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Frequent reminders are very important! We make our initial pitch and then we have
to go back a few times to get someone to make a solid decision. We must re-state
our benefits quite a few times, reminding people politely, just what's in it for
them, if they say yes to us.
You could say we're in the reminder business. We always need a reason to go
back just one more time. We need a brand new answer to the "Why should
I listen to you for each and every return email or phone call?"
Creative selling demands creating new reasons, new angles, new ways of looking
at things. Our life in sales would be easy if all we had to do, was tell people
what we're all about. It takes a lot more than bragging to make enough money
to pay our bills. Reminders should have real substance and offer a lot to the
person you are reminding. Small talk won't do the job.
Ask yourselves these questions:
- What's going on in your customer's world?
- What can I mention or possibly do that will remind them that I have something
very important pending their approval?
- How can I possibly make that "something" as important to them,
as it is to me right now?
In our fast paced world, decisions are still made at turtle speed. Creating
some sense of urgency is definitely our job. Always remain positive, then lead
them through the proposition hoops, one more time. You must try to determine
what the deal stopper might be. If it's just indecision, as it usually is, remind
them of all the good things that you both can make happen together. Be sincere
but firm. When friends help friends, everyone wins!
About the Author:
Bill Vannot specializes in branding Businesses with articles, even if you can't
write! Find out what a Ghost Writer can do to help you brand your e-business
identity!
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