We all know that making sales is crucial to the success of any business, but how do you strike the right balance between following up with a potential customer and coming across as too aggressive? I sat down with Will Ezell to discuss a topic that is often talked about but rarely understood – the fine line between persistence and pushiness in sales.
To start, ask yourself: How many times should you follow up with a potential customer before giving up? Is there a right number or a magic formula? The answer is, there is no magic number. It all depends on the situation, and it’s important to take into account the context of the conversation, the prospect’s behavior and feedback, and your own gut feeling. So, what can you do to stay persistent without crossing the line into pushiness?
How to stay persistent instead of pushy:
- Keep track of your follow-up attempts: It’s essential to have a clear record of how many times you’ve reached out to a potential customer, and what you’ve said each time. This will help you to avoid being repetitive and will allow you to adjust your approach if necessary.
- Be respectful of your prospect’s time: When following up, make sure that you’re not bombarding them with calls or emails. Give them enough time to respond before reaching out again.
- Personalize your follow-ups: Show that you care about the prospect by personalizing your follow-up messages. Mention specific details from your previous conversations and show that you’re paying attention.
- Offer value: Instead of just asking for a sale, offer something of value to the prospect. Share an industry report, invite them to a webinar or a networking event, or offer a free consultation. This will show that you’re genuinely interested in helping them, not just closing a deal.
- Know when to walk away: Sometimes, despite your best efforts, a prospect just isn’t interested. It’s important to recognize when it’s time to move on and focus your efforts on other potential customers.
In conclusion, persistence is essential in sales, but it’s critical to find the right balance. By keeping track of your follow-up attempts, respecting your prospect’s time, personalizing your messages, offering value, and knowing when to walk away, you can increase your chances of closing a deal while maintaining a positive relationship with your prospect. Remember, sales is about building relationships, and being persistent without being pushy is a key component of successful sales.