Copyright © Bill Vannot - All Rights Reserved
http://www.successful-marketing.com
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Frequent reminders are very important! We make our initial pitch
and then we have to go back a few times to get someone to make a
solid decision. We must re-state our benefits quite a few times,
reminding people politely, just what's in it for them, if they
say yes to us.
You could say we're in the reminder business. We always need a
reason to go back just one more time. We need a brand new answer
to the "Why should I listen to you for each and every return
email or phone call?"
Creative selling demands creating new reasons, new angles, new
ways of looking at things. Our life in sales would be easy if
all we had to do, was tell people what we're all about. It takes
a lot more than bragging to make enough money to pay our bills.
Reminders should have real substance and offer a lot to the
person you are reminding. Small talk won't do the job.
Ask yourselves these questions:
1. What's going on in your customer's world?
2. What can I mention or possibly do that will remind them that
I have something very important pending their approval?
3. How can I possibly make that "something" as important to
them, as it is to me right now?
In our fast paced world, decisions are still made at turtle
speed. Creating some sense of urgency is definitely our job.
Always remain positive, then lead them through the proposition
hoops, one more time. You must try to determine what the deal
stopper might be. If it's just indecision, as it usually is,
remind them of all the good things that you both can make happen
together. Be sincere but firm. When friends help friends,
everyone wins!
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