Posts Tagged ‘sales strategy’

I’m as eager as the next salesperson to close the deal. I wish every business we touch in our sales and marketing efforts had a big need with an urgent deadline attached to it. Then, we could skip all of the overtures and get down to business. But it doesn’t really work this way does it?

While we’re all eager to make the sale, there is a courtship that must take place between us and our prospective new client. And, it all begins with a first date. The question is: how do you score the first date?

It’s not so easy these days. I’ve talked to agency veterans that remember the old days of wining and dining prospective clients in order to build relationships with them. It was a good way to get to know each other and, let’s face it, most people are going to take a liking to someone that is eager to treat them well. We all like to be wooed.

I’ve thought about this first date idea a lot in my own sales process. When I connect with prospective clients at networking events or even on the phone or email, I ask about their company, their role, their challenges and their goals. I try to be a really good listener and reflect things back to them so they know I get what they are saying. I spend about 90% of the time listening to them and 10% telling them what my company can do for them. Then when I ask for the first date, more often than not, they’re amenable to it because they felt “heard” in their communication with me. Who isn’t going to want more of that feeling?!

So the next time you’re reaching out to a prospective customer, instead of being overeager to tell them all about your wonderful products or services, take an interest in them. Be patient. Listen. Make them feel heard. Then, ask for the first date. You will find that this approach works wonders.