Are You Dancing on the Fine Line Between Pushy and Persistent?
Think about your interactions with salespeople in your personal life. When you answer the phone and it’s a telemarketer, you probably feel a sense of dread. Why? Because you expect them to be a pushy salesperson.
Like it or not, that’s how most people see salespeople, says Leslie Ye, writing for HubSpot. “Persistence is part of being a salesperson,” says Ye. “In fact, 80% of sales require five or more follow-ups.” So, how can you be persistent without crossing the line into pushy?
Include Updates in Your Outreach
Always have something new to say in your emails or calls. Giving a prospect more information on your product or service with each outreach attempt makes the messages useful to them. If your messages are only asking if they’ve received your previous emails or calls, or something along those lines, all you’re doing is annoying the prospect. Well, you’re also giving them more reasons to not return your emails or calls.
The Product Shouldn’t be in the Spotlight
Pushy salespeople overload prospects with talk of their product or service, leaving the prospect to piece together how it would be a good investment for their business. A pleasantly persuasive salesperson leads with the benefits their product or service can provide to the prospect’s company specifically. They show they’ve done their research by showcasing their knowledge of the business and how the solution they’re selling can help the prospect reach their goals. Be forward, but be sure you’re putting your prospect’s needs first.
Bow Out with Grace
As hard as you try and as perfect as your product or service may be, sometimes you simply won’t be able to make the sale. Instead of flooding the prospect’s inbox and answering machine with more messages with reasons why they should reconsider, you need to learn when to bow out. “At some point in most closed-lost deals, it becomes apparent that there's no more you can do, and continuing to pester a prospect will leave a bad taste in their mouths,” says Ye. If you want the chance to attempt a sale with them again, thank the prospect and end your attempts with grace. You’ll get more out of your time by dedicating it to another prospect.
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