I was recently reminded how important timing is in sales. You can approach a potential prospect with the greatest idea in the world but if your timing is off, you likely won’t move forward in the sales process. This presents a potential problem because if a competitor approaches your prospect when they ARE ready to buy, then you will miss out on a valuable sales opportunity. So, how can you manage this? You certainly can’t be calling your prospect every week to ask them if they are ready to meet or move forward. You can’t read their minds (at least I know I can’t!). And you can’t rely on them to call you when they’re in the position to buy. Here’s a simple concept that can help: develop a plan to keep your name in their mind. Here’s what you do. Develop a file or repository of valuable, industry-related information and regularly send your prospects something. At least monthly, perhaps every couple of weeks. Use a variety of approaches including; email, snail mail, fax, voice mail, courier, and face-to-face contact. This keeps your name in their mind while demonstrating that you are a resource, not just a supplier. One word of caution: this strategy requires forethought and planning. It’s easy to start and difficult to maintain. The key to results is to keep the plan in action. Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley’s free newsletter, “59 Seconds to Sales Success” at www.Fearless-Selling.ca.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales at higher profits. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or [email protected].
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