How to Push the Sale Without Being Pushy
One of the most important sales techniques to master is being persistent without annoying others. As a salesperson, you most likely will always be the driver of new business, but unfortunately, many reps come across as pushy. Even if you just know you and the prospect will be a great fit, he or she will likely need some convincing. So how can you do that without being an annoyance? HubSpot contributor Niti Shah has some excellent advice on how to break through to the prospect without being a bother.
First, she emphasizes the importance of reaching out via the right channel. Email is a great way to connect because it allows the prospect time to consider what you wrote. “It can be bookmarked, tied to a label like ‘follow up later,’ and forwarded along if the prospect feels like someone else in the company would be a better fit to talk to you,” Shah writes. But, you also risk being lost in the inbox clutter, so she reminds reps that they may need to send multiple emails.
Phone calls are the other most common way to reach out, which is a quick way to move the process along. A phone call will also help establish a personal relationship with the prospect. But there’s a chance that your call will go to voicemail. And, like with email, you might have to leave multiple messages.
So, Sha recommends using voicemail and email together. Rather than filling up an inbox or voicemail box, alternate between the two. She suggests using Jeff Hoffman’s BASHO Sequence. “It follows a series of four voicemail/email touches, starting with introductory, to persistent, and then, if the prospect hasn’t responded after the first three attempts, to a break-up,” she explains.
Another way to contact a prospect, especially if he or she isn’t responding to calls or emails, is to use more informal channels. Get yourself in their peripheral without being annoying by connecting on social media. By connect on a network, like LinkedIn, Shal notes that you can gently nudge the prospect toward speaking with you.
Shah goes on to share a few more ways reps can be persistent without being pushy. As the seller, it’s up to you to make first contact and drive the sale from there. Use her tips to do so without being annoying.