The Disappearing Client - Short Attention Span Sales Tip
One of the more frustrating aspects of our job as salespeople is hunting down customers. We all know how difficult it is to get first-time clients on the phone and no one returns calls these days. But what about the customers who have literally said that they want to hear from you and time after time are persona non grata?
Or how about the customer who asks for a price and then disappears after it’s presented? You call and you call and you call and each time there is no response.
While I cannot promise you that I can make these clients available, I do have some advice for you...
First of all, expect it. While we like to think the best of people, let’s be real: Everyone is busy and our agenda is not automatically their agenda. Our priorities are not the same as theirs.
Next, anticipate it. If you knew, for example, that someone who has agreed to speak with you was going to be difficult to find in the future, you would do everything you could while you have their attention to nail down the next date to talk. Therefore, don’t leave this conversation before setting up the next one.
Finally, knowing that the person you are speaking to will probably be difficult to find again, why not ask them how and when they want to hear from you? Do they want to call? Email? Text? And then, ask them what they would like you to do if they can’t be found? Most people will tell you just to keep calling. Or maybe they’ll give you permission to call their cell phone. The point is, instead of wondering whether or not you should make one more call, you will know that it’s okay because they told you to!
Unfortunately, people tend to disappear on us. While we can’t prevent this, we can take steps to minimizing it and creating an action plan that gets us what we want: That next conversation.
The video version of this sales tip goes into more detail. Click here to watch the video.
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Bill Farquharson can be reached at (781) 934-7036 or email@example.com
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.