So, you’ve had your first meeting with that sales prospect you’ve wanted to speak to for a while. You think the meeting went well and your potential dream client was saying all the right things. You left feeling confident but…
Now what?
What Actions Can You Take To Drive The Sales Process Forward?
There are many things you can do to build on the momentum of a successful initial sales meeting and avoid the dreaded, “We’re waiting for the client to get back to us” sales-sapping blackhole of no-return. But here are our 10 favourites:
1. Establish a reason for a follow-up meeting
Don’t just follow up with an email to answer your prospect’s questions. Instead schedule a meeting where you can teach, show or demonstrate your answers.
2. Have a better understanding of your prospect’s procurement process
Does your contact need to go through a complicated buying process? Learn how you can help make it easier. Find out exactly what your prospect needs to allow them to place an order without any hiccups.
3. Get buy-in from the people controlling the purse-strings
Providing a sound business model and examples of the sort of return on investment is how you can make sure the Financial Director is on your side.
4. Engage the C-Suite
Often the CEO or other C-level Director is the key to successfully turning your prospect into a loyal customer. Sometimes you need to target your sales pitch at what interests them.
5. Don’t forget the Techies
Arrange meetings with technical support/Design teams within your prospect’s company. Show them how to integrate your product, make them feel comfortable knowing support is available to them.
6. Drip-feed relevant PR and product news
Has your product just added Chinese language support which will let your customer access a whole new market? Does your widget now work on the iPad? Share these informative news stories with the right people in your prospect’s company.
7. Provide references and case studies
There’s no better way to make a prospective client feel assured you can deliver. Show your prospect how your product helped XYZ company increase sales and reduce their cost per transaction.
8. Invite the prospect to your office
Introducing your prospect to your team and welcoming them at your offices is a simple yet extremely effective way of making them feel they are part of your business. After all, people like doing business with people they like.
9. Use their competitors
Research heavily into what your prospect’s competition is doing. Show them how they could be falling behind, or better, how they can be creating a competitive advantage over their immediate competition.
10. Understand your competitors
It’s very likely your competition is also speaking with your prospect. Never bad-mouth your competition, instead be able to show how your product or offer is superior.
Right, there you have it: our 10 favourite things to keep the momentum in your sales cycle.
Of course, there are 100s more. And a combination of any of them could be what works for a particular prospect.
What Would Be Your Top Ten?
Are there any glaring omissions from the list? What tactics do you use to keep your sales cycle spinning?
Send us your ideas and we’ll showcase them, and your success, right here.
