In sales, persistence is often key.
While many prospects don’t want to hear from you again after an initial contact, others just need more information before they see the value in your offering. But salespeople experience a lot of discouragement as they go through this process. For this reason, a majority of salespeople simply don’t conduct follow-ups. They step up to the plate, take a single swing, and then consider it a strikeout.
This is a huge mistake!
This is because half of all sales are closed in follow-up conversations. And many of these closed deals started out with a prospect that simply wasn’t that interested. That is, missing the sale on the first swing is not uncommon. But it’s the salespeople that keep swinging that ultimately get a hit.
For this reason, scheduling follow-up appointments is critical. Don’t leave things open-ended when you’re finishing a sales meeting or a sales call. Nail down a time for a follow-up and stick to it. And keep following up until you reach a, “Yes” or a firm, “No.”
This way, you can take charge of the sales process.
Of course, the goal is not to irritate the prospect. You won’t bully people into sales. Instead, your focus with follow-ups should be to push the conversation forward. Don’t say things like, “I’m just checking in’ or “Are you ready to buy?” The first one is unproductive, and the second puts too much pressure on the customer, who may not yet understand the value of your offering.
That’s why it’s essential to do one of three things:
1. Ask questions.
2. Offer information.
3. Offer a special deal.
Asking questions helps you learn about the prospect. Everyone loves to talk about themselves, so tap into that natural inclination and get your prospect to open up. The more you understand about their needs, the better you will be able to sell or tailor your offering to suit them. And you might also hear why your product simply doesn’t work, which is information you definitely want.
Offering information helps the prospect start to see what the value is in your product. A common sales mistake is assuming that people know too much. You’re no doubt very familiar with your product, and it can be easy to forget that others don’t know anything about it. Provide your prospect with useful info, and you can go a long way toward closing a deal.
Putting a special deal on the table can also be productive. A discount is always a motivator, especially one with a time limit. Offering something like that may bring out your prospect’s hidden objections, which gives you a chance to resolve them.
The point is, follow-ups should always be designed to move things forward. That way, you’ll advance the relationship and figure out whether you can reach a deal or not.
Happy selling!
For step-by-step instructions for scheduling appointments with Bizness CRM, click here.
