By Alina Fridman -
Did you know that a lot of potential business is lost because of the lack of one simple thing? What is that? It’s the follow-up!
How many times have you had a call or a meeting with someone for the first time and the potential client was interested, but not quite ready to make a decision? So, you wrap up the conversation and tell the potential client that you’ll get in touch when they’re ready. And then you don’t!
You just made a mistake. BIG mistake. Some studies show that only 2% of sales happen during the first call. Why? Because the client has done their research and clearly knows what they want.
So what about the other 98%? These are the potential clients that need to be won over. There are several reasons why someone says no at first:
➩ They don’t have the time to deal with it right now. ➩ They don’t have the money to spend on it right now. ➩ They need more convincing (hello follow up call) ➩ They just weren’t that into the product/service/or you.
According to another study, 80% of sales require at least 5 follow up calls before closing the deal. That’s a lot of hustle, but that’s what it takes. You need to figure out how many calls or emails is right for you. You don’t want to be too pushy, but you don’t want to get lost in the mix.
Sales is like playing poker. And most potential clients wear a poker face. So how do you get through? It depends on the circumstance.
You have to make sure that you are selling to your ideal client. If you’re not, then you’re wasting their time and yours.
Didn’t get that sale the first go around? Identify the challenges. This might be a very busy time for your potential client. They may have a lot of things going on and it’s just not the right time or they don’t have the funds at the moment.
What if it is the right time and money isn’t an issue? This is where the art of listening comes in. You have to listen and ask the right questions to figure out what their needs are and if you and your product or service is the right fit.
Whatever the case may be, don’t let it go after the first call. Follow up! Be consistent, but not persistent. Try to build a relationship first. Relationship selling is a very important tactic in sales. It humanizes you and breaks that barrier. But always remember to be authentic about it. Fake relationships don’t last.
So, what did we learn? We have to hustle if we want to see those sales. Build relationships, build trust, address issues that your potential client may be having, and become a trusted source. Remember to always follow-up!!!
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