When other salespeople complain about not being able to get a return call or email from a prospect, I can’t relate. When a salesperson doesn’t understand why a lead won’t schedule a meeting with them (or keeps calling to cancel), I don’t understand why they think it’s such a mystery.
The reason these things are happening is because their sales approach is selfish.
It’s all about the salesperson asking the prospect for something of value (the prospect’s time and attention) and the salesperson has done a lousy job of putting up something of equal (or better) value in exchange for the consideration of a return call or email, or the premium favor of an in-person meeting.
Before you ask the prospect to invest time in you, why don’t you invest some time in them?
And I’m not just talking about the time it takes to call their number or send an email. I’m suggesting you invest some time dedicated to learning more about their industry, their company, and the challenges they’re currently facing in the market.
Then get together with some co-workers, your boss, or some friends to spend even more time brainstorming concepts to present as a gift of ideas to your customer.
Generate some solid, fleshed out concepts of ideas to help them grown their business in the next 6 months. Or give them customer ideas to develop a new product or compete against a rival company in the category.
Only then should you call or email a customer and ask for the favor of a meeting. Make the request with supreme confidence because you’re bringing solid value to the table in terms of sharing information that is of specific interest to your prospect.
Your customer ideas may or may not revolve around any of the products and services you’re trying sell, but I recommend presenting 3 ideas they don’t necessarily need you or your company to execute to every 1 idea you present that directly involves the prospect buying from you in order to put the idea into action.
Showing your prospects that you’ve done your homework on their company and walking in with customer ideas that can immediately be put into action to improve their business demonstrates the value you’ll bring to any future interactions.
The next time you ask them to call you back or schedule a meeting they will always remember that first time you meant and know exactly the value that is in store for them if they agree to meet with you.