What Are Innovative Ways to Stay Top-of-Mind?
Navigating the competitive landscape requires innovation and precision, especially when it comes to staying top-of-mind with clients and prospects. This article delves into cutting-edge strategies, with insights straight from industry experts, to ensure your brand remains unforgettable. Discover expert-recommended tactics that will transform your engagement and retention efforts.
- Leverage LinkedIn Fingerprint for Multi-Channel Engagement
- Be Consistently Valuable Throughout the Funnel
- Create Tailored Content for Specific Challenges
- Send Personalized Video Messages to Prospects
- Develop Custom Industry Reports for Prospects
- Offer Risk-Free Trial to Demonstrate Value
- Maintain an Informative Blog for Prospects
- Craft Customized Videos Addressing Specific Discussions
- Provide Value-Driven Touchpoints in Follow-Ups
- Use AI-Generated Videos for Personalized Outreach
- Create Customized Reports for High-Value Prospects
Leverage LinkedIn Fingerprint for Multi-Channel Engagement
As a Sales strategist and fractional AE with a passion for Technology, I've found that leveraging the "LinkedIn Fingerprint" in a multi-channel sales cadence is the key to effective follow-up.
Here's how it works:
1. **Capture:** When a prospect visits our website, LinkedIn's Insight Tag captures their professional information, creating a "fingerprint" that reveals their interests and potential needs.
2. **Connect:** We send a personalized connection request, referencing their website visit and highlighting a specific pain point or interest we noticed based on the pages they viewed.
3. **Engage:** If they accept our connection, we initiate a conversation through LinkedIn messaging, offering valuable resources or insights tailored to their needs.
4. **Nurture:** If they don't accept our connection, we utilize LinkedIn's retargeting capabilities to show them relevant ads, keeping our brand top-of-mind and encouraging re-engagement.
5. **Convert:** Throughout this process, we actively seek to move the conversation to a more personal channel like email or phone, where we can delve deeper into their challenges and offer tailored solutions.
This multi-channel approach, combined with personalized messaging and data-driven insights, has proven to be highly effective in nurturing leads and driving conversions. By building authentic relationships and providing value at every touchpoint, we position ourselves as trusted advisors rather than pushy salespeople.
For example, yesterday alone, I received two positive responses from potential clients who were initially hesitant to engage. By leveraging the LinkedIn Fingerprint and sending tailored video messages that resonated with their needs, I was able to spark genuine interest and initiate meaningful conversations.
This week, I've seen a 20% acceptance rate on connection requests sent to directors, VPs, and senior managers. While only a small percentage have converted to direct message conversations, the quality of those interactions has been significantly higher due to the personalized approach and targeted messaging.
Be Consistently Valuable Throughout the Funnel
One thing that's worked really well for me with high-value prospects is being present at every stage of the funnel -- without being overbearing. I don't just send one cold email and hope for the best. I make a point to engage with their content on LinkedIn, send them useful insights or resources that relate to their world, and follow up in a way that feels helpful rather than salesy.
At one point, I even built a mini guide specifically for one prospect based on something they casually mentioned in a meeting -- it wasn't a big lift, but it showed I was listening. That little extra effort paid off. When they were ready to move forward, I wasn't just on their radar--I was the one they trusted. I think that's the key: be consistently valuable, not just visible.
Create Tailored Content for Specific Challenges
One innovative way I stayed top-of-mind with a high-value prospect was through personalized, value-driven content that aligned with their specific business challenges. This particular prospect was a C-suite executive at a large company in the tech industry, and while they had shown initial interest in our product, they hadn't yet committed to a purchase.
The Strategy:
Instead of sending traditional follow-up emails, I decided to create a tailored content piece specifically for them. I knew they were facing challenges with data integration and scalability, so I collaborated with our product team to develop a custom case study that highlighted how we had helped a similar company overcome these exact issues using our solution. The case study was personalized to their industry and included specific data points that reflected the kind of results they were likely seeking.
To make it even more engaging, I didn't just email the case study. I also created a short, high-quality video that summarized the key points, showcasing both the problem-solving aspects of our product and the ROI the company had achieved post-implementation. I made sure the video was brief, around 2-3 minutes, and tailored the messaging to resonate with their strategic goals.
The Personal Touch:
To make it feel even more personal, I sent the content along with a handwritten note. In the note, I referenced a recent industry event we both attended, pointing out a few key takeaways, and used that as a segue to mention how our solution could help them tackle the challenges discussed at the event. The handwritten note made it clear that I was thinking of them and their unique needs, not just trying to close a sale.
The Result:
This approach led to an immediate response. The prospect was impressed by the personalization and how we had taken the time to understand their specific business needs. They scheduled a follow-up meeting, and ultimately, we closed a six-figure deal within a few weeks. The personalized content and thoughtful touch helped differentiate us from other vendors who were simply sending generic follow-up emails.
