The Six Easiest Ways To Lose Your Top Sales
Prospects
Prospecting for new customers can be challenging. So why not help your competitors
out by sending some of your top prospects their way? Here are six of the
easiest ways you can get rid of pesky, top sales prospects:
- Don't follow up- Failing to follow up with people
who have indicated an initial interest in your products or services is
a sure-fire way to lose prospects. Eighty percent of all sales are made
on the 5th through 12th contact with prospects, according to the National
Sales Executive Association. That means you must have an effective way
to stay in contact with prospective buyers. So to improve your competitors' profits,
contact your prospects only once — or not at all.
- Harass them- Contacting
prospects too much is just as bad as not enough. It's irritating and borders on harassment, which can
quickly sour a sale. To drive prospects into the arms of your competitors,
place follow up phone calls twice a day for two weeks, when their timing
is not right. That'll really get 'em off your back!
- Communicate poorly– If
you don't communicate
with potential customers on a regular basis, they won't think of
contacting you when they have a need for your product or service. (Remember
the old adage "Out of sight, out of mind")But if you really
want to help the competition, don't bother interacting with prospects
at all. Let them contact you whenever they're ready to buy. I'm
sure they'll find your number.
- Don't provide the
right kind of or enough information– Prospects
need to have enough details before they'll buy from your company.
They also need to have the right kind of information. Don't tell
them exactly how they can benefit from what you're offering. Instead,
discuss the weather, your kids or gallstones. Another company can tell
them all the essential product details.
- Avoid focusing on the prospect's
needs – Prospects
can sense if you're more concerned about closing the deal than meeting
their needs. This can lead to mistrust and damage your sales opportunity.
And that's what you want, right? If you steer them toward the products
you want to sell them and quickly ask for the order, your competitors
will appreciate it.
- Fail to have enough product knowledge – Sales professionals
must be knowledgeable to successfully move potential buyers along the
sales cycle. To stay away from closing sales, only learn the basics like
colors and sizes. Let other companies worry about the end results.
When you're ready to start winning more hearts and minds of top prospects — instead
of losing them to competitors — consider using a value-added eNewsletter.
An electronic newsletter is one of the most convenient, cost-effective and
consistent ways to connect and educate prospects on a regular basis. You
can share useful information, time saving tips or show how your offering
is unique. All of this can help you build credibility, trust and a relationship
with potential customers.
To learn more about how an eNewsletter can help you not lose prospects, email
Proven Systems or call 970-223-6565. |
