The vast majority of salespeople are only interested in pursuing “ready now” leads.
These are leads who are ready to buy now or in the next few weeks.
These leads have identified their need, done the research, and allocated the budget. They’re ready to pull the trigger.
As salespeople, it made sense to focus on these prospects. After all, salespeople have quotas to meet and only so many hours in the day to do it—so they need to focus on the best possible prospects.
But I’ve discovered not all the money is with “ready now” leads. Sometimes, the BIG money is with not-yet-ready (NYR) prospects.
In today’s podcast episode, I talk about the value of not-yet-ready prospects and why they’re an important—yet often overlooked—part of any successful marketing program.
The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe on Apple Podcasts, Spotify, Stitcher, Google Podcasts, Amazon Music or wherever you listen to podcasts.
The Value of Not-Yet-Ready (NYR) Prospects
“NYR” prospects are prospects who’re well qualified in every way except one: timing.
They’re not in a position to buy now or in the near term.
Yet, when I learned to stay in touch with NYR prospects in an easy and sustainable way, I found that about 30% of them came back to buy once the timing was right for them.
Best of all, most of them bought pretty quickly once they were ready to re-engage.
Most Prospects Aren’t Ready to Buy “Right Now”
My entire coaching business is built on NYR prospects because only a very small percentage of new prospects are ready to immediately hire me to be their coach. Instead, most of my coaching clients spend months (even years!) on my mailing list, consuming my content, and applying my ideas and advice. Only then are they ready to hire me.
Frankly, I prefer it that way. It’s often better when we get the chance to know each other first. That way, we can be more certain we’re a good fit.
You Need Both
This isn’t to say you should ONLY market to NYR prospects.
In fact, you need both: marketing that asks prospects if they’re ready for help now and marketing that captures as many prospects as possible, even they’re not yet ready.
By the way… whenever you’re ready, here are 3 ways I can help you grow your freelance business:
1. Grab a free copy of my book.
It’s called Earn More in Less Time: The Proven Mindset, Strategies and Actions to Prosper as a Freelance Writer. The title says it all. 😉 — Click Here
2. Join my implementation program and be a case study.
I’m putting together a new implementation group this month. If you’re earning $5k+/month (or the part-time equivalent) from your freelance business … and you’d like to grow your income quickly with better clients … just email me at ed@b2blauncher.com
3. Work with me privately.
If you’re a 6-figure writer who’s trying to earn more in less time, with less stress, I might be able to help you get there faster than you think. Just email me at ed@b2blauncher.com and put “Breakthrough” in the subject line, and I’ll get back to you with more details.
