One of the things Erik focuses on in the sales process is validating if the prospect is a good fit for the company. In periods of time where there are a lot of potential clients and sales activity, it’s especially important to do this because you have to figure out who you’d work with best and let the others go.
There are a couple tell-tale signs that tell us that they aren’t going to be a good fit for us. One of these signs is whenever someone emails us and asks “What’s the cheapest plan you offer?” This tells us a lot about that person and the biggest is that they don’t really value the service that we can provide them and they don’t have the funds to afford an agency like us. At that point, Erik will try to find an alternative for whatever they need that may work better for their current needs.
Another sign is when someone contacts us and we reach back out and they answer the phone and say, “I can’t talk right now, I’m at work.” That means that they are moonlighting and they want our services for their side gig which isn’t to the point where they are working only on that. They still have a main job which means they don’t have the time to dedicate to talk to us during the times that we work. If we took them on as a client, we would be working our regular 9-5 but then after hours and on weekends too for someone who likely doesn’t have the money to afford us in the first place.
What do we do in these scenarios? We try to steer them in the right direction and we’ve found that even though they weren’t a fit for us, they’ll tell someone else about us that may be a better fit.
You have to validate your prospects and if they don’t seem like a good fit, don’t put too much time into them but do make sure to send them to someone that can be a good fit.
Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups.
Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is the also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups.