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Why Your Sales “Follow Up” is Not Working
Posted on November 25, 2016 at 2:22 PM |
It happens all the time by email, telephone, and through social media, the
fake “I
just wanted to follow up” sales prospecting approach. Large company or small, no decision-maker wants to have their time
wasted. So, they’re probably not going
to visit your website to first “learn more about” your product. In addition, executives generally don’t open
their calendars for total strangers to talk to them about something they are
ill-informed about, or couldn’t care less about. In short, you are pushing a button that turns
them off, so it’s no wonder they are not returning your call or replying to
your digital contact. What have you done
wrong? You wanted to project yourself as
a “thought-leader,” someone the executive could trust. But at this point they are not thinking of you
as a thought-leader nor as a trusted advisor.
You are merely another account development person trying to fake a “follow
up” to an initial conversation that hasn’t happened. So, what thoughts are really going through
your prospects mind? 1. Who are you?
Were you referred to me by someone I trust? Did we meet at a conference? Did you comment on one of my blogs or have we
been engaging in conversation on Twitter?
In short, how can I trust you if I don’t know you? 2. What exactly are you claiming your solution will
do for my organization? Increase revenue? Decrease cost? Mitigate risk? How will you prove that claim? 3. What’s in it for me? Yes, we make decisions intellectually, but we
buy emotionally. That means you also need
to appeal to the emotional side of my brain. 4. What part of my budget would your solution impact? a. What application are we already using in that
space? Would a change be worth the
effort? b. Does my team have the mental bandwidth to take
on another application? c. Where does this application fit in relation to other
processes? You need to reboot your initial approach. Take some time to gain rapport and build your
credibility. Help the executive
understand how a relationship with you could reduce their risk. Your main goal is to develop a deep level of trust. If they trust you they are more likely to
open up and let you ask the questions that would extract their pain points and
determine if they can create funding for your project. If you understand their pain points you will then
be in a better position to customize your sales process to address their exact needs. And that’s what “following-up” is really
about. You Are the Messenger and Message Contact Alan See CMO Temps, LLC at [email protected] |
Categories: Customer Experience, Marketing Resource Management
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Suraj Kumar
10:14 AM on December 13, 2016
Hey Alan,
This is really nice post and the information above can improve the sales follow up. All the problems come with a question and all the questions have their answer. This post starts with a question and binds with the perfect answer.
This article will really help those who are dealing with their sales related doubts and problems. Regarding the post you have to build trust in the market and between your customer and only this factor is going to work. I am sure that after reading the article they can manage their problems.
Thanks for sharing and keep sharing.
With regards,
Suraj Kumar

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