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I network a lot with smaller local businesses and sole traders who are brilliant at what they do and, quite frankly, should have loads more business and customers flocking to their door. One of the problems is a lack of time and resources to market themselves and raise their profile properly. One of the other problems is that many of them miss opportunities by not following up on proposals, quotations, enquiries and meetings because they don’t want to appear pushy.
Pushy sales people
I am often told, “I know I should follow up more but I’m not a natural sales-person and I don’t want to bug people”. We all hate pushy sales or feeling like we’re being forced to a decision too quickly. We’ve all experienced it and know that it’s not an effective way to do business. We all feel that moment of trepidation when we hear the phone ring but don’t recognise the number we see. We brace ourselves for a sales call and get all defensive and ready to stand firm and say no. We usually expect this reaction when we need to make a call. Many of us just avoid the call or take the easy (but often ineffective) route and send a nice passive email.
“They’ll call me if they want to go ahead”, is something else I hear a lot. We’re a busy bunch nowadays though. I don’t want to have to seek out contact details and then find the time to call people. I also don’t see why I should have to chase people to spend money with them. If we can think of a follow-up call as part of our efficient service, to help our prospective customers, as well as being the polite thing to do, it might make it easier to make those important calls in the first place.
Gain valuable feedback
Asking some simple questions can help you to secure more contracts and business, get valuable feedback on your pricing and proposition, and know when to stop pursuing a lead. This also helps to avoid falling into the common trap of overestimating your likely revenue income in any given month. I’m sure we’ve all had those months when we’ve been super-busy and then the actual revenue results are a bit disappointing because much of the promised business has failed to convert or materialise.
After a few people asking me to help them with their follow-up calls and basic sales techniques, I’ve put together a workshop based around the tips they’ve used to improve their results. It works. It’s fun. It’s reasonably priced. It’s a good networking opportunity. It’s limited to 20 places. It’s available to book now. It’s in January to get your year off to the best start. Early-bird tickets are available until the end of November.
Book now: 14 January 2020 - Wolverhampton WV2 4DB