Motivating prospects for a response
Ric, I send articles and pieces of interest to my prospect list and try to get them to respond so I know for certain they received the information. This way I can attempt to start some dialogue. The response rate however is very low. What am I doing wrong?
A: Having not seen what you send, it's not possible to provide critical feedback that will accurately reflect your situation. However, why do you expect that these people might respond? You sent the package without being asked, don't then be saddened if you receive no immediate feedback. Send these articles and insights as a gift that adds value or interest to the recipient. You want to build relationships, share your expertise, become a resource and add value. But don't try to elicit a response from an unsolicited approach. The effort is fallowed. The gift is in the giving, not in the expectation of a quid pro quo in return.
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