AFTER YOU GET THE ‘NO’

after the noYou had a great presentation. All of the decision makers were present. It has come to an end and the decision is about to be made. Unfortunately, the decision is ‘no.’ Now what?

Frustration, disappointment, desperation, hurt and even anger may be some of the emotions that may be crossing your mind at this point. If any of those are true, I am going to let you in on a little secret; they can see it. Your body language, tone, and even words will clearly show how you feel. If you let them know how you feel, you have lost. The reason it one of the truisms of business: “Those that show emotion first, loses.”

CHANGES AT THE LAST MINUTE

butYou have planned for a couple of weeks. Put everything in place for a very important meeting with a major prospect including travel and accommodations as you will need to be there the night before to be able to meet them on time. Then you get the call: “Hi. I will be coming over to your town and would like to meet Tuesday instead of Monday.” All you can think is: “But, I had everything arranged for Monday in their city.”

“Now what do I do?”

This is where your versatility and mind has to shift because of an unexpected event.

DISPELLING THE SUMMER ‘LIE’

summer lieI love this time of year. Not for the sunshine, singing birds and the warmth of the summer months coming, but rather, for the lie that everyone tells themselves about sales for this time of year.

The lie that says: “No one buys during the summer.” or: “Everyone is either on holidays or thinking about their holidays and not the business.”

If only those were true. However, how many of us fall for the great summer lie? This time of year could be the most productive time of the year for you if you change certain behaviors which will take you from salesperson to sales professional.

HOW TO RETAIN HAPPY, LOYAL, PAYING CUSTOMERS.

CUSTOMERSERVICEWe are all consumers. We have our favorite restaurants, body shops, gyms, clothing and even grocery stores. We expect and quite frankly, demand a certain level of customer service. If we do not experience it, we walk go someone who will.

What baffles me is that as business people we expect a certain level of service, but are we providing that same, or even better level of service in our own businesses? Recent surveys suggest we are not.

BEST TIME TO MAKE THE CALL

making the callI have been asked many times: “Joe, when is it the best time to make a cold call?”

Dr. James Oldroyd, from the Kellog School of Management in studying over a million cold calls from approximately 50 companies came up with a few observations:

  • Thursdays are the best day to call.
  • Friday is the worst day to call.
  • Between 8 am and 9 am are the best followed by 4 pm to 5 pm.
  • The worst time to call is between 1 pm and 2 pm.

With all due respect to Dr. Oldroyd, I am going to have to disagree for the following reasons:

  • How many industries were the 50 companies in? Was there a good cross section from high end IT products, to manufacturing machinery as well as simple commodity retail products?
  • Is the best day and time to call dependent on industry-specific organizations or even the level of the person that you may be attempting to connect with? By the way, if you are trying to connect with the purchasing agent, you are wasting your time. Therefore, stop it!
  • Was there consistency as to the objective/outcome for making the call.

I would like to provide a concept of the best time and day to place a call. What opportunities are you uncovering by not making the call? Go ahead take a minute to think of the answer. Right, there are no bad times or days to make calls. However, there are really bad times and days for not making the calls.

This goes also for special times of the year. I would like to share a personal story. Back in my corporate life my team and I were selling construction marking and measuring systems and commodity items. The summer months were thought of as a dead time as everyone had already purchased everything they needed and were being productive at work and further, had no time to talk to us. Generally speaking, September was the next time that everyone got a big rush of orders to get the projects done before the weather closed it down.

Summertime is where my team and I put the pedal to the metal for a couple of reasons:

  • First, everyone always runs out of something and as long as you are front of mind they will always call you first.
  • Secondly, because you were there during the summer and planted all the seeds, who do you think they are calling in September for the big fill in last push order?

We did exactly the same thing over the Christmas holiday period. When it came time to start up again, who do you think they called? Also, a lot of companies have leftover budgets that they need to spend at the end of the year, but how many of us fall into the trap of: “There is no business over Christmas.” Decembers were some of my highest months throughout my career.

You will never know the right day or time for your industry unless you actually make the call. However, make sure you are ready to make the call. If you waste their time and have no objective or goal for the call, all you will do is annoy a potential client. Is that something you really want to do?

We invite you to join The Action Suite to make sure you are prepared as you can be to make the call that has to be made in order to turn that prospect into a happy, loyal and satisfied client.

By the way, the answer to the question asked at the beginning is always: “Right now.”

DO YOU KNOW THEIR PROCESS?

desisionsThere are some of us that still recall the days before any technology hit the business world and that one of the selling points was that we would be able to increase the speed that business is done and further, we would become a paperless society.

Well, there seems to be a great spasm between what was promised and what actually is happening today. First, I submit to you the need for paper has actually increased, and secondly, while some functions have become extremely more streamlined such as inventory control, invoicing, and immediate communications with a paper trail, the decision-making process has increased.