Colleen’s Blog

Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, by following this methodology, they end up scaring away the prospect anyway. If you avoid discussing pricing options until the very last moment, you make it too easy for the prospect to ignore you. They may love everything about you and what you have to offer, but if the amount they see in writing is not something they’re comfortable with, chances are they will simply avoid discussion rather than initiating it. In their mind, it’s much easier to ignore you than to reach out to you for a chance at a better price. Remember, your buyers fear rejection too! When this scenario unfolds, you lose complete control over the sales process and you make it very difficult for yourself to recover from it.

If your sales are suffering right now, I want to make you aware of a shocking statistic. According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn't matter if you have a client base of 10 people or 10,000 people. Ignoring 30% of your leads is a great way to create a sales disaster in your business. At the very least, I'm sure we can all agree that even if your sales are on target, that extra chunk of business can't hurt! Now that we have that surprising stat out of the way, let's discuss what's required in your follow up.