Words of wisdom for this week.
“The Wright brothers flew right through the smokescreen of impossibility.” Charles Kettering
There are a number of positive benefits to a consistently creative strategic sales execution process. Unfortunately too many salespeople are stuck in conventional ways of thinking, acting, believing when it comes to prospecting, presenting, closing etc. Challenging times call for a “Throw Away The Box” mindset if you want to beat the competition, prosper or even survive. So consider the following list and come up with one creative idea on how to use this topic to generate more sales or better customer loyalty.
Repeat business.
Positive references.
More referrals.
Higher sales averages.
Increased client respect.
Competitor-proofing your customer relationships.
Saving time.
Better sales relationships.
Increased margins.
Frustrating your competitors.
Better prospecting.
More free time.
Increased overall income.
Job security.
Here are some of the traditional ones so now get creative, I mean really “out there”.
1) Birthday cards, anniversary cards or special occasion remembrances.
2) A thank you gift for the business.
3) A gift subscription to a newsletter.
4) A photo of your customer purchasing your product sent on the anniversary of purchase.
5) An after sales survey after a few months to determine continued satisfaction and changing needs.
6) A follow-up evaluation of your professionalism and sales performance and effectiveness.
7) Start a client book of the month club.
Customers and prospects have a great deal on their plates today. They have the demands of their customers, bosses, fellow staff members, suppliers and a variety of organizational, department and industry issues that take a great deal of their time and energy.
When salespeople call on these busy prospects or clients they must realize that what they are selling is not the most important thing in that prospect’s life. Although what they are selling might be of interest and value to them they often just do not have the time to do the salesperson’s work, the follow-up.
More often than I can tell you, over the years, when I have followed up with a prospect that has been considering my services, I have heard, “thanks for getting back to me. I had every intention of calling you but have just been too busy. Lets get this program rolling.”
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1) They fear a no or a rejection.
2) They believe if the prospect is really interested they will call and help the salesperson do their job.
3) They are too disorganized and are not even aware that they should follow up.
4) They lack a positive attitude about their product, service or offer.
5) They believe the prospect is not going to buy.
6) They believe the prospect is too busy to talk with them or to see them.
7) They are too scattered.
8) They lack confidence in themselves or their organization and its services or products.
9) They believe their competitors are going to get the business anyway, so why bother?
10) They don’t have an effective follow up strategy.
11) They have nothing new to say.
12) They knew they had a poor prospect anyway, so why bother.
Are you guilty of any of these? I have, and I have been selling for over forty years. It is easy to fall into the – no follow up trap.
So, the benefits – what do you think?
About The Author:
Copyright: 9/2009 Tim Connor, CSP - Connor Resource Group
Tim Connor, CSP World renowned Speaker, Trainer and best selling author of 75 titles, Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) - 704-895-1231 (fax) - tim@timconnor.com (email) - www.timconnor.com (Website)
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