We all know that sales people are on the phone or emailing to drum up business, but you need to connect with a person on a human level, make them comfortable and then talk business.
Recently, I was approached by a salesperson who offered a service for my business. It wasn’t difficult to pinpoint the 5 things that you shouldn’t do when approaching a potential client.
While the introduction email was intriguing, the follow-up and the process following my response that I could be interested in the service lacked substance and quality.
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Don’t suggest an in-person meeting first
I responded to the sales person that I was interested in talking and that I was open the next day at 2 pm. The next email stated that he would come to my office at that time. Not what I suggested and also not something I would recommend to a sales person. Sales is a process and we need to warm up to a person. Unless there is a clear need defined (which was not the case), why would you waste your or your prospect’s time with an in-person meeting? Do a conference call first, identify a need and then set-up an in-person meeting if it’s appropriate.
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Don’t just call
So, I told the sales person that I thought a conference call was more appropriate as a first step. Then a couple of hours my phone rings and the person just calls. I was in the middle of doing something and kindly requested that we keep the date and time that we had arranged.
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Don’t call from your cell phone
The next day, the person calls me from his cell phone with bad reception. Not very professional and certainly annoying.
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Don’t look for a fit if there is none
Once we started talking it was very obvious that there was no fit. My service is suited for a global offering and his offering targeted companies that offer local services.
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In closing. Be personal. Don’t try to sell.
We all know that sales people are on the phone or emailing to drum up business, but you need to connect with a person on a human level, make them comfortable and then talk business. Once you have established rapport, it’s much easier to have a conversation and you will be meeting a defined need..
