Being involved in a sales environment is a little bit like being involved in the dating scene. Getting yourself out there to find a prospect or a partner are essentially one and the same thing; there can be a lot of trepidation in an individual trying to put themselves in front of another person in a sales or a romantic situation as very often it will be the first time that the two people have spoken and therefore will not know what to expect.
Skipping through the sales / dating process and a bit and our plucky individual has just had a successful meeting / date with their newly found contact; where do they go from there? It is well documented that the idea of not presenting yourself as a ‘pest’ is one of the major dangers of this part of either the sales or the dating process. In a sales capacity, the sales rep does not want to be seen to be trying to push the other person into making a decision and committing to something that they may not really want to be a part of, and in a dating capacity, well, the approaching individual does not want to be seen to be trying to push the other person into making a decision and committing to something that they may not really want to be a part of. So how does one avoid this ‘pest’ status but also ensure that they are kept in the mind of their prospect?
The first thing to do after a sales meeting with a prospect is to follow it up with a simple “thank you”. Email will suffice; a short, sharp email just to let your prospect know that you value and appreciate their time will go down well, and also ensures that they have your details should they lose the business card you left with them (you did leave a business card, right?)
Next step, unless it’s already been agreed otherwise, give them around a week to mull over the decision of whether to invest in what you have to offer. Providing your product is good enough, is what the prospect needs and you have sold it well enough, you’ll probably find your prospect comes back to you within that week period anyway. If they don’t, again a simple email or phone call will do, in order to follow up and offer more information should the prospect need it. The trick is to give the prospect space to decide whether you and your product is what they really want and need.
[author ]This guest post was written by Gary Charner, a sales training provider for professionals.[/author]