How a Low-key Strategy Stops Prospects from Refusing to Meet You
But it wasn’t just this that attracted me to them.
They didn't ask for quotes
I didn't feel like I was being constantly pushed to see if they could produce a cheaper price than the competition. The company kept in touch with me regularly. However, this wasn't just to fulfill the salesperson’s price enquiry quota.
It was clear that, if we progressed to business, the relationship would be about more than ink on paper. It wouldn’t just focus on commodity jobs.
Here is another way in which they proved this.
They followed my company activity
During our conversations, they occasionally mentioned things that they had seen about my company. The salesperson was following my LinkedIn and Twitter feeds. So it was easy to know what I was up to.
Again, this made me feel that they cared about me as a prospect and were interested in my business. In fact, they told me so little about themselves that I became quite curious about them.
In fact, it was me who suggested the meeting
The salesperson turned me into a prospect who was keen to learn about their company. I will be going to the meeting with a genuine interest to find out more about this company and how we might work together. I won’t just be attending because the salesperson battered me into submission.
Would you like a prospect to ask you to meet?
Here's a challenge for you
See if you can manage a call to prospect this week without mentioning any details about your company. See if you can make the conversation all about them. Only give details about your company if the prospect actually asks you for them.
Soon you may have a prospect who is looking forward to meeting you as much as I am looking forward to meeting my printing company.
Will the meeting lead to business?
I can’t say yet. But that printer has gotten so much further along the sales process than most of their competitors.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."