Send Personalized Video Messages to Prospects
One innovative way I've stayed top-of-mind with a high-value prospect was by sending a personalized video message instead of a standard follow-up email. Instead of just reminding them about our offer, I recorded a short video addressing their specific concerns about selling their home, explaining how we could make the process smooth and stress-free.
This approach made the interaction more personal and engaging, showing them that I genuinely cared about their situation. The result? The prospect responded quickly, appreciated the effort, and moved forward with the sale. Personalized follow-ups like this can make a big difference in building trust and closing deals.
Develop Custom Industry Reports for Prospects
Personalized value-driven engagement keeps high-value prospects interested and fosters long-term relationships. One innovative approach is creating a custom industry report highlighting challenges and opportunities relevant to the prospect's business. By providing exclusive insights, the engagement shifts from selling to problem-solving. In addition, follow-up with actionable recommendations strengthens credibility. This approach led to deeper conversations, trust-building, and ultimately, a closed deal. Ultimately, positioning oneself as a trusted advisor rather than just a salesperson drives long-term success.
Offer Risk-Free Trial to Demonstrate Value
One of the biggest risks I took in a sales process was during a pitch to a major client who was hesitant about switching from their long-time vendor. Instead of sticking to the standard presentation, I proposed a bold strategy: a trial period where they could use our product alongside their current solution, at no cost for the first month.
This approach was successful for several reasons. First, it demonstrated my confidence in our product's value, allowing the client to experience its benefits firsthand without financial commitment. Second, it addressed their concerns about disruption and risk, making them more open to change.
Ultimately, the trial led to a full contract after they witnessed significant improvements in efficiency and cost savings. This experience taught me that calculated risks, when aligned with client needs, can create powerful opportunities and foster long-term partnerships.
Maintain an Informative Blog for Prospects
We can't count the number of times we've seen a prospect turn into a client because of our blog. Offering helpful information up front from our own in-house professionals not only helps prospective and future clients but also provides a free sample of the quality and knowledge that comes with our expertise. Any sales consultant marketing skilled services should push for their company to keep an updated, useful advice blog.
Craft Customized Videos Addressing Specific Discussions
In the competitive world of sales, adopting innovative strategies can make all the difference. One approach I used involved harnessing the power of personalized video messages. Instead of standard follow-up emails, I created short, customized videos for each key prospect. These videos addressed them by name, referenced specific discussions we had, and answered one new question they might have about our product. This not only demonstrated commitment but also added a personal touch that emails often lack.
The result was overwhelmingly positive. One high-value prospect was so impressed by the personalized attention that they scheduled a further meeting, which eventually led to a significant contract. This experience reaffirmed the value of personalization in building and maintaining strong business relationships. It's crucial to step out of the conventional follow-up routine and use creativity to stand out in your prospect's busy world.
Provide Value-Driven Touchpoints in Follow-Ups
As a Sales Representative, one effective tactic I've employed to follow up with a prospect is to leverage value-driven touchpoints. This means each follow-up is crafted to provide additional value or information that is tailored to the prospect's specific needs or interests, which were identified in previous interactions. For instance, after an initial meeting, I might send a follow-up email that includes a case study or an article that directly relates to a challenge or goal the prospect mentioned during our discussion. This not only keeps the conversation relevant and engaging but also demonstrates my commitment to understanding and addressing their unique requirements. It reinforces the value of our solution in a practical, context-specific way, helping to build trust and maintain momentum in the sales process.
Use AI-Generated Videos for Personalized Outreach
One tactic that's worked brilliantly for us is using AI-generated personalized videos to follow up with high-value prospects. We use the platform HeyGen to create short, bespoke videos led by my own AI-generated digital twin that delivers a tailored message directly to the individual. These videos aren't generic; they reference the client's brand, project, or challenge and outline a specific idea or benefit of working with us.
Because it feels personal and unexpected, it cuts through the noise of standard follow-up emails. It has massively reduced the amount of ghosting we experience, as prospects feel obligated to respond. For us, it's a creative, scalable way to stay top-of-mind, showcase innovation, and stand out without constantly jumping on camera.
Create Customized Reports for High-Value Prospects
One creative way I stayed top-of-mind with a high-value prospect at Write Right was by creating a personalized content piece just for them. Instead of sending a typical follow-up email, I created a short, customized report with insights about their industry, how we could help them, and some examples of our work.
I sent it with a simple note saying, "I thought this might be helpful for you as you focus on X."
It worked! The prospect was impressed by the personal touch and felt like we truly understood their needs. A few weeks later, we ended up signing a long-term partnership.
It just goes to show that taking the extra time to really understand someone and show you care can make a big difference!
