Have you ever sent out an email or made a phone call and got an ‘out of the office’ message? Did you read the ‘I will return on…’ email to the end, or, did you simply hit ‘delete?’ Have you ever hung up after making a note of when they will be returning without hearing the whole message? If so, those are opportunities lost.
The challenge which most of us in sales have is that we make simple things hard. We take a look at a concept, or new idea and think: “It can’t be that simple, can it?” Not only is it that simple, but it is also easy. We further complicate the process by again saying to ourselves: “Let me see if I can actually find the way to do this.” Therefore, making it harder than it has to be.
There is no doubt that there has been a steady increase in the individuals involved in making any kind of decision in most businesses. There are now more committees or boards that have to be somehow integrated into the decision making process. According to CEB, a global best practice insights company, there is on average 5 people that have to formally sign off on purchases. With this in mind and with the fact that you are paid on the ability to get the prospect to make a decision, purchase or not, does it not make sense to have a clear understanding on how that decision would be made?
During a recent session of The Action Suite, we were discussing how to make the ‘First Contact’ easier and with greater success than that of the past. ‘First Contact’, also know best as, ‘Cold Calls’ have a couple of brothers that like to hang around. The first is ‘rejection’. The ugly brother that comes along for the ride is, ‘failure.’
“I got a referral!” Not so fast! Before you celebrate, do you know what to do with that referral? You’re probably sitting there thinking: “Sure, I’m going to call them up and make an appointment and get a new client.” Again, I say: “Not so fast. Are you sure that is the best way to proceed?” I bring you back to why people in The Action Suite have success. As a reminder, it is because they are D.U.M.B.; Different, Unique, Memorable and Believable.
More and more business is being done from the comfort of home while wearing an old pair of sweat pants, t-shirt and favorite slippers. However, in my opinion (three words that always get me in trouble), I have noticed not only the proliferation of the number of emails that I get offering me programs and training but that people are trying to have a verbal conversation, digitally. Newsflash; you are annoying your potential customer.