Michelle Moore of Selling Simplified said: “Not following up with your prospect is the same as filling up your bathtub without first putting the stopper in the drain.” I, however, would like to explore what I consider as the real ‘true’ follow-up.
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HOW MEMORABLE ARE YOU?
Are your clients talking about you when you leave, or, are they talking to your competitors, ordering from them and talking about you? What is setting you apart from those competitors? Are you being different and unique enough to convince your prospect that they should be dealing with you? In other words, what are you bringing to the table that sets you apart from everyone else?
IS IT TOO GOOD TO BE TRUE?
I was working with a client that was upset that there was a brand new competitor in his market offering an alternative to what he sells at a price that would put him out of business if he were to price match. The truth is, if you get into a price war, it becomes a race to the bottom which is a race no one should ever want to win. Therefore, what kind of strategy can one use to battle the price war?
CAN YOU OVER-SERVICE AN ACCOUNT?
The short answer is, absolutely. Customer service is one of the five selling styles for sales success and all five must be used to reach the pinnacle of ones’ career. However, the over reliance on any one particular style will sabotage your own success. The Customer Service Style is the easiest and therefore, the one that most salespeople over emphasize creating challenges that should never exist.
GET INVITED ONTO ‘THE ELEVATOR’ WITH YOUR PITCH
There has been a lot said recently about ‘elevator’ speeches and their effectiveness. There is no doubt that if you are in business; be it selling a product or service to a prospect and are therefore prospecting, you need some sort of ‘elevator’ speech. The majority of people, however, fail to realize that before you give an ‘elevator’ speech, you must first get in the ‘elevator.’
WHO CLOSES?
While at a networking event, the discussion led to the question of ‘the close’. I listened intently to the different ideas presented by everyone I thought to myself that I was somehow transported back in time to 15 or 20 years ago. Some of the suggestions were outdated, in that they all focused on the salesperson’s needs and wishes and really had nothing to do with the client. When it was my turn to share, I could not hold back and I asked if they had actually heard themselves?