The Skeleton Strategy to Reach Prospects

skeleton strategy to reach prospectsHave some fun this week prospecting! If you need a fun boost, which many SDRs, BDRs, ADRs and others who call buyers could use – try the Skeleton Strategy – but hurry – it is TIME SENSITIVE.

I have posted about this before, and it has been so effective over the years that I want to post it again as a reminder. This is for that important buyer you cannot reach – by phone, email or through social platforms. It works best if you HAVE reached them once or more before – but they are not getting back to you now.

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. 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. This year I sent out 5 notes with skeletons and got a response back on all five from hard-to-reach decision makers.  It is a fun idea and hard for anyone to get irritated by. Typically they show it around the office. 

One of my decision makers I just reached said they gave it to THEIR sales department to try!

The Skeleton Strategy 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 card - if you have one with your company logo that is the best
  • 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.

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
Please send me a sign that you’ve received this, and know I have 2 quick questions, otherwise I'll call you next Monday.

Thanks!
Lori (617) 999-9999

Include your business card and the plastic skeleton.

My scientific research in the last 3 years proves that it gets about a 79% response rate - 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.

When I say "know that I have 2 quick questions" - those two questions must be something that can add value for your buyer or get clarification about timing to move forward. One of them could be this: 

"When we last talked, you seemed ready to move forward and then I didn't hear back from you. Did something change since then?" - That one question can solve a buying mystery for you.

This is a fun thing to do now to potentially salvage a stalled opportunity and since it is 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 before October 31st.

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 your success rate – and have a fun end to your October!


Lori Richardson - Score More SalesLori Richardson is recognized on Forbes as one of the "Top 30 Social Sales Influencers" worldwide and is a Top 25 Innovative Sales Blogger. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog  for sales strategies, tactics, and tips.
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Topics: Sales Tips, Selling, B2B

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