Happy Early Labor Day everyone!
I received a well-written email from a potential provider this week asking for some of my time.
I ignored it.
The CEO sent another email and I responded. We went back and forth and I agreed to a demo.
After I agreed to a demo, he emailed me 4 questions, which I graciously answered.
The calendar invite was sent out, I accepted it and thought I wouldn’t hear from them until the scheduled time.
The CEO’s direct report then reached out to me asking me to fill out a 2-minute survey.
I get what he was trying to do but it was a bit too much, especially when they reached out to me initially.
I politely declined the survey and shared with him I had already answered the CEO’s 4 questions.
Folks, don’t over qualify your prospects and don’t make them jump through several hoops! Especially when you made the first contact.
Now if I had originally reached out to this company FIRST, I would understand them wanting additional information before moving forward so they didn’t waste their time or they could assign the appropriate rep.
Make the buying decision experience as smooth and easy as possible.
And if you pre-researched your prospect in advance, you shouldn’t have to ask several questions once they agree to a demo.
Wait for the discovery call to ask these questions when you can chat live with them, not via email.
Have a great holiday weekend!
I’m Ray Ruecker with Connect 5000! Cheers!