New inquiry comes in to your inbox.
You put some options together, price it up and send.
Follow up a week later – Won or Lost
I’ll be honest with you, I’ve done this before and seen plenty of my colleagues do the same.
To some of you there may seem nothing wrong with this approach to B2B sales, however I’m confident for the majority – this doesn’t work.
I’m talking to the companies and sales people that offer more to a customer than ‘the cheapest price’.
Which leads me to the question…
How far would you go for the Sale?
You’ve probably seen these Sales Statistics before but it’s worth sharing again…
Contacting someone 5 to 12 times may sound like harassment but if you’re asking the correct questions and adding value each time, they’ll thank you for it.
It’s all about building relationships and being given a fair chance to explain how your offer can/will benefit them.
You’ll often find that the inquiry you’ve received isn’t the best solution for the their needs and that after the 5th/12th call, the inquiry will look very different to the original.
If for the customer, it’s only about finding the lowest price, then just re-direct them to Amazon.
No response to Calls & Emails…
This is a very common problem for most sales people and will often leave them at stage one in the previously mentioned Sales Statistics.
However, thanks to the online world we live in, most people are connected and contactable. Here are a few online methods to try:
· LinkedIn – View profile, Connect + Message (all touch-points)
· WhatsApp – Call or Message (You’ll be surprised at the response rate you get!)
· Others: Facebook, Twitter, Skype – all possible options
Otherwise, there are a few other techniques you can try after speaking with your contacts colleagues:
· Ask for alternative phone numbers i.e. Mobile, DDI
· Speak with someone else who is working on the project.
· If your customer is out of the office, ask if you could meet them on location.
Again, this may all sound like harassment, but we live in a fast-paced world where people are often ‘too busy to respond’.
This is about never giving up on your customer, finding the most convenient way for them to discuss the inquiry and achieving the best solution to their problem.
I hope you’ve found these points useful and remember that nothing is IMPOSSIBLE!