If you want to make more sales, you should be following up fewer people.
Learn from Everyone
What was Sally doing when following up her prospects?
So, what was Sally doing wrong?
- Qualification – Sally was happily sending information to everyone without understanding what may drive that particular prospect to buy.
- Opening with an irrelevant question. Unless you work for the post office and mail delivery is your KPI, asking about whether the mail had arrived is useless.
- Gaining no commitment – Sally was not making it the job of the prospect to read the information. This is a subtlety that most salespeople miss. Most will send out information or proposals and say to the client that they will follow-up. Making it the job of the salesperson to always be working and the prospect is a passive participant in the interaction.
- Qualified as if his time was as valuable as the prospects time. In those days he called it the MAIN game Money, Authority, Interest, Need. If he did not hear these four, the info pack stayed in the mail room.
- Talking about what matters – He never asked about the mail arriving. He spent his time talking about the product and the benefits the prospect would derive from ownership.
- If information did get sent out, he asked for the clients’ commitment to call him back.
Matthew works with owners and managers of B2B software companies to get more clients by simplifying high value, complex sales. Matthew started his first software business over 20 years ago, after a very successful sales career where he regularly outsold long established players in a number of markets. Matthews' relentless thirst for knowledge and his ability to apply that knowledge in real world situations makes him a truly versatile salesperson. If you're interested in scaling up and getting more clients then definitely reach out and request a free strategy session today.