Thoughtful Thursdays – Making the first personal contact
A challenge frequently faced by sales people today is making personal contact with their prospects.
Today’s sales thought is about ways to get beyond the voice messages and emails to the next step in your sales process.
There are times when making personal contact with your prospect is like closing the sale. Some say that it is indeed a close and I am in agreement with that. It is a positive development and allows you to proceed to the next step in your sales process. Each time you are able to go to the next step, you have made a sale of sorts.
Making the first personal contact requires persistence and an open mind.
- Never assume your prospect is sitting by the telephone wating for your call
- You may have to leave multiple voice messages. Don’t leave the same message each time, include another benefit your product or service provides
- Reach out at different times of the day and different days of the week
- Don’t call every day, but do be persistent
- Be mindful that sourcing your product or service may not be on top of their “to do” list
When you connect in real time for the first time, you may be referred to another person and the cycle will repeat, however it should be shorter as there is an internal referal to support your call.
A high percentage of sales people lose interest in their prospects prematurely, do not be one of those representatives.
Remember that sales is a process. Stay enagaged, plan your follow up activities and make the calls. It make take longer than you think, but the results will justify your efforts.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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