In last week's Windshield Wisdom we talked through before and during meeting strategies you can employ to help ensure your great prospects stay responsive, and continue to move forward through your pipeline.
Based on the feedback you guys have shared, you agree that, in this case, the best offense is a good defense. Click here to go back and start at part 1, The Great Disappearing Act of 2018.
So, what happens when, despite all your planning, great value driven advice, and mutual commitments based on their timing (not yours) doesn't work and they still disappear anyway? Listen, it's going to happen at some point, but a suddenly unresponsive prospect doesn't mean the deal is gone. When that happens, I employ one of these three tactics to bring the occasional ghost back into the light...and that's what this week's Windshield Wisdom is all about.
1. Sometimes, despite executing everything on your end perfectly, a...
It's happened to all of us.
You have a dream meeting. It's open and honest. The conversation flows naturally, and you learn things about your prospect that they openly admit they've never shared with a banker before.
In the end, both of you feel like you're better off for having met, and look forward to exploring working together more in the future.
So, you do what you normally do, a few weeks or months later you reach out to rekindle the awesome conversation you both enjoyed so much...and nothing happens.
You send emails. You make phone calls with messages referring to the previous conversation. You reach out on social media.
Nothing. Nada. It's like they've fallen off the face of the earth.
Before you do a panic "stop in" call, take a second to step back and think about why they might be spurning your advances, and what you can do differently to make sure it doesn't happen again...and that's what this week's...
One of the first goals my first boss in banking set for me was to make 50 cold calls a day. His logic being, I didn't have an established portfolio, and the best way to find new customers is to reach out to your targeted leads, make cold calls, and schedule appointments to meet.
His favorite saying was, "Sales is a numbers game!"
What a load of crap. Give a banker 10 good leads they can work with, and they will close more deals than a banker with 100 cold call "prospects."
Fortunately for me (and in my opinion, to the benefit of the banking world. If anything because I was seriously considering quitting, which means that this whole Sales Math experiment would probably never have happened. Hopefully that thought makes you as sad as it does me.), he was forced out of the industry shortly thereafter, and my next boss allowed me to take an entirely different, and far more productive, approach...and that's what this week's video...
A few weeks ago, I was a bad son.
You see, I forgot to call my parents on their wedding anniversary.
I talked to them the day before. I was at their house the day after. At no point did I congratulate them on the day they formally committed to each other in front of family and friends, which, in time, led to me being born. (Which to me at least, is a pretty big deal)
They are used to getting a call from me on their anniversary. They thought I was going to call, and were surprised when I didn't. I apologized later, and they accepted it, but I still felt bad.
Just like forgetting your parents anniversary, the people who are most important to us (not just family, customers too) have a set of expectations for the role we play in their lives...including when they expect to hear from us.
And that's what this week's Windshield Wisdom video is all about.
1. If you do...
Early in my banking days, nothing used to stress me out more than the ups and downs I went through with my pipeline.
I'm sure you know exactly what I mean. I would put in a lot of time finding deals, and fill up my pipeline through networking, contacting Centers of Influence, reaching out to current customers, etc...
Then, once it was as full as I could handle, I would work REALLY hard to push the deals through the process so they would get closed on time...completely failing to continue "putting myself out there."
Until one day, I would look up, and my pipeline would be woefully thin again, so I repeated the entire cycle...repeatedly...repeatedly repeating...the same thing over and over...
It was infuriatingly maddening...and completely my fault.
Finally, after a lot of new grey hair, I said, "Enough!", and set out to find a system that would remove the stress, anxiety, and superhuman effort that was required to ride the pipeline roller...
Back in my early banking days I had an epiphany that came from a completely unexpected source, a fairy tale I was reading to my then-infant son...I realized that night as I was reading the story, that I was trying to force customers into my ideas about WHEN they should engage with me...like the fairy tale says...my follow-up routines were "too hot".
The good news is, once I figured out how "just right" worked, my entire banking career trajectory changed. I had confidence in the timing and message behind my follow-up routines...and that's what this week's video is all about.
1. The 2 biggest keys to sales success in your banking career are your ability to develop a plan for your prospect and customer relationships, and do what you say you're going to do for them.
2. Getting the timing of your follow-up right means your prospects and customers are more likely to be receptive to your outreach, respond positively to your message, and move...
Did you like my Wisdom? If so, please share it with your friends and co-workers so they too can exercise patience that leads to profits . -Matt
I get asked a variation of this theme all the time, "How long do I wait to call/follow-up/panic with my prospect?" Here's the trick, as business owners we need to understand that every interaction has an outcome. Once we choose to take the initiative in determining that outcome, most of us will then save ourselves a lot of anxiety if we wrap things up with one easy step. Find your place of selling harmony and zen with this week's Windshield Wisdom.
I want to take a couple of minutes today to talk about something that seems to be continuously popping up over the last couple of weeks, and that is patience. Now, I think we can all agree that patience has a pretty important role in sales, as well as in life. It is probably one...