People buy from you because of who you are, right? That’s what most buyers tell us.

You’re impression on the customer can make or break a sale. Even if you have the best product and service, even if you’re the best value, even if they would be foolish to go with anyone else, you can be that differentiator in the end.

So, when you’ve made the opening call and the customer is still thinking about it, how can you stand out when you follow up?

Well, don’t do what 99% of other salespeople would do. Do what the top 1% do!

First of all, have a system for following up. Don’t simply leave it to chance that you’ll remember to do it. It doesn’t matter whether you use a paper-based system or a technologically advanced one…just have one!

Whether the call was successful or not, follow-up professionally and quickly in order to stand out from your competitors. Here’s my advice:

Send an e-mail within 24 hours of your first visit. This could be a simple “Thank you” note. You can thank your prospect for anything except his time. You want to avoid thanking people for their time because that’s what everybody else does.

Say thanks for introducing you to the decision-maker, showing you around the office, giving you valuable information so you can help them overcome some of their challenges…be specific in your thank-you email, so they know it’s personal, not a cut and paste job from a previous email you sent someone else.

Now, here’s the bit that will really make you stand out. And don’t tell me you haven’t got time to do this, because that demeans your prospect, yourself and your chosen profession; three or four days later, send a handwritten note.

Imagine your prospect has his or her post in front of them and they’re sifting through it all. They come across a hand-written envelope with their name neatly written on it. Which of the letters do you think they will open first. I’ll leave you to guess!

What the note says, of course, depends on your particular situation. If your prospect agreed to a second meeting, your hand-written note could simply confirm the meeting date and time. If they have agreed to read your notes or brochure, simply thank them for doing so. It will make an impression because it’s different. Especially if you write it in ink! Boy, will that make you stand out! Oh, and remember to put in your business card.

Then, 7-10 days after the first meeting, send another  note with an article, business message, web-link or anything relevant to the business the prospect is in. It doesn’t have to be long or detailed; just something simple, like “I know this will interest you” and attach your card.

Imagine doing this with all your prospects. Will you stand out? Will you make an impression? Will you be different to the majority of your competitors? You bet!

And that can only be good for business!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

We’ve often spoken about your marketing and advertising, and how important it is to keep your name in front of your prospects, especially when the time comes for them to want a solution to a challenge that you can help them with.

Well, how can you differentiate yourself from your competitors in a way that will make you, personally, stand out from the crowd? If you can find a way, you are marketing and advertising all the time.

What have you got in your armoury that all your competitors have, but can prove your differentiator? It’s your plain old business card.

Yes, that give-away that you don’t even think about can be the very thing that makes you stand out. And I don’t mean with colour or attractive embossing or anything like that.

Take a look at your business card now. Go on. Take it out of your wallet or purse and have a good look.

OK. Now, turn it over.

What’s on the back? Is there anything that could bring you business on there? No? If not, you’re wasting 50% of your business advertising and marketing!

Why do most companies only print on one side of the card – because that’s the way it’s always been done. Imagine having other things in your company that are being done the same way because that’s the way they’ve always been done.

Think about what you could put on the other side that would be interesting to a prospect or client, something that adds value to your proposition.

Here’s some ideas:
* You can print your personal vision or mission statement. This will tell your prospect every time they think of you exactly what you stand for

* You can print your differentiator. This is what sets you apart from your competition, your USP

* You can print reasons why your customers are loyal to you. These are not boasts, they’re genuine reasons

* You can print how long you have been in your business, how many customers you’ve worked with, and what percent of your business is repeat business. Like this;

15 years . . .
590 customers and counting . . .
81.3% repeat business . . .

There’s no end to what your card can do for you on the other side. It’s interesting and unusual. It’s impressive. It’s memorable. It keeps you in the prospect’s mind. And that can only be good for business!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

In a previous blog we discussed some ideas that many salespeople still live by, but have been proved to be either old school or too cheesy for today’s savvy business buyer.

Our next home truth shows that, even though there might be some room for positive enthusiasm, many people think it will automatically encourage the prospect to be on their wavelength and so stand a better chance of getting a progress in the sale.

Don’t get me wrong…you should always maintain positivity in your relationships with prospects, but the overwhelming number of clients we have researched have told us that the typical, cheesy, enthusiastic sales person, gushing product knowledge and white smiles, actually puts them off listening to them. One client told us that he ended up counting how many times the salesperson said “I’m very pleased…” or “I’m delighted…” during the pitch! He thought, “Great! Now tell me why I should be pleased and delighted!”

So today’s home truth is:

False: Enthusiasm sells

Truth: Enthusiasm helps, but more important is total concern in your prospect’s life and business

Here are some tips to make this happen:

• Use your positive energy wisely. Ensure the prospect sees you are confident in the products you offer and in their abilities to create answers for your prospect’s challenges, but leave the cheese at home or in the office

• Be positive about how you can assist the prospect. This will give them confidence that they are using their time wisely today

• Put the majority of attention on the prospect. This means being curious and attentive to their needs, and not overly assertive on your product’s abilities

• Tie in your product presentation to the needs of the client. Personalise the product so they can see the value of what it does for their business

• Be enthusiastic when you discuss solutions, but make it come alive in the prospect’s mind, rather than trying to sell on your view of the product

• Present with solutions in mind. This will help you be on the prospect’s wavelength and allow them to identify the business benefits.

By recognising how your customer buys, you will be able to match their enthusiasm rather than using it to cover over any inefficiencies the prospect may see. The prospect will see that the value of your services is genuine, and that can only be good for business!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

What’s the first thing you do when you get a sales letter? (That is, if you actually read it?!)

You probably skim it through, read the headings, get a gist of what it’s trying to sell you, and then…?

Well, research has shown that when a customer actually does read a sales letter, they invariably look to the end of the letter fairly quickly, and they are most likely to look at who sent it and then the PS, if there is one.

So my biggest tip to you when you want to make an impact with sales letters or email  is to include at least one PS.

This ‘post scriptum’ or after-thought, can be utilised very effectively, if you know what attracts your prospects.

As it’s often the first thing your customer looks for, get a strong message into it, such as a special offer or time-based reminder.

You might even try two or even three PS’s.

The first one (PS)  is to re-iterate the best benefit your prospect will get from your product or service.

For example:

PS Don’t forget that anyone who attends one of our sales courses also receives 6 months of unlimited email and telephone support from their course leader! After all, it’s after the course when the real work starts! MTD will be there for you whilst you implement what you have covered for any personal help or guidance.

The second one (PPS) is to put an action date or time.

For example:

PPS. Book by the first of next month, and you’ll get a discount when you book on one of our advanced courses!

The third one (PPS) can be used to state what bonuses or free offers might be available.

For example:

PPS. All attendees on our Advanced courses receive a free CD pack on ‘How to take your sales through the roof!”

Utilise the way that your prospect reads letters. Use PS’s to your advantage and you’ll see interest increase in your sales letters. And that can only be good for business!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…