I’ve got quick sales tip for you today I’ve been working from home doing some follow-up and I thought I’d share with you an idea to help with that part of the sales process.
If you’re doing follow-up it might be a bit of time since you last spoke to the other party, it could be a few weeks since you last spoke to them, sent a quote or proposal- so you want to know what’s going on in their mind -where they are in the process.
You want to get a response -so think about that when you call them or when you leave a message or when you send them that follow-up email: how are you going to entice them to call back?
What will compel them to call you back or to respond -you’ve got to get their curiosity and you’ve got to make them understand what’s in it for them! One of the ways that I recommend is to leave it a little bit cryptic: what you say to them is “since we last spoke I’ve got a couple of ideas for you and I wanted to get your opinion on them, I’m on 071234 56789…”
And you just leave it like that! Another variation is to do this: “since we last spoke (or) since I last sent you the quote/ proposal I’ve had a couple more thoughts on this for you and I wanted to get your opinion…”
People love to express their opinion! You’ve also got the curiosity factor: what are these other things you are hinting at? You’ve just left it nice and cryptic they will more likely call you back!
Now something that you must never do is never make them feel awkward about the fact that that a load of time has passed! Everyone’s busy! We don’t need to highlight the fact that three weeks has passed since they last spoke to us:
“Hey, it’s been three weeks since we last spoke! Haven’t heard from you…what’s going on?”
None of that’s helpful it just creates barriers so instead just take the blame away say to them:
“Hey I appreciate things get busy, by the way I’ve had some further thoughts for you and I’d love to get your opinion on them give me a call back on 07………”
I hope you find this useful give it a go whilst you’re doing your follow-up!
It was recently brought home to me how important it is to give regular feedback and support to salespeople out in the Field.
It’s amazing what happens when you do! I was out for the day doing some accompanied visits with a Field Sales Representative. He has a fantastic work ethic, goes on lots of visits and isn’t afraid to source new businesses to Prospect while out and about.
He’s excellent at starting conversations and has good rapport with those he meets. The perception he creates for the business is very professional- just one problem: sales were drying up…
Just before we went in to see a Prospect together I asked him what he was expecting from the meeting and he looked a little surprised- it was a loose plan, he’d be striking up a conversation and seeing where it took us.
Here are a few questions we ran through before we went in:
“OK we need to consider what the best outcome would be for the Prospects from this meeting: for example: what can they find out from you that they don’t already know that will help them with some of their business objectives? Plus what will be the best outcome for us? What actions are we going to take and what actions will they take? What will they want us to do next?”
“What other options are they considering?”
“What will they do if they don’t do this?”
“What other projects in the business might take priority over this?”
Now these were questions which were relevant to that Prospect’s situation and it’s vital to have some questions and objectives planned before any sales meeting, conversation or visit.
Staying Focussed & Motivated
On top of that we discussed how to stay focussed and motivated. If you spend a lot of time travelling as part of your job you have an amazing advantage over those who don’t. You can use your time twice! What I mean is you can attend training and update on industry developments at the same time as travelling. If you are driving you can listen to podcasts, audio books, MP3s of development material. If you are going by train you can add webinars and videos to that list too.
Now I don’t mean you have to spend all your travelling time doing this because it’s great to give yourself thinking time, blare out your favourite music etc. The key is little and often. Even just 20 minutes will have a massive incremental effect on your mind set and skills. If you can do that twice a week, great! If you do it daily you will be unstoppable!
It doesn’t matter what you listen to as long as it helps inspire you or strengthens your skill set. You’ll soon work out what your favourite kind of material is.