Regardless of industry, all salespeople suffer from being ghosted after customers receive what they need to make a decision. No matter how creative or persistent one is, once that proposal is delivered … crickets. Unless a salesperson is proactive early in the sales process.
Before delivering the proposal, let your customer know that you’ll be asked every week about the status of their order and ask them for a favor: “Please let me know the most convenient way to get a quick update, which will help us significantly in planning our resources.” Then, a few days before your forecast, reach out and ask them.
This method is not a silver bullet, but there are a few benefits:
- Not all, but many will take your calls, which will help you win the business.
- Your follow-up will seem less intrusive than the others who haven’t asked for a favor.
- By telling you how to contact them, you’ll know this powerful information for the future.
Forecasting can be brutal for salespeople, so use it to help win more sales!
