Attract the Right Job or Clientele:
My fists were clenched upon reading an email and quickly realizing his door of opportunity just closed. Upfront, one has to recognize that not all sales are immediate and that being respectful of timelines is a necessity. Otherwise, more sales will be lost than earned.
The disrespect also shows that the person does not want to take the time to earn the sale. One major difference between top-performing salespeople and the rest is that they do everything in their power to bring aboard satisfied clients that turn into a returning and referring clientele.
Instead of arrogantly brushing someone off for not taking you up on your offer, take their perspective into serious consideration. It was my suggestion that we connect again in six months. The service was of interest, but the timing wasn’t quite right. I left the door of opportunity for him to contact me again and went the extra mile to explain the reasoning behind my offer.
A seasoned sales professional will ask, “Which day of the week, what time, and how would you prefer to be contacted?” As the prospect speaks, the sales rep takes note then transfers them to the database. On the arrival of the suggested date and time, the salesperson will remind the prospective client that they are following up according to instruction. So begins the process of establishing credibility and trust, and the conversations continue.
Instead, I received an arrogant reply that George’s clients are spending their days on the beach due to his invaluable service and that I’m just wasting my time away. The good news is, my eyes are open to the fact that this is not someone with whom I would choose to do business regardless of timing.
There is always pressure to make sales; either as an entrepreneur to pay bills, or as an employee to satisfy management. How you handle the pressure put upon you to make sales is what may differentiate you from the rest.
- Will you attempt to make the sale at all cost?
- Do you pace yourself in alignment with what clients reveal to you so that the doors of opportunity remain open?
- Are you willing to follow-up as prospects suggest?
The problem with quick hit wonders is the wonder becomes, how do those people expect to remain in business or at their job? Even worse is that by providing a demeaning response, they hurt their reputation and personal brand.
Take the time to figure out your score on offering an open door of hospitality to prospective clients that aren’t quite ready. Are you prompt in follow-up or do you need to reinvigorate the effort? Building the relationship is a well-worthwhile use of time as this is far more likely to develop the long-term clients.
Regardless of pressure from management, your duty is to your clientele. By being amenable to the desires of prospects and clients alike, and putting their goals first, you will be far more likely to make the sale. Age old wisdom applies once again, “Treat others as you would like them to treat you.”
When you perform as common courtesy dictates, you will develop a returning and referring clientele.
- Open doors of opportunity by way of introduction.
- Get a pulse on those who may be interested in your service.
- Inquire as to where the interest resides and the reasons behind it.
- Be respectful when someone says ‘not now.’
- Ask in return, ‘if not now then when?’
- Enter all notes into a database system and mark your calendar for extra measure.
- Remind your prospect that you were asked to call and ask what changes are in place.
- As you listen to the updates, recognize how you may best assist and suggest a meeting.
- Thank the person for taking the time to meet with you and seek out an agreeable solution.
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!
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