Have you ever had an interaction with a HORRIBLE salesperson? I bet you have. You know, someone who doesn’t know when to stop pushing you into a sale, or being too aggressive, too annoying, too mouthy and just TOO MUCH in general. Meeting someone like that can change your shopping habits! I don’t want you to be like that with your client – that is why I would like to share with you some tips on how to be a good salesperson. Check these out:
Effective sales use a system that includes various methods such as phone calls, emails, physical mail, LinkedIn, or other social media platforms. It's important to remember that different people prefer different follow-up methods. The over 50 demographics may select phone calls or emails; 20-year-olds prefer text or social media. Communicate with them in the way they like.
Buying decisions take time, and you don't want to annoy your prospect with too many follow-ups delivered too soon. The higher the price tag, and the more people involved in the buying decision, the longer you should allow for your lead time. How often should you follow up? That depends on your prospect. Do they need to connect with a sales manager during Friday's meeting for a final decision? If so, it's best to put the sales meeting date in your calendar to remind you when to follow up.
We hear this message all the time; here it is again. When people know, like, and trust you, they'll buy from you. Use your follow-ups as an opportunity to get to know your prospects so that you can provide value. Have you kept notes on your conversations? Have they told you about their daughter's violin recital? If you ask how it went, they will feel appreciated and valued because you've made an effort to remember. Do you know their business pain points? Can you speak to those issues by providing a solution in a follow-up email with a link to a blog article? Do you have any upcoming sales or special offers? Letting them know is a great way to get them interested and motivated to act.
Specific, measurable, actionable, realistic, and timed follow-up is the best way to ensure your unique sales system is following the right steps in the process. Identifying the next steps by setting dates, days, and times moves you towards your goal and your prospect through your sales funnel. Which is more effective; "I'll call you Friday at 9:30 a.m. for a quick 7-minute call" or "I'll get in touch with you in a week."? You guessed it. A specific time and date are always more effective.
I hope that these tips will help you focus your sales pitch so you'll NEVER be that annoying salesperson again.
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