Plop, plop, plop: Marketing That Gets Results

By Chelsea Junget

One of the most overheard objections in the sales process is “not now”. Sometimes, it’s a smokescreen to try to get the sales person to go away, but often it’s true – the time to buy isn’t right. See our post on the buying cycle. Keeping those prospects engaged is key, so when the budget is approved, the funding comes through, or their boss finally says yes––you are ready capture the business.

One effective marketing strategies for a company to grow is drip marketing. It is a great way to keep in touch with your prospects and maintain top of mind awareness. A drip marketing strategy might follow a pattern like this:

Month 1: Mailed notecard just to say hello
Month 2: Email message. This should not be another sales pitch; instead it should be something with perceived value to the prospect.
Month 3: Invite prospect to follow you or your company on Twitter
Month 4: Postcard about new product/service. Again, keep your client’s needs in mind.
Month 5: Phone call to check in

There are many programs that will help you automate this process. Technology can make these marketing action steps easy – programs like Swiftpage and others are designed to deploy timed drip marketing.

Remember, the process is not about annoying your prospects with a barrage of ‘buy now’ messages but rather building awareness and ideally, a relationship so when the time is right, you are there.

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