1/3 of all prospects can be closed by just showing up.
1/3 of all prospects will be lost to the competitor showing up.
1/3 of all prospects are up for grabs.
Many companies have said that they no longer have sales reps visit them, be the guy that shows up!
Competitive Landscape
The landscape is changing fast and often. Keeping pace with industry changes can be challenging but is crucial to avoid falling behind the competition.
Consistently check industry newsletters and blogs.
Keep track of competitor trends and marketing.
Consider that competitors may not be showing up as often (If ever!) to check in on their customers.
People may be so busy or behind that they don’t return your phone call. Don’t get discouraged! While a face to face or phone conversation is best, there are other ways to get in contact with your customers.
email, LinkedIn, text, company contact page, etc.
People Talk in Stories
If you’ve ever helped a customer you’ve got a story. Talking in stories allows you to show potential customers how you’ve solved problems in the past and how you may solve them in the future.
Stories create an emotional connection, making it easier for customers to relate to the product or service being sold. They also help illustrate how the product or service can solve a problem or fulfill a need, making it more tangible and compelling.
Additionally, stories can simplify complex concepts and make them easier for customers to understand, ultimately increasing the likelihood of a successful sale.
The Power of The “Next Step”
It is exceptionally important to plan your Next Step when working through the sales process.
Set a clear call to action for your customer, including the date and time.
If you want to learn more let’s set up a meeting at (date/time).
I’d like to come visit your facility and discuss your product needs, does (date/time) work?
I would like to talk to you about our pricing, are you available (date/time)?
It’s important to do this not only with customers but with yourself as well.
Set times for yourself to prospect a specific region or call back a customer.
By setting time frames and planning out your next steps you are able to better track your conversion of leads to sales.
