Talk to your prospects Face to Face
FORGET THE CONSTANT EMAILS OF:
“Want to touch base with me”
These words combine to form the most useless statement that can ever be said to a prospective client.
WALK INTO THE OFFICE WITH A PURPOSE AND CREATE A MEETING. THERE IS ALWAYS A RIGHT TIME FOR A MEETING. KEEP THIS MINDSET WHEN ENTERING A NEW BUILDING OR RESTAURANT. “”THE RIGHT TIME FOR THIS MEETING IS WHEN I WALK IN THE DOOR, NO OTHER TIME IS MORE RIGHT THAN RIGHT NOW””.
“I just want to touch base with you”
Interpretation: “I literally have nothing important, or value to offer you. Even though you may have been considering our solution, I do not have a single thing to say that might give you any reason to even consider discussing this today. There is absolutely no reason why it would benefit you or your company to call me back, and the call would undoubtedly drag on for longer than you have time for because I do not know how to effectively communicate.”
Making sure that you stay in front of your customers and prospects is vitally important to your long term success in sales. Once that personal connection is made it is hard to walk away from. Close to 90% of customers have a short attention span, They will give you 30 seconds of phone time and go back to looking at their computers and email. You have to realize that that Property Manager is spending half their day listening to complaints on the phone and will write you off very quickly as another problem.
Remember your time and your energy are very precious, and when you do invest it with follow ups, require yourself to always walk in with a reason and a very specific reason your target will WANT to speak with you and move the relationship forward. Do not let them say NO. Make sure they know you are there to help them and make their lives easier.
Customers do not want to touch base with sales people. They want to meet with someone who is going to help their day get better.
The top sales people, the hustlers, the grinders of the sales industry walk in and talk with a purpose.
