Dealing with a no-show is a delicate task; how you react can determine the future of the relationship.
Author: Jessica Helinski
If you are using final weeks of each quarter to hastily make deals, you might want to reconsider. You could end up costing your company more than you’re winning.
One way to build relationships is to actually talk to people. Don’t get in the habit of using only social media or email to communicate with others. While digital tools are convenient, they shouldn’t be a complete substitute for picking up the phone or meeting in-person.
According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with “is this a bad time?” creates a plethora of problems that kill the sale out of the gate.”
The all-important subject line is particularly vital to cold emails. Often, this seemingly simple line is what drives the recipient to click open or delete. Make sure you keep it under 30 characters and be specific.
Trade show leads can take a long time to nurture. To make the post of the opportunity, note who the warm leads are and make them your focus. And most importantly, pledge ample time post-show to follow up.
In an article for Harvard Business Review, Steve W. Martin writes about common reasons salespeople don’t close deals, some of which may not be obvious to the seller.
It’s understandable that a salesperson will have deadlines, but there are more tactful ways to communicate that than saying “as soon as possible.” Rather than cause anxiety or create pressure, consider using one of the following suggestions the next time you request something by a deadline.
You will never have different results if you keep doing the same thing. Plus, change is inevitable, so why wait? Stand out from competitors and score new successes by evolving.
The next time you’re faced with an awkward silence, avoid the temptation to fill it with rambling. By giving the other person space, you are giving your own words more impact.
A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.
Instead of randomly doing things ranked on how much you feel like doing them on Monday mornings, focus on pressing needs. That’s the advice from sales blogger S. Anthony Iannarino.