Everyone I talk to wants to grow their business. After all the cost cutting, and layoffs, and efficiency initiatives people are left with a core team and not enough sales.
Here is a 1st principle or process step or whatever word you want to call it ---- call your prospects back right now! If you refuse to do this basic thing right why do you think you will ever grow your business.
How many of us call every single person that called us back before the end of the day?
Do you respond to every e-mail before the end of the day? At least with a note saying ‘I received your message and will do whatever by a certain time?
Do you go to trade shows and wait for weeks to call back the people you met at the booth?
If you meet someone new that could be a good networking contract do you respond with something of value immediately?
I recently met a potential networking partner for my business and at the conclusion of our first meeting he left saying that he had to attend another meeting. Yet I received a follow-up e-mail that was both personal and full of additional value within 10 minutes of the end of our meeting.
On the other end of the spectrum we are trying to look at a new house and of course, called the realtor for an appointment to visit. She said we would arrange a meeting for the next day and that she would call with a firm time. Did she call back with a time? No. Did she call back saying she couldn’t get in touch with the owner and would try again tomorrow and that she was sorry for the delay? No. I ended up calling her 3 times and leaving a message. Did she call me back? No.
If you are in the service business you are in the relationship business. I can’t wait to start working with the new business partner and can’t but wonder if this particular realtor and realtors, in general, should just go away.
Speaking of calling, does a real live person answer your phone? Everyone HATES the automated systems or haven’t you heard because you never asked your customers how they want to communicate with you?
Topics: Sales
