If you are looking to improve your business model, sales, or market share, have a good look at the number of times that you call your customers or prospects on a regular basis. Persistence pays when it comes to opening up opportunities in sales with your clients.
Why Make Contact?
Prospects are always on the lookout for tips and ideas to help them do things at a better price or a lower cost. For this very reason you can be a solid source of knowledge and information relative to your industry. If the competition is not serving their clients well or keeping in regular contact, you have an opportunity in waiting.
Far too many sales people stop the contact process after just a few approaches; if they can’t get the prospect or client to move to the next step in the sales pipeline, they shut down the contact process and simply move on.
Top salespeople keep the contact process going with real and relative ways. Here are some ideas to help with that:
- Use different techniques of contact so you can be real and relevant in each approach.
- Be memorable in a positive way. That will mean some relevance and importance to the client.
- Have different comments to use in each approach. Practice dialogues for seasonal sales and shifts in market trends.
- Do not show desperation in any approach or client contact. Prospects and clients can sense it and will close the door on your approach. Clients like to deal with ‘winners’.
- Ask the client or prospect if you can remain in regular contact into the future.
- Keep your database accurate and up to date in all respects.
- Get to know the Key Clients of the competition so you can disrupt and disturb their market or dominance.
Do you know what your ideal client looks like? Do you know what your client wants by way of product or service? Do you know when they want to buy or sell? Key questions like this will help you tap into the right people at the right time.