When prospecting for new customers in B2B sales, every interaction counts and the art of the follow-up will make all the difference between winning or burning an opportunity! Whilst the initial contact is obviously important (can’t get to the end without starting), it’s the strategic follow-up that determines the outcome – these are the specific reasons as to why tactically following up with prospects is a critical element of any
A beautiful contradiction in the life of a salesperson. Whether you’re doing outbound yourself or someone else is on your behalf (be that employees, freelancers or agencies), this principal remains key to building connections with potential clients. Think back to the last purchase you made…. Before you even checked the cost, did you picture the outcome of you making the purchase? How did that make you feel? Happy? Excited? Relieved
Whether or not you’re asked this by the other person – this should be at the forefront of your mind with all sales communication; what is the beneficial outcome to the other person in what you’re communicating to them. You’re on a mission to find some new clients and sell them your services/products. You know what your service/product is, you believe wholeheartedly in it (if you don’t BTW, don’t expect
I’m close with ChatGPT. So close that I’ve got a pet name for them – here’s the prompt I gave it to come up with this blog which, after having proof read it, I’ve not edited in anyway: Hi Chatty, can you write me a blog which summarises how the film, Inception relates to being a B2B salesperson who needs to prospect for new business opportunities, build relationships and win
Customer Relationship Management – the concept doesn’t really need explaining so let’s focus on the why and how. If you’ve not got any system for recording information about your prospects and your customers – you’ve not got a business. If you’re using Excel, Google sheets, Word or some other non-specific CRM software then at least you are storing the info somewhere other than the recesses of your mind! However, what
Sales = life for your business. No sales = death for your business. Even though my sons might think otherwise, I wasn’t alive when the 1st businesses were created anywhere between 3000-5000 years ago (depending on what you find online) but I didn’t need to be to still know that they, like all businesses, would not have survived (let alone grown) without a consistent influx of opportunities to sell. If
It doesn’t matter how competitive you are or how great you believe you are at sales – you can’t win them all! Salespeople will hear ‘no’ far more than they hear ‘yes’ and it’s a common teaching that ‘no’ actually often translates as ‘not right now’. It doesn’t matter how great your product/service is, how slick you are with words or how unattached you are from the outcome – the
It’s very ironic that most people in sales understand the need to communicate in simple terms and avoid jargon where possible yet the industry is full of confusing jargon & acronyms!
A tricky question ALL business owners will have to ask themselves. Thankfully though, the answer is simple…. Both! End of blog. Ok, let’s flesh this out so the time you take to read this is worthwhile.
This blog will help you understand what, until you stop this from happening, the effects will be on your business and then provides some advice on how to stop it.
