If you’re reading this, you’ve got at least 10 prospects or customers that you’ve been trying to connect with unsuccessfully. For many of you, that number could be over 100. A friend of mine that owns a Sandler franchise shared this statistic with me: most sales people spend 50% - 67% of their time chasing down prospects, 92% of whom never buy from them. Think about that: most sales people spend over half their time chasing prospects with an 8% win ratio.
I don’t believe people ignore calls and emails because they’re not interested. I believe most prospects ignore sales people because it’s inconvenient not to. If you caught them at the right time and with the right method, they’d accept your call. However, very few of you have listed in your opening qualification questions: “What’s the best way of getting hold of you? Phone, email, text, Linkedin, Twitter, etc.? How about time of week? Fridays before 8, Tuesdays after 4?”
Idea for this Tuesday: When first meeting with a prospect, ask them the best method and time of the week to contact them.
