Have all your calls and emails to your potential buyer not been returned by them?
Have you had one conversation and perhaps some interest - then you call back and drop a few emails and get no reply?
Sure, it's very possible your buyer just really isn't into you - or your products and services.
On the other hand, they just might be really busy and need a gentle reminder that you can help them solve their issues or help them accomplish something they want and need in their career or company.
The month of October - and especially THIS week is a great time in North American B2B sales teams to put the SKELETON STRATEGY into place. It works especially well when you have spoken to someone in the past but for some reason they have not recently returned your calls or emails. I use this tactic every couple of years to see if it still works - which is has for many years - and so far - it does.
It also is a good strategy because you will have a smile on your face when you are thinking about this or when you actually DO send a note to your buyer. It requires OLD SCHOOL supplies --- an envelope, U.S. postal stamp (they are 49 cents now in case you haven't bought one for a while), a note, and an item you get from your local Party Store - a small plastic skeleton. Make sure it is a "friendlier" looking skeleton rather than a scarier looking one.
If you have a note card with your company logo that is the best - so you look official - not like a ransom note. Get out your pen and in your best handwriting, write out:
Bob (or whatever their first name is) - This is me, trying to get in touch with you -
Wishing you a Happy Halloween - hoping you'll call, otherwise I'll try you next week.
Lori
(617) 999-9999
Include your business card and the plastic skeleton. My unscientific research proves that it gets about a 75% response - either a call right away from the buyer (especially if you have talked before) or they answer (or reply to your next email) on the next contact.
It is a fun thing to do this week to potentially salvage a stalled opportunity. Because it is pretty light-hearted, most people think it's funny or at least not offensive - which is very important. It becomes one more "touch" with your buyer.
If you know them well and you know they are just extremely busy or focused on other things, you can also try sending the image with the message (or create an image in Canva) through Twitter for them. If you are not sure how they will receive this, go ahead and put it in the mail.
You still have time for them to receive it by Friday - an overnight mail envelope will get most people's attention and usually gets right to their desk. What other way can you get your business card and a light-hearted note during a fun week here in North America to your potential new customer?
Let us know if you try this and what happens.
Lori Richardson is recognized on Forbes as one of the "Top 30 Social Sales Influencers" worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the "Sales Ideas In A Minute" newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline. Close More Deals.
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