Sending them interesting articles, downloading podcasts that will interest them, holding coaching sessions for their employees and keep them up-to-date with industry news and views will help you become valuable to them.
25) Tailor every presentation to the specific needs of the prospect.
A sheep-dip approach will never hit the mark for new prospects, so ensure every solution you offer is personalised and adapted to their needs.
26) Put the emphasis on value rather than price.
Prospects will always concentrate on lowering your price if they haven’t seen specific value in your solution.
Highlight that value so price is not the biggest issue.
27) Think of the connection as a relationship-building exercise rather than a sales transaction.
That way, every contact will be built upon rather than a cheapest-deal experiment.
28) Build a sense of urgency into your discussions.
Many prospects will say they want to think about things and never get back to you.
Introducing a sense of urgency into the decision-making process will help you progress the sale now rather than in six months.
29) Uncover potential objections early on.
This means you don’t go through all the hard work of qualifying and presenting, only to find a big objection that stops you in your tracks.
See what potential hazards exist before they become issues later.
30) Practice dealing with sales objections in a safe environment.
If you don’t practice, you run the risk of being caught out, so prepare for any price or other objection before it comes up.
31) Keep your CRM system up-to-date.
If you don’t, you will forget things and it won’t give you reasons for follow-up or help you to generate more future business.
32) Have a robust and strong follow-up system.
Not following up routinely will mean a hit-or-miss result when you could ensure you are spending your time wisely by following up when there is future potential.
33) See your current customers as much greater prospects for further business than cold-calling.
Existing clients know much more about your capabilities than cold prospects, so build your reputation and keep searching for further business opportunities.
You’ll see more interest and greater potential by following some or most of these tips.
Let me know which ones you are following and any others you think would help our readership.