What’s going on? You’ve had a previous profitable relationship with an existing client or several productive communications with a good prospect, but suddenly… it’s like they don’t exist or, worse yet, you don’t exist.
You leave voice mails, send e-mails and even direct mail for a few weeks, but get no response. It’s like they disappeared in the Bermuda Triangle.
So, what gives? Did you say or do something so wrong to cause them to avoid you? You may never discover why they slipped under your sales radar. But, if you’re experiencing any situations like this, I’d like to point you to some great advice that may help you find the answers to get things up and running again.
Following are some excerpts from an article titled Be a Stealth Fighter:
What to do When Your Prospect Goes Silent, written by Colleen Francis, Founder and President of Engage Selling Solutions.
Remember, it’s not about you.
Finding ways to overcoming stealth in sales isn’t about wasting time blaming the customer or asking yourself “what did I do wrong?” Your job is to ask “what can I do to make things right?”
Get the facts.
The next thing you need to do is determine whether in fact your prospect or client has actually gone stealth. Their lack of response may have nothing to do with your business with them. Get over yourself and get the facts. This will put you in a much better position to do what’s necessary to correct a sale that has gone off the rails.
Fix what needs fixing.
Once you’ve ruled out non-business related factors, get a lock on what’s been keeping someone hiding below your sales radar. What’s gone wrong? Let’s say that after reviewing your recent activities with a particular prospect or customer, you conclude that they may have objected to something in your last business proposal, and hadn’t voiced it to you when you first presented them with a draft (and you did start with a draft proposal, right?)
One solution would be to mail them a friendly note in which you take responsibility for their silence and the reason behind it.
Don’t let voicemail become your black hole of productivity.
Astronomers describe black holes as mysterious regions in space from which nothing escapes. When dealing with a stealth situation, your repeated attempts to contact someone—only to be routed to voicemail—can have you feeling as though your efforts and your time are all being sucked into something dreadful like that.
It doesn’t have to be that way. It’s up to you to make things right.
To read the rest on each of these tips, review her article.
To remain competitive in this economy, or, better yet, jump ahead, it takes maximizing your sales and marketing effectiveness. After you read this great article, we invite you to peruse our site for additional or complimentary solutions at InfoGrow.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.