I’m the last person on earth to say he’s a great salesman, but I did have a very interesting discussion with a family friend on Friday. This guy is a tried and true salesman. He started from nothing and built his own empire. He worked his way up, bought a competitor’s company and expanded it to be a regional presence.
He asked how business is going. I said that now that times have gotten tough it is getting harder and harder to make a sale. Everyone is putting off purchases. And then I have to call them back over and over again to follow up. I don’t think I should have to be that pest of a salesman. If someone doesn’t want my services, then they don’t have to buy them.
He said that was a nice idea, but a great way to go out of business. The thing is to think about it like I’m not being a pest, instead I’m offering better customer service. I’m helping potential customers through the purchasing process. The services that I offer are what they need so prodding them is helping them get what they need.
Voila! This I can do. Instead of pestering potential customers, I can focus on how my follow up is helping them.
Hopefully this attitude adjustment will lead to increased revenues.