How to (REALLY) Get Through to Your Prospect

Aim to find three prospects inside the company: decision makers, influencers, or someone who will refer you to the right person.

When clients have databases built for the purpose of selling to their ideal prospects, most of what we see is an attempt to reach only one person, per company- a division head, VP, or CEO. It makes sense. But it’s not enough.

If the companies you are calling on are small(er), and you know there’s only one decision-maker or influencer, then continue to call on just that one person. However, if the company is larger, your ideal prospect will be anyone with the power to make a decision or to influence amongst dominant peers.

When you have confirmed that there is more than once influencer, what you don’t want to do is put all of them in queue for your inside sales person or lead generator to make multiple calls to a few people in one week – yes, we’ve seen this happen, so we have to say it. It may be obvious but not to everyone. This looks bad. It can look to your client like desperation or (sales) operational sloppiness. Your prospect should sense assertiveness from you, not annoyance.

As an example, here’s an easy formula and it looks like this in the calling cycle. First, we recommend starting at the top of the organization or division:

President of Company (person #1)
4x contact process (call/email)
Call in September

Senior VP (person #2)
4x contact process (call/email)
Start calling process in October if no success with person #1

Director (person #3)
4x contact process (call/email)
Start calling process in November if no success with person #2

Each calling cycle can take up to two weeks, maybe longer if you find out they are out of office for any length of time. You can start calling the next person right after, or wait until the beginning of the next month. If the only numbers you have send you through to the same receptionist, you may have to schedule them a month out, lest he/she will pick up on your pattern of calling nearly everyone in the executive suite. Both ways work. It’s the principle of creating and maximizing your opportunity to gain a conversation.

If you’ve not been successful at getting through to the first person, when you start calling on the second person, SVP in this instance, it’s ok to even reference that you’ve called on their boss. People like transparency. I don’t know of any concrete evidence to the efficacy of this, but we do it and it feels natural: “Hi Brenda, this is Lilly Ferrick from the ABC Company. We left a couple of messages for John Buyer but did not hear back from him. We offer XYZ services for companies that (insert criteria here)…..”

Your objective is to connect with someone who carries the power to influence or decide. Unlike UPS or FedEx, who can drop the package at the nearest door in plain view, then text you that the package was dropped, you have to knock on multiple doors to get attention and win that first conversation.


About Lilly Ferrick

Lilly Ferrick LLC offers services in part-time or fractional sales management, contract sales, sales process consulting, and one-on-one sales coaching. We help companies win larger, more profitable engagements, decrease length of sales cycle, manage pipeline, and improve closing rates. Please contact us to learn more, or to schedule a complimentary session.



4 Simple Steps to Describe Your Company and Your Client

There’s that time when I walk into a room and see smiles or concerning eyes attached to a face with attentive ears and I hear the many voices sending a low, escalating rumble throughout the room. This is networking. At my left and at my right, there’s a hand to shake, a smile to give, and an opportunity to seek. And then, of course, there is always a time when I’m asked, “What do you do?” I could simply say “I’m in sales.” Then, I’d leave it to your imagination that I’m the annoying cold-caller who makes you wish you didn’t answer your phone. Or, without a word, I could slip you my business card and walk away. I’d then leave you to believe that I’m awkward, unapproachable, and, most devastatingly, unwilling to collaborate.

Although those options may produce an opportunity, they won’t produce many. And, therefore, there needs to be a concrete dialogue to specifically present who you are, what you do, and who you do it for. Here’s a way to present yourself and create dialogue:

1. Describe your company clearly.
This is your “who you are” statement. Starting and ending with a one-word description isn’t as exciting or engaging as you’d imagine it to be.

For example:
The forgettable intro: “We’re a digital marketing firm that works with small businesses that want to improve their online presence.”
*What is wrong with this one? There are a zillion digital marketing firms and a zillion “small” businesses. Too many to stick in any one’s mind.

The one you’ll remember: “We are a digital marketing firm that serves private physician practices.”
*Why is this memorable? Because if the person you’re talking to knows a doctor in private practice, you’re the first person that comes to mind if they mention marketing or growing their practice to you.

