My husband and I were discussing sales, customer relationships, and why sales is so often considered a bad word and here are just some of the conclusions we came to.
1. The relationship with the customer is the most important thing. If you can make them feel good (and I encourage people to be GENUINE here) about their decision then they will buy and will buy from you again. This equals potential customer referrals, as well, which is always a plus.
2. In sales if you can get the customer to come to you your job is 1/2 way done. They are interested. They are looking to buy, price, evaluate, etc.
3. It is getting customers to come to you that most people struggle with because it’s a combination of skill, luck, BRAVERY, and timing. If you get your feelings hurt easily you’ll never make it. If you let rejection linger you’ll never make it. You have to remember that sales is a numbers game. Most will say no but a FEW will say yes. All any salesperson (or self employed business owner!) needs is a few yes’s ever so often to meet their personal goals!
4. There is a way to create a sense of urgency without being pushy. For instance, in car sales: someone calls on the phone about a car you have in your online inventory. At the end you say “when are you ready to come test drive it? “When would be a good time for you to come down here and give it a spin?” etc. That requires an answer besides a yes or no on their part. See how that works?
Here is a personal example of taking I had a totally random stranger send me an email through one of my business websites asking to get together and that she was very interested. I emailed her back that next business day. NO response for other a week. So I sent her this today:
You had emailed me last week asking about information about Ampegy. I emailed you back that next day. I just wanted to let you know there is a huge momentum going on in your area (I checked based on your phone area code).
If you want more information be on this call tonight at 8pm central (6 pm pacific I believe)
1-605-475-4486, access code 62269
This will be my last attempt to reach you. If you’re interested, let’s rock and roll and make you some money!
I got a response back that same hour saying they would be on the call tonight and that they wanted to follow up with me afterwards. Now is this a guaranteed hot lead? No. It’s never a guarantee until they act, buy, join, etc.
But it’s a hotter lead than had I never tried to contact them a second time OR had I phrased it differently like “I’d like for you to see this but if you don’t like it that’s okay it’s not for everyone” etc.