Entries tagged with “b2b marketing”.


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As sales professionals we’ve all most likely had this problem with a prospect at one time or another.  They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off.  Now they don’t return your calls.  They are unresponsive to your emails and you are left in sales limbo.

Do you keep calling? After all when you last spoke they were set to proceed. Now they are missing in action.  What can you do?

I would like to share a quick little tip that works well.  If you had a good relationship with the prospect and you are willing to take a last shot to see if the person is still engaged, send them an email that says you are going to “close their file”. 

Simply state that you have tried to reach them by phone and email and since they are not responding you would like to close the file.  Let them know if their situation has changed and they are no longer in the market for your product/service it would be best to close the file and move on.

Here’s an email template example:

Dear Fred: I would like to take a moment and determine if I should be closing your file at this time.  I have left a couple of phone messages and emails regarding ____________________ but have not heard back from you. 

 I respect that things change quickly in today’s business environment. If you have decided not to pursue this project with us please let me know so I can close your file.

 I hope you will consider us in the future if the situation changes or the need arises.

Regards,

You will be amazed at how many times you get a message back almost immediately apologizing for their lack of communication and telling you the project is still a go but they were caught up in a more urgent internal problem.

 Lets face it in the world of sales you can get  “yes”, “no” and “maybe”.  I want to hear yes, or no because they are answers that give me a clear next step.   Getting tied up with the clients who are a maybe can drain you and waste a lot of valuable selling time.

By taking a minute and offering to close the file, no questions asked you will be surprised how many valid prospects let you know they are still interested but not ready at this moment. Most often the person will tell me their new time frame or suggest we reconnect. Armed with their permission to proceed I will reconnect with them when the time is right and advance the sales process. 

AIM HIGHER

Robert J. Weese

B2B Sales Connections

www.b2bsalesconnections.com

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In the last few weeks my email in box has been experiencing a new trend. International companies have been contacting me looking for Canadian businesses partner who can import, sell and distribute their products. 

These international business people have been watching the recovery of the Canadian marketplace and see it as a great opportunity to expand their product distribution into a country that is not still bogged down in recession. 

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I ran out of my communication record forms the other day and had to reorder more from the supplier. I have been using  them for over 15 years and still find it a great method of tracking conversations and follow-ups that will be entered into my electronic CRM. 

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Technology is creating a new generation of teens and adults who believe the only effective communication is Twitter, Facebook, Linkedin, & text messages. 

I will be the first to admit you need to know how to use these technologies if you want to grow your business  but even major online social forums are incorporating the use of “in person” networking events because of the advantages and power of  in face to face communication.

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There is a growing movement in small and mid-sized Canadian companies that are searching for ways to connect with recently retired or semi retired business professionals. They are in need of people who can provide knowledge and experience in areas their own management team is lacking. 

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Look for Unrecognized Problems & Unanticipated Solutions

One of the best sales questioning techniques I ever learned was from a former boss & mentor.  He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”?   The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem.  This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.

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It was recently announced that the most annoying saying in the English language is whatever”.   At first I dismissed the trivial nature of the finding with my own thoughts of “who cares” and then I realized the reason this has become so prevalent can be seen as a warning to sales people & marketing departments everywhere.

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Over the years, CRM programs have advanced from simple, easy to use systems to complex behemoths that no one uses or understands.  To prevent this, your CRM program should avoid the three basic mistakes in CRM design: (more…)

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In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow.  It doesn’t matter whether you are a small make-your-own wine store, a chiropractic clinic, an office equipment supplier or any other business, you must define the processes to be implemented to handle the contact with your customers.  After all, if you don’t take care of your customers, somebody else will!  (more…)

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