We go through it every year—that awkward family get-together during the holiday season. Yes, there’s always good food and presents, but those few hours can be more than just a bit uncomfortable.
From the perspective of an online retailer lead, not much differentiates you from every other salesperson out there trying to sell a product or service. You’re a dime a dozen until you show them why they can trust you over the other guy, and the quickest way to build this trust is prove your credibility.
The holidays are a busy time for everyone, but they're especially busy for retailers. With so many daily to-dos on the list to make sure their Black Friday and Cyber Monday campaigns go as planned, you can’t expect them to have time to pick up the phone to chat with you about your products.
Any good salesperson will tell you, an effective sales call is the result of good preparation.
Trust is the foundation of every good business relationship, and without it, your leads won’t feel comfortable enough to tell you their problems or allow your company to provide a solution.
More often than not, most of your lead nurturing is going to happen virtually, but sometimes—especially for larger opportunities—taking a trip on-site might be a necessity.