2. Describe what you do.
This phase easily flows from the preceding statement. It’s more than just cold-calling. Step-by-step, what do you do? Example: We help them improve and maintain their brand online. More importantly, we make their websites bring them new patients, and serve existing ones.

3. Describe the client.
They want growth, are on the uphill of growing the practice, not on the downhill. They value the effects of digital marketing and clearly understand that long before that new patient walks in the door, they’ve all but met their health care practitioner personally.

4. Who do you do it for?
This is always a kicker. People want to know that you have a source, that there’s someone in your corner to vouch for you, that you’re reliable and, most of all, that you’re so good at what you do, there’s lasting impact for your clients, and the right referrals.

Your end result should look or sound something like this:
We’re a digital marketing firm that works exclusively with private physician practices. Our clients are aggressive in growing their practices. They are as entrepreneurial as they are educated and patient-centered. And one of the ways they serve their patients is by making it easy to find them and get what they need on the site. We are their outsourced digital marketing department.

How to Set That Meeting Sooner

Selling – it’s about the speed. Many aspects you can’t control, but the parts you can, take charge, lead the process, wait for nothing you don’t have to.

I’ve witnessed many sales professionals, be it the employee or the CEO (if they are the salesforce), be passive in getting that call or meeting with the prospect. That email looks like this:

Hi Mrs/Mr. CEO,

Last we spoke, you indicated you’d be interested in talking further with us about how we may be able to help you solve problem X.

When is a good time to connect?

We look forward to hearing from you.

Passive Peter

It should look like this. :

Hi Mrs/Mr. CEO,

Last we spoke, you indicated you’d be interested in talking further with us about how we may be able to help you solve problem X.

We have availability next Tuesday between 2-6ET, or Friday AM before noon.
Will any of these time slots work for you?
If not, please suggest a few and we can make something work on our end.

We look forward to talking next week.

Assertive Anne

You drive, not the prospect. If you sell to executives, they are accustomed to driving. If you want opportunities to get to the next stage faster, this is what that email should look like. (And mind you, that email should follow that phone call in which a voice mail probably picked up.)

About Lilly Ferrick
Lilly Ferrick LLC offers services in part-time or fractional sales management, contract sales, sales process consulting, and one-on-one sales coaching. We help companies win larger, more profitable engagements, decrease length of sales cycle, manage pipeline, and improve closing rates. Please contact us to learn more, or to schedule a complimentary session.

How Much Money Is In Your Pipeline?

Do you know? Can you quantify what’s in there? Can you reasonably estimate the likelihood of close and the time it will take to get there?

A client had with a tall order to nearly double revenue during a specified period of time. My question: “What’s in the pipeline?” Their answer, “I don’t know”.

How much is in your pipeline? To look, to count, to quantify can be unnerving. It’s what we beat ourselves up over as business owners, not knowing important stuff. Last week I HAD to do some clean-up bookkeeping. I had paid invoices I’d not marked as “paid” in nearly a year. So, my accounts receivable was deceiving me and I was nervous. Alas, I got help. “Bookkeeper, hold my hand please as we get to the real number. “ I was pleasantly surprised. I had more coming in than I expected. I’d beat myself up more than necessary. Avoidance causes me (and you) more stress, less good. We need good, pleasant surprises.

Back to that pipeline.

Put a dollar figure to every prospect you’ve connected with in the last three months that has indicated they need a solution. (They can go back in queue to be called on if it has been longer than three months. They can’t be counted as a likely buyer, even if you had the warm fuzzies when you talked.)

Did you talk about money? Hopefully so. Name that number. The next questions to answer: When did you speak with them? Where do your services/products stand as a solution for them? Was there confirmation that they would buy from someone? Was your company on the short list, i.e., are you a top three pick? If so, you can call that a 33% shot at winning the business.

If money was not discussed, you have no number unless you have a general amount of money you typically charge. If that’s the case, estimate low on both money and probability of close. I’m not skeptical. I am realistic about likelihood of purchase if money’s not been discussed and you don’t know where you stack up against other options.

For those in the pipeline in which timing and money have not been discussed, go back to the prospect and find out their intentions.Their intent determines your next actions and if the next steps involves the prospect, be sure to secure a commitment from them so your selling process has no loose ends.

