Your co-workers have all the luck. They win all the big clients or are constantly closing sales. But, did you ever consider that YOU might be letting these same great buyers slip out of your grasp and pipeline?
Hubspot writer Mike Renahan points out that the most common mistake salespeople make is missing out on a great prospect. There are many cracks along your sales pipeline that allow this to happen, but they are all easy to correct.
Here are just 3 of Renahan’s tips to prevent those A+ clients from slipping away:
The prospect’s activity was ignored.
If you want to land great buyers, look at how much interest they are expressing. All activity from downloading an ebook to viewing your pricing page is an indication that they are interested in your services. Make sure you are paying attention to all your inbound leads, referrals and prospect activity and you will seal the first crack in your pipeline.
An introductory email wasn’t sent fast enough.
To land great buyers, you need to contact them at the peak of their interest. In fact, you’ll be 100% more likely to connect with an inbound lead if you contact them within 5 minutes of them visiting your website. If you wait 10 minutes, your rate of success drops 400%! So don’t wait! Reach out to your inbound leads as soon as you receive them!
You lose track of where the prospect is in the funnel.
If you aren’t providing your prospects with the information they need at the right time, there is a good chance you won’t land that client and your competition will. If your prospect is still early in the discovery phase, do not approach them with pricing options. Keep track of your prospects’ journeys through the funnel and provide the RIGHT information at the RIGHT time.
If you want to start closing with some great clients, fill any cracks in your sales pipeline. With a little maintenance, you’ll start landing those great clients that have been there waiting for you all along.