Do you know the single biggest error most business people make that prevents sales?
The single biggest error that prevents sales is the failure to follow-up with prospects. Even worse is when business people choose to ignore given directions for securing business. Today I am
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speaking of qualified buyers who want to hear from you!
Yesterday, I attended a corporate event where many entrepreneurs were invited to present their services to the buyers. At the end of the event, we were gathered in one large area and specifically told to send an email providing feedback on the day’s event. They specified their desire for feedback on our individual meeting as well as suggested improvement for future events.
Trust me, they are expecting to receive the information. I’m willing to bet at best only 10% bother responding and of course I’m included in that percentage.
In case you are ever in a similar situation, here are three helpful pointers:
1. Wait 24 hours until you respond so you do not seem too eager
2. Take the extra time to replay in your mind what took place and provide honest feedback to make future events even better
3. Make certain you give your thanks for being included
Today the meeting was still fresh in my mind and I had enough time to give it careful consideration. I shared my take on the highlights of the event in general as well as provided two suggestions for improvement. Underneath, I recapped my meeting with the buyer and then offered two additional ideas for how we may conduct business together thus taking a leadership role.
When there is a choice between the person who thoughtfully follows up and their competitor who does not, the business person following up on the prospect’s request will be more likely to secure the sale.
The process involves many factors. It sets you apart from everyone else demonstrating your communication and leadership skills, and builds your relationship. Your business development effort creates a picture of how life will be after the sale AKA customer service policies, and it is identified as your brand and marketing effort.
When you follow directions given by your prospects, you will close more sales, and they will be a Smooth Sale!
