Thoughtful Thursdays – Missing the target?
You are not alone if you sometimes get the feeling that you are missing the target. Either everyone you talk to is not interested in your products or they are very interested but they are not buying.First off, do not despair, it is time to take a step back and analyze the situation.
A skill that contimues to develop over a period of time is problem solving. This is a transferable skill that can help yourself as well as your customers. Taking the time to evaluate the information you are receiving can save time and turn around what on the surface appears to be a low potential opportunity.
If your target market is not responding positively you need to find out why. If they are interested but not buying you need to find out why.
Before discounting your research, examine the facts with a critical eye.
- Is your approach communicating a value propositon that resonates and engages your prospects?
- Talking too much about what you do instead of how you help?
- Are you selling before the prospect is ready to buy?
- Listening, but not hearing what they are saying?
- Not taking the time to address the emotional components of your conversations?
- Is the relationship developing?
- Did you ask for the order?
- Does the prospect know that you want to do business with them?
In my experience, when a higher than expected number of prospects in my target market were not reaponding positively, it was because of one or more of the above points listed above.
It is very easy to begin to take for granted things that were once everyday practices.
Think about all the tools in your sales kit. Take them out and polish them on a regular basis.
It was rare that poor research was that far off target.
Good selling,
Richard
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