If you don’t want to bother your prospect client then don’t bother them.
But know that you are not bothering your client when, as your deal nears the end of the buying process, you follow up to ensure that they don’t still need something from you.
Your Two Choices
You’re always faced with two choices of the salesperson.
The first choice is to be self-oriented to check in with your client so that you can find out where your deal is or waste their time. Wasting time means that you are subtracting value.
The other choice is to create value for your prospective client. You can still create value, even at the end of your prospect’s buying process, even when your prospect told you they need time, even when your prospect is going through the process of making the decision. Your clients have concerns they need help resolving. They need more information from you. Much of the time they won’t recognize they even need more information until they begin the process of making a decision.
It is never right to ignore your clients their needs. You’re never bothering them when you attempt to create value.
Make the Value Creating Call
When you don’t have a plan to create value, the right answer isn’t to ignore your client or pretend that you will be bothering them by calling. The right answer is to find a reason to call that allows you to continue to create value.
Call to make sure your prospective clients has all the information they need. Or call to share additional information that wasn’t available until your prospective clients reached this point of their process. Call because you’ve discovered some new way to improve upon the proposal you gave them.
Too many deals failed to cross the finish line because sales people mistakenly believe they will be bothering their client by calling. It’s not the call that bothers buyers. It’s wasted time. Make the call to follow up—and make it a value creating call.
Get my 2nd book: The Lost Art of Closing
"In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall."
Share this post with your network
Filed under: Caring, Sales 3.0