Can a Communal Mindset Help You Close a Sale?

I had an insightful conversation with a missionary to Haiti, where two of my children are from. She spoke of a communal mindset where people are not inclined to “get ahead” of the pack. For those that do advance, what is gained belongs to the community. This philosophy is opposite of our American concept of climbing the ladder and living our own American dream. We are encouraged to be aggressive in our career goals, put our success first, and move on from companies/organizations when our season is over, our feathers have been ruffled too often, or our talents have outgrown the place.

Underdeveloped countries and communities may have less cash flow in their economic system but their communities are rich with regard for the whole and their dependence on one another. The whole comes first, individual desires are secondary.

How can we incorporate community minded actions into a mature business culture that focuses on driving the sale, filling the pipeline, innovating, thinking out of the box, and winning deals?

What our team commits to is to keep everyone informed, every team member is up to speed on issues, goals, and expected outcomes of a project. This communication helps us work as a cohesive team toward the same goal, one that wins for us and our client. As a project progresses, there will be fewer surprises that occur from lack of communication. The old adage rings true – “Many hands make light work.”

How Yoga Improved the Sales Process

An a-ha moment from an interesting place.

In yoga class the other morning, the teacher said, “Rather than criticize your body for what you can’t do, just make an observation.” That comment redirected my thinking through a frustrating work situation.

Our principles and methods for lead generation, managing the sales cycle, and closing deals rely heavily on process and the absence of one upsets the apple cart (mine). I first lean towards criticism, rather than observation-the application of wrong energy in places that need positivity and improvement, not criticism.

As a sales consultant I better serve our clients by assessing how to improve their sales process with the human resources they do have. The perspective, criticism and frustration removed, allowed us to optimize our client’s situation and focus on positioning them to win.

Getting A Response To Your Email

Scenario: Someone gave you a good lead or you’ve developed a lead yourself over time. These leads warrant pursuit. In either case, they’re at the top of your list to contact – whether they’re a new prospect or someone in your pipeline.

The secret to getting a response from someone is to not just use email as a standalone communication effort. Apart from making birthday wishes and blowing out candles in hopes of a response, it’s the weakest formula to use if you’re trying to make contact.

Business owners receive over 100 emails daily. I was speaking with a CEO interested in working with us. He said, “Lilly, I’m sorry I’ve not gotten back to you. I get over 100 emails a day, so thanks for your persistence.” I called, emailed, and texted multiple times over the course of three weeks. Persistence indicates your hunger. You won’t go away unless they tell you to do so. Your perseverance tells them you’re serious about making contact.

In another interaction, a VP said to me, “We’re looking forward to reconnecting on this in Q1 of 2014. We’re not ready to do this work just yet, but I know how you are Lilly. You’ll call early January and won’t let me off the hook until we do something. We want to work with you.” Here’s how I pursue this VP (Mark), and his manager (Ron):

1.Leave a voicemail for Mark: “Hi Mark, this is Lilly. I’m checking in so we can determine what happens next. Last we spoke, you indicated you would know more after budget meetings this month. I’ll send a follow-up email to this same effect. Feel free to respond electronically, if that’s easier for you.”

2.Send an email right after the voice message: “Hi Mark. We’re checking in to discuss next steps. Last we connected, you indicated that working together was probable. So, I’m reaching out to move this along. We’re available for a call {date} or {date}.” Give specific dates and times and end the email with: “Will either of these times work for you? If not, please suggest a couple of times that work for your team and we’ll make it happen.”

3.Leave a voicemail for Ron, Mark’s subordinate manager and influencer: “Hi Ron. I just left a message for Mark and am leaving one for you too. We’re working to get a call on the books to discuss what happens next. I’ll send you a follow-up email and you can respond that way, if that suits you better.”

4.Send an email to Ron, echoing what you said on the voice message and with the same content as Mark’s email.


If you’ve not heard back, repeat what you did on Monday.

If you’ve not heard back, repeat what you did on Thursday.

The point at which you stop pursuing is blog post topic for another day. If the prospect is genuinely interested, they should respond after a couple of your efforts. If they’ve not responded, then something may have changed. How you find out that information is another set of steps we will discuss in the future.

