In all businesses, there are certain things that nobody likes to receive. Many times sales and business professionals have had the experiencing of placing a sales call or even making a pitch via email and never hearing anything back on the proposal. How business individuals choose to handle the task of following up is crucial and can make or break a business relationship. Today, we want to discuss three possible ways that you can avoid making a mistake that winds up breaking that relationship with a potential client.
First idea is to make sure that you provide background information. Regardless of what field you are in, it is reasonable to assume that your client is very busy. They might be distracted or even might not recognize who you are at first glance. If this is one of your first follow-up emails with this client, make sure to give some sort of introduction to who you are and what it is that you discussed previously.
Next idea is to add value. Adding value is just one possible way to make that “next step” for your client that much simpler and easy. Simplifying the sales process is a possible way to help them, when you help them, it makes it easy to say yes. Be creative in how you choose to try and simplify the entire process. Share resources and information that is relevant to their industry, give them some ideas for Google Alerts, or give them a new idea to let them know a new way to use your product or service that would aid them in their business goals.
Our third idea is to make sure that you include a benefit for the client or a ‘why’ statement. It’s important to reiterate your benefit statement. Why exactly do they need your product? Or why is it that they should come to you and not a competitor? Make this point clear and reasonable, but also make sure that it is short, concise, and confident.