I hear you! You’re prospecting and you have been asked to provide a quote. You were told to call back in a few days, which you do. You’re told, “We are waiting." So you follow up – once, then again and again but all you get is “crickets!” I know it’s frustrating because like you I’ve lived it myself and, to some degree, still do.
As a consultant I hear this lament over and over: “Some clients and prospects just don’t return my calls.” And that’s when the voice in your head takes over and controls and consumes your day. And you begin to wonder:
• Did I do or say something wrong?
• Am I being used as a bidding pawn?
• Did they take my information and source it elsewhere?
• Are they just blowing me off?
The answer to all of these questions could be “yes.” However, there could be another explanation, let’s look at the situation from a different view. These points also need to be considered when these situations arise:
• Your project is not the only one on their plate.
• Perhaps their priorities have changed.
• Their supervisor may have decided to go in a different direction.
• The program or project may have been placed on hold.
• Then there is vacation, or out due to illness, or dealing with personal issues.
• Or perhaps your contact was transferred, promoted, took a new position with a new company or had their employment terminated.
The reality is it could be many different things, so don’t always look at situations with a negative view. The key is to work your marketing, create your quotes, send out your spec samples, and follow up systematically. At the time we get so excited and focused on a single opportunity that it begins to consume every activity of our business day. Indeed, the mind can do some ugly things to to productivity. The bottom line is that we need to focus on creating multiple opportunities then following through on each of these opportunities UNTIL they come to fruition!
As you go about your marketing, prospecting, quoting, and engaging with clients, consider the following points to ensure better engagement to attract and get clients and prospects to want to engage with you.
• Make you messaging about them not about you. Most clients and prospects could care less (initially) about how amazing you are. That comes later. Let them know it’s ALL about them!
• Make it relevant. General information is easily discarded; the more relevant the more difficult it is for them to ignore your message,
• Have a strong call to action. Vague messaging will not resonate with an audience. Make your message purposeful.
• Timing is everything. There is a fine line between having great customer service and the appearance of being desperate. Pace yourself.
• Set expectation levels for both your clients and prospects AND yourself. This I believe is the biggest challenge for most salespeople. Take the time to set common goals.
• Create a professional sense of urgency. Every quote should clearly state how long the quote is valid. Open-ended quotes give the client a large window to getting back to you. Setting a timeline will help in your follow-up process.
• Follow up when you say you will. This helps in creating a sound time management schedule. When you tell them you will call or stop by, do it when you said you will – NO EXCUSES!
• Lastly, learn to value and appreciate your time.
Make them want to call you back and engage with you. Until you hear “No,” it’s still a maybe. Keep your pipeline full of opportunities. Manage your follow-up. Never allow one major opportunity to consume you and as difficult as it may be, never become discouraged. In the end, follow these tips and when you do make contact (and you will), get excited, over deliver your presentation a DO reap the rewards – they WILL be amazing.
Until next month, continued good selling!
For more than 30 years, Cliff has been speaking, training and consulting internationally to associations and national business groups on more effective ways to market themselves, their products and services, as well as motivating their personnel. Recognized by PPAI for his creativity, he has won the prestigious PPAI Pyramid award 25 times, and the Printing Industry's PSDA’s Peak Award for creativity five times in three years. He has also received PPAI's Ambassador Speaker of the Year Award six consecutive years and was the inaugural recipient of PPAI's Distinguished Service Award. Named one of top six industry speakers and trainers, he also was recognized by PPAI in the book, "PPAI at 100," as having a significant influence in education. He has also been recognized by Counselor Magazine as one of the Top 50 Most Influential People in the Promotional Products Industry. You can engage with Cliff at http://www.myengagepage2.com/cliffquicksell.