This was a sales tip I received today - some of you have expressed concern when clients say they want to wait awhile before they decide. Then they are with someone else when you follow up. This may be of interest... I welcome any feedback.
Taking Control
To close more business effectively, you must be the one who is controlling and directing the customer through each step of a sales process. Don't expect the customer to know what to do next. Most people are commitment-phobic. They're not going to make a decision until they are presented with options.
Have you ever faced a situation where you follow up with a customer after several months, only to be told that they have just finished negotiations with a different vendor? It's frustrating and yet it's entirely preventable.
By waiting so long to follow up, you may have been doing what you assumed the customer wanted. However, this does nothing to help position you where you need to be for when that customer is ready to buy.
Stay in control of your sales process by adopting a strategy that gets your customers to commit to a series of steps -- and to stick to it.
In my sales coaching sessions, my advice is that you need to be following up with each of your customers at a minimum of every 30 days in some way. It doesn't necessarily have to be by phone, but you need to be doing something to stay in that top-of-mind position.
Source: Colleen Francis, founder and president of Engage Selling Solutions
While working at a music label with a limited and pricey catalogue of songs, it was always a challenge to convince TV Channels on the reason for licensing our songs. Being courteous enough not to say NO on my face it was always a "why don't you connect after sometime". Not to be discouraged, I kept such decision makers posted on the progress made by us and other buyers who licensed our songs. It broke ice with many and our sales surged by almost 7 times. Don't expect any quick returns, the key is to keep swinging and if you have done all the right things, don't fear your deeds.
The client may perceive you as audacious and aggressive, but not WRONG. Being rational human beings, they should have a very strong reason on turning your proposal down. Even if your proposal is turned down, do not dump the account. If hit several times, even a mountain will give a passage...so keep swinging!
