce Shop

TOFU – “Find Your Perfect Product Style” quiz with personalized recommendations and a small first-order discount.
MOFU – How-To Guides, Lookbooks, and Comparisons

BOFU – Limited-time starter kit, cart-abandonment coupons, and free shipping.

This “magnet stack” approach—clear value at each stage, linked to your core offer—will pull the right prospects from curiosity to commitment.

Getting it Done

Apex Advisory Group, a professional services firm, had four sales reps plus the owner selling and servicing clients, but deals were inconsistent and follow-up was ad-hoc.

Apex engaged CCC, www.cccsolutions.com, to help build their sustainable sales pipeline. The team focused on the ideal client’s journey, selected magnets, and created a sales process to manage prospects. The magnets were:

TOFU – Risk and Readiness Checklist.

MOFU – Quarterly Webinars and Case Studies

BOFU – Business Circle Invitation

CCC set up X2CRM to segment, track, and reach prospects and remind salespeople to follow up. At every stage, the CRM captured new information and responded based on specific prospect actions.

Apex Today

Apex now has a repeatable sales engine: Their magnets consistently attract new prospects, X2CRM nurtures and scores them, and the sales team focuses its energy on the best opportunities.

With CCC Solutions guiding strategy and configuration, Apex built a sustainable, measurable pipeline that increased sales while reducing the chaos of manual follow-up.

FREE ebook:
Build More Revenue with Less Follow Up Fatigue

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What Excites Your Prospects