Just because you have a good appointment doesn’t mean you have a sale- I will sometimes get calls from clients who are frustrated with their sales effort because while they have lots of great appointments, they aren’t closing for some reason. What I remind them is that a good appointment is not indicative of a sale. Prospects can have many reasons for not giving a sales person their business. Some of the reason include…
They’ve decided to go with another service provider.
They like the service but not the quote
They like the quote but not the service
They’re not quite ready to do business right now.
They met with you six months ago, got a quote but for some reason you’ve neglected to follow up with them. Which brings me to my next point…
You can’t expect to have a prospect to call you- It’s up to you to follow up with them every few months or so to determine if they are ready to move forward. Part of my job is to handle that for my clients; which again leads me to another point. In order to close the prospect you must be persistent. I’m not talking persistent in the sense that you make a nuisance of yourself, but persistent in letting the prospect know that you want their business.
Next column-more tips