Where Work Ends and Life Begins

On a note that has nothing to do with business and everything to do with living, I’m compelled to get personal sometimes.

I’m an adoptive mother of two Haitian-American beauties – a role more complicated and unpredictable than selling, lead generating, or closing business. In 2009, my husband and I brought home two sisters, ages 10 and 16. In my future is a book about adoption and how everyone can play a part in the global solution, without actually adopting.

Adoption touches everyone’s heart. The thought of any child being parentless, homeless, or nameless brings pain to the surface. There is a global orphan crisis. Are you open to ideas that lend yourself to solving this problem? Orphans matter and so do you. I have ideas for you, lots of them.

Although we’ve been approached on two occasions (both scenarios we turned down because they involved teenage boys), it’s unlikely we will adopt more children.. We have teen girls and a small upstairs – not a wise combination for non-birth siblings. While we’ve decided that two adopted children complete our family, we are forever committed to adoption. I am certain I’ll have grandkids from many continents. I hope reading this post will spark interest and generate ideas.

Here are a few of my ideas:
1. A dear friend is a single parent of an adoptive boy from Ethiopia. We keep him for the weekend about every six weeks so Mom gets a break.

2. A family brings home several adopted sibling girls at once. This family is not financially wealthy, only rich in heart. How about taking the girls out at the beginning of Spring to buy flip flops? $15-$20 buys a fashionable pair at Target. For less than $100, you’ve blessed the socks off an adoptive family.

3. All kids love getting new backpacks at the beginning of the school year, even if last year’s backpack is in good condition. Make a purchase of new backpacks for several adopted children.

4. Offer respite care. Adopted kids may have hurtful pasts. When they are planted in new families, this pain may surface and everyone can benefit from a break. Some behaviors are extreme or isolating and traditional parenting techniques are ineffective. Spare the advice and offer everyone a breather – a movie outing, a weekend, or offer to pay for a week of summer camp.

What do you think of these ideas? Do you have any to share?

Originally posted by Lilly Ferrick at Lilly’s Blog.

What’s Your Line? Sales Communication vs. Marketing Communication

Marketing communications seeks to persuade, provoke thought, or change someone’s stance or opinion. It has more fluff, padding, and color. Nike’s tagline “Just Do It” makes me think about discipline and implies intensity. It does not lead me to buy Nike. (I’m brand loyal to Adidas’ wide-width running shoes, but Nike’s famous words do make me think.)

Sales communication is purposed to provoke decision. It is supported by persuasive marketing that lives in marketing channels like websites, newsletters, direct mail pieces, banner ads, email campaigns, etc.

There’s a concrete sense to sales communication:
-“Our company offers services that help you assess and improve your __________ to __________ ratios”.
-“We call on companies that employ upwards of 10,000 people.”
-“Our company services businesses that typically employ more than 100 people.”
-“Our company targets growth companies between $5M – $10M in annual revenues.”

Here are a few tips for developing sales communication:
-Purpose to move your prospect to act.
-Be direct, succinct, and honest.
-Scale back extra words or phrases that do not lend themselves to your effort. Omit descriptor words.
-Is it light, easy to digest, something that won’t info-overload your prospect?

If your content is easy and fast to hear/read, it’s easy and fast for your prospect to respond.

Originally posted by Lilly Ferrick at Lilly’s Blog.

From Short List to Top Pick

What do you do when your company is on “The Short List”? When this situation presents itself, it’s the business developer’s role to do the due diligence of follow up. The Short List is the top 2-4 choices a company has for a service provider. By the time you’ve made The Short List, the criteria a company is using to make their choice should be well known by you.

I’ve received information on that follow-up call that has left me stumped, not knowing where to go next with the conversation – especially if things are not leaning in our favor. My strategy is to prep myself with at least three questions before I pick up the phone. And BTW, being on the short list deserves a phone call to your contact, not an email.

Here’s a short list of questions I use in the follow-up process:

1. Where are you in the decision process?
2. Has anything changed since we last spoke?
3. What type of feedback have you received from your colleagues?
4. How are we faring against our competition?
5. Is there anything left for us to do to win this business?

Happy Selling!