Ready to Engage Your New Customer?

The buzz in marketing circles today is engagement. How do you effectively hook potential customers into a committed relationship? The investment a business makes in the engagement process should be directly tied to revenues. If you expertly and skillfully engage, sales will increase.

Competent engagement helps a business target, influence, nurture and convert prospects to customers.  The more expeditious a business is in engaging with prospects, the bigger impact to the bottom-line.  How are you engaging your potential new customers?

The easiest way to initiate engagement is to view customer and wedding engagements as the same.  The difference between the two are in the details of tactics.  How you move from targeting into proposal are nearly identical in overall strategy.

Engagement begins by determining how to get someone to respond to your offer.  First, identify the target based on the qualifications of a “good match”.  Who is a suitable candidate for engagement?  What are the qualities you are seeking, both in demographics and social behaviors? Then you need to determine what makes you attractive to others.  Packaging and presentation of your “stand out” qualities are critical in the initial step of the engagement process.  Know where to direct your message and selling to the most qualified targets.

Second, you start the courting process, where all long-term valuable relationships begin. This step is more difficult to measure and needs careful preparation. You can spend a tremendous amount of resources influencing others and never get to the proposal. Laws of attraction and suitability apply.  Who you target, what you say and why they are a good candidate must already be known to successfully influence the “right” prospect.

Using engagement tactics like research, focus groups, asking for referrals can speed progress directly influencing better qualified prospects when cultivating relationships. Put out a few “asks”.  Look for agreement.  Identify the buying signals.  Know what makes this prospect want to engage further in the relationship.  Define what is in it for them. It might take some sampling and analysis to reach a successful outcome.

Third, define acceptable terms of the relationship.  Nurture your relationship to fully understand the “how and why” you need to partner.  Build upon the strengths of your bond through mutual consent. Constant communication, validation and envisioning the success of your relationship solidifies the “why”.  This is the beginning of a potentially long-term committed relationship, one that must be mutually beneficial.   Are you both in agreement? Create timelines and set expectations to help control spending, time and resources while nurturing your relationship.

Fourth, make the BIG proposal.  It is time to go all in and ask for the close.  Whether it be a hand in marriage or to partner in business, the only way to get to a “yes” is to make the proposal.  If you have taken time to go through an engagement process, building consensus along the way, you will have eliminated most of the risk in making the proposal.  Converting a prospect to a buyer requires you to “pop” the question.  It is time to seal the deal.

The opportunity to engage is there, are you ready to start the process?  Only if you are able to commit to an engagement, will you be ready to “tie the knot” with a new customer.

[W]hen you realize you want to spend the rest of your life with somebody, you want the rest of your life to start as soon as possible.  ~Nora Ephron, When Harry Met Sally

By Jamie Glass, contributing editor at Project Eve, focused on startups, marketing, sales and leadership.  CMO & President of Artful Thinkers and Managing Director of Sales & Marketing Practice at CKS Advisors.

About me:  I have been helping business owners and CEOs grow, market and expand for more than two decades.  My corporate experience comes from sitting at the table as a senior executive in public and private companies.  I am a ravenous information consumer.  I am passionate about selling, marketing, digital media, technology, social engagement, investing, leadership, growth, women in business, networking and entrepreneurship.  I started as a communications person out of college and now I use this art to ignite conversations on topics that relate to my passions.  My goal is to help others do better and do more.  I am a managing director at an investment banking firm and own my own sales and marketing consulting practice.  Carpe Diem! @jglass8 [email protected] 

22 COMMENTS

  1. 491763 580950I love what you guys are up too. Such clever function and exposure! Keep up the quite good works guys Ive incorporated you guys to my own blogroll. 21114

  2. 625590 25030Right after examine a couple of with the weblog posts on your site now, and I truly like your way of blogging. I bookmarked it to my bookmark internet site list and shall be checking once more soon. Pls try my website online as well and let me know what you feel. 144557

  3. 858580 701670Your write-up is truly informative. A lot more than that, it??s engaging, compelling and well-written. I would desire to see even more of these types of fantastic writing. 155858

  4. 830884 42480Directories such given that the Yellow Websites need to have not list them, so unlisted numbers strength sometimes be alive a lot more harm than financial assistance. 142604

  5. If you are interested to learn Search engine optimization methods then you must read this post, I am sure you will get much more from this piece of writing on the topic of Search engine marketing.

  6. 211142 431465Wow, wonderful blog layout! How lengthy have you ever been running a weblog for? you make running a weblog glance easy. The total appear of your internet site is magnificent, nicely the content material material! 434246

  7. 402793 176702Jeden Tag stellt man sich die Frage Was Koche Ich Heute?! Zerbrechen Sie sich nicht den Kopf, besuchen Sie uns am besten direkt auf unserer Webseite uns lassen Sie sich inspirieren 629019

LEAVE A REPLY

Please enter your comment!
Please enter your name here

This site uses Akismet to reduce spam. Learn how your comment data is processed.