The scenario
As you pull your hand out of your pocket a $20 bill falls to the ground and the wind starts blowing it down the street. Will you chase it with the goal of retrieving it, or will you just shake your head and let it go? If the answer is “I’m going to go get it.” Ask yourself, “Why do I want to retrieve it?” Relative to your answer, then ask yourself, “Why is that important to me?” Remember your answer.
Prospects and quotes
For your business, why do you want prospects and why do you deliver quotes? Is the answer similar as to why you would chase your $20 bill down the street? A common reality is that after just one or two tries to connect with a prospect, the salesperson gives up and stops trying. In too many cases, quotes and proposals are not followed-up in a timely manner. The result is that a purchase is delayed, never occurred, or lost to the competition. If you don’t continue to pursue your prospects and follow up with your quotes, you are just watching them blow down the street. Read more on sales prospecting training near Baltimore.
Prospecting for success
It is difficult to differentiate at times the quality of a prospect. This is because you may have never met the person or heard of their business. Knowing something about them will determine how aggressive or diligent you want to be to get in contact with them. Leverage resources such as LinkedIn and other social media platforms to learn about that person and business. If they match your target customer/client profile keep pursuing them until you connect, or they tell you to “go away.” Yes, at some point if you have been “ghosted” long enough, it is probably time to move on. That time is not after just a couple of attempts.
After your first couple of attempts, the next step is to reach out in multiple ways in parallel. Make a phone call and leave a voicemail (If you don’t leave a message, you never made the call). Send an email and a text message. One of these methods will get to the person. The most effective way to get a positive connection is to find somebody that you know that knows the prospect and ask them to make an introduction. The bottom line is, if you were willing to make the investment of your time to connect with them the first time, don’t let them blow down the street to get picked up by someone else. In our sales prospecting training program near Baltimore we go over both the basics and advanced skills to close more leads.
Quotes and Proposals
Creating quotes and proposals is rarely a trivial effort. The reason they are being delivered to your prospect is because there was enough of an interest in your offering for them to request or agree to receive your quote. I imagine that the value is probably greater than $20. If you are delivering your quote via email, the plan should within 4 business hours after emailing it, send an email or text to your prospect letting them know that the quote has been sent. Tell them you will be contacting them tomorrow to answer any questions. Do not simply instruct them to call you with questions. Take the initiative, they will be expecting your call. If you do not follow-up quickly, your quotation, like the dropped $20 bill blows down the street and could be lost. Timely and regular proactive following-up improves your chances of turning your prospect into your customer.
Conclusion, Sales Prospecting Training Program near Baltimore
Your prospects were important enough for you to contact. There was enough interest for a quote to be requested or agreed to. That means that they should not simply be dropped, forgotten, or deprioritized. They should be treated as the highest priorities. They are the reason you are in business. Keep those $20 bills in your pockets. Don’t let them fall to the ground. Your timely follow-ups will result in new customers, more money, more referrals, and set you on your path to achieving your goals. Learn more about joining our sales prospecting training program near Baltimore.
About Phil Whitebloom
Phil has been in sales and sales leadership for over 40 years. He is a multiple award winner and has helped customers such Fortune 500 companies, U.S. and local governments, institutions of higher education, houses of worship, television/radio companies, and more. Along with his sales teams they have solved thousands of problems, and generated billions of dollars in revenue. He is also known as a strong leader, boasting diversity and employee retention. His company, BeenThere Consulting offers Mastermind group, one-on-one sales coaching, etc…(add internal links to pages describing your services).
Send Phil an email Phil@BeenThereCS.com and let him know your thoughts on this topic and share your stories.
To learn more about BeenThere Consulting Services and how we can help you and your business go to BeenThereCS.com. To discuss specific needs or programs with me go to at Contact Us or schedule a meeting with me Calendly BeenThereCS.
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You Must Write a Book
Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links:
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