What is a "Reach" and How Do I Handle It?

Look at all those emails! $$

Wouldn't it be awesome if you came into work every week to an inbox full of emails from people interested in your business?  We thought so too, so we developed a system and strategy to deliver "Reaches" to our clients. 

Our Social Media | Web PR & Advisory program works to deliver a Return on Investment (ROI) for a business.  In addition to improving your company likeability and brand awareness we deliver applicable companies with "Reaches".  "Reaches" are more valuable and relevant to sales than a lead or prospect.  A "Reach" is someone who has been pre-qualified as your target public and then introduced to your company story and products/services through appropriate Social Media Sites and mediums.  When the "Reach" responds to you the sales process is already well on its way to closing a deal.

Now that we've delivered "Reaches" we find some clients wondering what to do with them.  We have written this step-by-step recommended guide on how to successfully handle "Reaches".

1)    Setup “Discovery “Call/Meeting – “Reaches” are people who have expressed strong interest in your business, the sooner you can setup a “Discovery” meeting/call with them the better. It is important to continuously follow up with the “Reach”  via phone or email until you can set up a “Discovery” call or meeting.  Once the “Discovery” call/meeting is confirmed send them a calendar/appointment invite to ensure it is guaranteed and scheduled. 

"Oh Hi there, I'm your Target Public,
and this briefcase is full of cash for you!"

2)    Have “Discovery” Call/Meeting – A “Discovery” meeting should focus on the “Reach” and their needs/wants.  Ask questions about their business, what they do, what their needs/wants are, and what they need help with.  Prior to the meeting it is recommended that you research and familiarize yourself with their business. Listen and take notes.

A “Discovery” meeting should result in you finding out how your company can help the “Reach” with their needs/wants.  At the end of the meeting offer to send the “Reach” a proposal and then set up a second appointment to review/discuss the proposal.  The second meeting will allow you to sell the “Reach” on your products/services. 

3) Send Material – After the “Discovery” meeting send a proposal and key sales material that will keep the “Reach” interested and re-iterate your key value propositions. 

Follow up.  Stay on the prospect’s radar and consistently provide them with valuable information that they can use to make a decision.

4)    Ask – Always ask for the business. “Reaches” won’t close themselves, they must be closed.  If you have successfully sold your product/services and provided them with enough information to make a decision there is no reason you shouldn’t ask for the sale.  There are many different ways to ask for the sale, here are a few examples that have proven to be successful for us;

·        If everything is in order, let’s get started on this. Here are the first steps...

·        Are you ready to get started?

·        Here is what is needed to get started..

·        To move forward, we will need the proposal signed back faxed back to..

·        What would you need to get this started this week?